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sales management, account management

Work Experience

Independent Commercial Consultant
October 2002 – Today
Own Commercial Consultancy company offering Sales, Marketing and Management advice, Training, Market research and Interim management to FMCG and Business To Business companies.

INTERIM PROJECTS
Training project for Interbrew’s Belgian Retail division (Dec 2002–May 2003)
Out of Home launch project for Ter Beke (fresh food company quoted on Euronext Brussels) (March 2003-April 2004)
Shelf improvement project for Interbrew with Champion Belgium (Sep 2003-July 2004)
Interim National Account Mgr Belgium for Croky Chips (April 2004-Oct 2004)
Ter Beke Out Of Home Netherlands: launch of ready meals (Nov 2004-Jan 2006)

WORK EXPERIENCE (as an employee)
2000 – May 2002 Reckitt Benckiser Belgium Anderlecht
Sales Director
Fastest growing company of it’s peer group in Belgium
Turnover responsibility of 50mio EUR, growing by 5.0% in 2000, 5.6% in 2001 and 10% in 2002.
Managing a sales department of 16 people of which I promoted 5, and recruited 4 in 2 years
Managing a complex portfolio with 9 priority brands, 250skus, 12-15 new product launches per year, 50 sku relaunches per year, in the very competitive market situations of household cleaning and personal care.
Member of Management Team that successfully merged Reckitt&Colman with Benckiser (October 99 – Apr 01)
Successful integration of two Sales Departments
Development and implementation of new sales conditions Starting up with Category Mgt cell
Outsourcing of Pharmaceutical (OTC) Division
Product Types : Household Cleaning and Personal Care products
Brands : Harpic, Airwick, Woolite, Veet, Steradent, Mononk, Calgon, Calgonit, St Marc, Dettol, Dispril; Lemgrip
1997 – 1999 Benckiser Belgium Vilvoorde
Sales Director
Turnover responsibility 30 mio EUR
Increase of Net Revenues of 2 major brands by 5% to 10% per year
Managing a sales department of 12 people, recruited 3
Increased Trade Budget Efficiency by 15% over 2 years
Product Types : Household Cleaning products
Brands : Calgon, Calgonit, St Marc, CVS
1994 –1996 Benckiser Belgium Vilvoorde
Key Account Manager
Responsible for 55% of company Turnover
Handled Accounts : GB, Colruyt (Food+Non Food), Makro (Food+Non Food), Brico, Auto 5, Cora, Mestdagh, Bloc, Vac, Alvo, …
Started Category Management partnerships with 2 top accounts
Built very good, constructive relationships with all buyers
1991–1993 Warner Lambert Belgium Zaventem
Field Sales Manager
Responsible for sales team of 6 representatives
Increase of Weighted Distribution of 2 ‘challenger’ brands in F2NI
Product Types : Razors and Confectionery
Brands : Wilkinson Schick and Clark’s, Trident, Chiclets, Clorets, …
1988–1991 Master Foods Brussels
Sales Representative in various food channels
Wholesale Representative; Hyper- and Supermarkets Representative ; Distribution Salesman in Grey Market
Product Types : Confectionery, Food, Pet Food
Brands : Mars, Twix, Uncle Ben’s, Whiskas, Pedigree Pal

Education

H.I.K. Geel, Belgium 1984–1986
 Bachelor Marketing Distribution A6/A1
 “Young Enterprise” – project leader
H.I.K. Geel 1987–1988
 Teacher’s degree (D-course)

Skills

Lead the merger of the commercial departments of Reckitt & Colman with Benckiser in Belgium (1999-2002)
 Selection and management of the staff (assistants, sales reps,key account mgr, field sales mgr, trade marketing mgr)
Managing a complex business
 Development and implementation of new sales conditions
Solid sales experience (15y) and management experience (12y)
Strong people management skills
Multi-market experience
• Retail – Out of Home
• Food – Non-food
Talent for languages : fluent speaker of English, French and Dutch,

Languages

 Fluent in English, Dutch and French;
Good knowledge of German; little Spanish

Other

 Software : Excel, Word, PowerPoint, Outlook/Lotus Notes…

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