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Objective

I am fully mobile and eager to pursue my development with an international sales & marketing operations, a division, or and affiliate MD or GM position. I wish to add my forces and participate actively to the development of an ambitious & ethical life sciences or health services company. As Yves Montand once said I believe that "one should not play but be". I want to be one of the key players in the leadership team of an international group in order to be a even better leader.

Interest

Golf, Running, Climbing (Mont Blanc), Diving

Reading, Leadership, Geopolitics 

Former Rugby player (French Grandes Ecoles & Indochina Cup competitions)

Former 400 meters hurdles runner (multiple regional titles, qualified for national championships) 

Summary

Over the past 10 years I have been leading from 3 to 63 countries business units over Asia, Latin America, Middle East and Africa, with full P&L responsibility over up to Euro 100 million sales, in a publicly listed international specialty pharmaceutical group. My track record in building high performances sales & marketing organizations, creating a sound vision and strategic plan, optimizing organic growth of a complex portfolio, improving productivity and costs control, spearheading needed work habits, process and organizational changes, negotiating and optimizing international commercial partnerships, creating effective direct set-ups in strategic markets, and achieving double digit growth sales and profits targets, is the best expression of my skills, ambition and potential as sales & marketing organization leader in the life sciences field. Passionate about building and implementing a vision and strategic plan together with a team of effective people, I like animating and energizing day by day the individuals working with me in project teams in order they collaborate, perform on par with high expectations, grow their competencies and maintain a high level of commitment and satisfaction.

Work experience

Jan 2004Sep 2008

Vice-President, Transcontinental Operations

IPSEN

Member of Group Management Committee & Corporate Operations Committee

P&L full responsibility for Transcontinental Area (Asia, Latin America,Middle East, Africa)

§ Creating & implementing a vision & strategic plan aligned with corporate strategy

§ Leading the executive team implementing change projects and managing the division. Executive Committee comprising HR, Finance, Country/Area General Management, Medical, Marketing, Strategic Planning functions. 500 internal & external staff

§ Achieving strong productivity improvements through building and leading a cross-functional, customer focused and financial performance driven organization

§ Achieving € 100 m profitable sales in 2008 (€ 54 m in 2003) in line with objectives. Double-digit CAGR in sales & EBIT through optimization of organic growth, international expansion, successful re-organization and strategic partnerships

§ Achievements:

- Achieving sales and EBIT targets: +13% sales CAGR (‘03 to ‘08). Improving productivity: EBIT CAGR above Sales CAGR (‘03-‘08)

- Creating & nurturing a cross-functional culture with high employee commitment, collaboration, and focus on customers needs and financial performance

- Integrating market intelligence, resources allocation and cost control processes

- Conducting successfully a full reorganization of Transcontiental (2006)

- Gaining market access and launching products in key countries (Brazil, Mexico, Turkey, Iran, Algeria, Taiwan, Vietnam). Priority products achieving either leader or challenger position on their segment in all markets.

- Implementing global Sales and Marketing Forces Excellence program (activity KPIs, profiling, segmentation & targeting, selling skills, resources allocation)

- Reengineering key markets operations: affiliate creation in Mexico, Brazil & Algeria. Negotiating successfully key partnerships: Brazil, Iran, Algeria, Turkey, Taiwan

Jan 2002Dec 2003

Asia Director

IPSEN

Member of International Division Management Committee

P&L full responsibility for Asia

§ Achieving € 14 million profitable sales & double-digit growth in turnover and profitability in line with objectives through scaling-up of sales & marketing effectiveness. 200 internal & external staff

§ Achievements:

- Growing sales and EBIT in line with targets: 12% sales CAGR from 2001 to 2003. Improving productivity: 17% EBIT CAGR from 2001 to 2003

- Improving Marketing and Sales team competencies and performances (portfolio management, regional segmentation & targeting training program, selling & coaching skills)

- Refocusing human and financial resources on a limited number of priority products and markets

- Optimizing promotional partners’ performances & implementing KPIs follow-up

- Strengthening focus on customer needs understanding and concerns solving

Oct 1998Dec 2001

Indochina Area Manager

IPSEN

Member of Asia Management Committee

P&L full responsibility for Vietnam-Cambodia-Laos

§ € 4 million profitable sales. Achieving above market trend double-digit growth in sales and profits through leading a business unit with 67 staff.

§ Achievements:

- Achieving sales & EBIT growth targets: 98-01 sales CAGR: +22%; 99-01 EBIT CAGR: +150%. Moving IPSEN from 47thto 14th laboratory position in yearly sales.

- Building a customers focused, financial performance driven, ethical, learning, autonomous and attractive organization, with leadership ambition and team spirit

- Bringing Top 4 Ipsen products to No1 or No 2 position in their therapeutic class

- Upgrading Marketing and Sales competencies to best-in-class level

- Designing and implementing a successful synergic Rx & OTC marketing strategy

Oct 1997Sep 1998

Indochina Marketing & Regulatory Affairs Manager

IPSEN

+19% sales growth; renewing all IPSEN products’ market authorizations; leading a team of 5 people; developing one talent into Marketing Director; successful launching of point of sales & mass media promotional activities

Oct 1996Sep 1997

Project Manager

IPSEN
Mar 1996Sep 1996

Asia Export Assistant

Ipsen

Education

20092009

Executive Training - Leadership Best Practices

Harvard Business School
19921995

MBA

EDHEC Business School
19901992

Preparatory class for competitive MBA schools

Préparation HEC - Lycée Descartes
19891990

A level equivalent

Baccalauréat C - A level equivalent - Lycée Sainte Croix

Skills

Integrating support functions into projects & decisions
Building partnerships with key stake holders & customers
Communicating effectively in English, Spanish, or French
Managing operations to achieve P&L objectives
Setting dynamic and useful budget control processes
Building sound and challenging budget objectives
Optimizing sales & profits growth from a complex portfolio
Ensuring optimal resources allocation
Leading habits, processes, organizational changes
Accessing and developing operations over emerging markets
Driving international commercial operations development
spearheading marketing & sales collaboration & effectiveness
Leading strategic & operational marketing teams
Driving and motivating multiple sales forces
Multiple projects teams coordination
Leading a team to implement the vision and strategic plan
Leading a team to build a vision & a strategic plan
Recruiting & developing talents
Leading a cross-functional leadership team of executives