Olivier Marco
Sales & Marketing Director
Sales & Marketing Excellence
Management
Neuilly sur Seine (92200) France
Professional Status
Employed
Open to opportunities
About Me
Entrepreneur and curious, I keep on developing success in various areas around Sales & Marketing, Retail and membership organization. Customer mind oriented I’m open to any challenges involving business development through entrepreneurial initiative within a consultative approach of sales. Comfortable in a multicultural environment I successfully experienced sales records in various areas from ethical segment to OTC by enhancing stakeholder levers and personal leadership.
Sales & Marketing Director (Senior executive at Phoenix group)
Phoenix Pharma SAS
January 2010
to October 2014
Full-time
Paris
France
- Sales Budget (1.5 Billion euros), headcount 200 people.
As I was committed in a merging process including two different operating models I successfully reorganized our commercial operations while market share increased in a regular way. Main achievements are:
Significant increase of the market share by 13% (+1 pt) within 14 months
Reduction of bad debt by 80% within 18 months
Creation of 6 commercial zones each one driven by a sales manager whether steming from internal promotion or outside competency
Sales Force Alignment around a single compensation system and a new competency model within 12 months - Being Influential and pro-active in a board of directors and provide double reporting.
Total company CAPEX recommended in 2013 :5M€
July 2013: Succesfull opening of a generic Platform in Paris resulting in a significant increase of the market share in the generic segment by 1pt within 6 months (July 13 to january 14) (6.4 to 7.5 while sales increased by +19% versus market -2.8)
April 2013: Opening of a new hub in Toulouse resulting in a significant increase of the market share by 2pts (5.4 to 7.4) within 12 months while delivering a positive EBITDA following a first year of exercise (+ 01M€) - Marketing, Pricing, Customer loyalty program.
Implementation of the new pricing model allowed to save 25% of the budget dedicated to discount that is (-9M€) whereas the market share lowered only 12% - Digital Media Strategy.
Recruitment of a suitable talent as a project manager
Opening of an institutional web site within 12 months (2011)
Opening of a professional portal within 18 months (June 2012)
After a three month of free access for customers,30% of the customer wallet were successfully charged (FY + 0.1M€) - Sales Force effectiveness (Headcount: 40 reps)
Significant increase of the sales force activity
2011/2010 # FY Calls +38% (from 14 000 to 18 000 calls)
2012/2011 # FY Calls +27% to 23 000
2013/2012 # FY Calls +22% to 28 000
Increase of Customer absorption by 30%
Implementation of a new competency model
Providing of a dashboard including suitable metrics and KPI's for action plans - Customer Services
Head count reduction from 25%
Development and deployment of a homemade software for complaint management within 18 months
2012/13: Inbound calls handled + 28% - Sales Administration
Settling of standard of procedures for account opening intended to prevent customer risks
Settling of a robust customer quotation to detect profile change
2012/2011: Customer outstanding reduction -15% (Net working capital reduction from 23 days to 19) - Training & Education program
Development of an integration module intended to employees whether they are yet present in the company or in an integration process. Reduction of integration failure by 30% - Project Management
Company Description
Phoenix operate on three areas of activities:
Pre-wholesale, Wholesale, & Retail
Pre-wholesale, Wholesale, & Retail
