Nicolas  Joujou

Reporting to the CEO and a Member of Strategic Leadership Team, managing an international team of 8 Area Managers, 50+ distributors and a £14M revenue business with full P&L responsibility.

• Provide strategic leadership, identify new business opportunities/products and spearhead strategic global expansion initiatives in emerging markets with regular updates to our investment board
• Negotiate distribution contracts and establish strategic alliances with our partners across the region with full operational and P&L responsibility for our 3 cost centres: Africa, Middle East and Far East.
• Opened up North Africa by signing on new importers in Tunis, Morocco and Algeria with £300K in first year sales
• Resolved South Africa Channel issues and reduced overdue payments from over £100K to zero while setting up our own operations with a registered branch, consignment stock and local technical expertise. This has led to a 26% sales growth in South Africa and a positive cash flow despite currency devaluation and strike action.

Reporting to the Commercial Director and responsible for driving the sales growth across the southern hemisphere which included: restructuring the export sales team, signing on new distributors, growing market share, overseeing pricing and profitability.

• Revised the go-to-market strategy for Africa and the Middle East by transitioning from an opportunistic sales approach to a regionally based market focused sales initiative, growing annual revenues from £11.5M to £13.6M.
• Restructured the sales team from UK centric to remotely based and grew it from 4 to 8 international sales people while implementing a transparent “sales pipeline” and a specific bonus system rewarding growth.
• Delivered unprecedented results by implementing key price increases and managing partner relations closely to increase net profit in the Middle East from 26% to 33%, in ANZ from 41 to 49% and in Africa from 29% to 33%.
• Drove changeover of importers with low performance such as Nigeria where turnover doubled from £550K in 2011 to £1.1M in 2013

Based out of London with business development and strategic planning for Middle East, North Africa and Caspian and assigned to lead the strategic account management for BP, Total and Shell globally.

• Developed a strong network of contacts within BP and Shell driving $250K in special projects
• Landed a 5 year contract for service and spare parts supply of AGIP’s waste water treatment plant in Kazakhstan worth over $500K
• Penetrated the North African markets and proactively negotiated commercial partnership agreements
• Negotiated a 5 year contract with Chevron worth over $5 Million for specialized water treatment services

Key member of the European executive team assigned to drive internal organizational focus on Distributor Management and raise Gilbarco profile with over 150 distributors across EMEA.

• Developed and executed channel strategies that significantly improved coverage and conversion in the dealer business, contributing close to €32M in channel sales
• Created and implemented Gilbarco’s most successful direct/telemarketing campaign in partnership with German distributors generating €135K revenue generation in its first 3 months of implementation
• Conducted successful distributor conferences across all of EMEA which helped drive alignment
• Generated Gilbarco’s sales management process for distributor management with training and monitoring that was received very well and used as a benchmark with country managers

Based out of Toronto, responsible for a global portfolio of $65 million in total revenue and a marketing budget of $750K.

• Launched the first antimicrobial food grade lubricant that won the International Stevie Award in 2007
• Led the pricing and launch of new product lines with high margin impact to exceed the $12M profit plan
• Built Petro-Canada’s Brand for Food Grade Lubricants in the food industry through technical seminars, targeted advertising and key tradeshows
• Upgraded the pricing strategy and marketing material for the portfolio from brochures, PR, advertising program and lead generation resulting in 25% revenue growth

Full operational responsibility for 109 retail gas stations, including P&L and cash flow management, coaching of local business managers and performance management of retailers across the network

• Executed multi-site operations per retailer cutting down cost of operation significantly and growing revenue
• Drove the upgrading of Retailer performance and financial training while divesting non-profitable sites and dealing with complex legal, human resource and accounting issues
• Led the President’s Award Gala to recognize best practices and reward elite retailers and this event was recognized by the VP as best in class

 Held position of Retail Business Manager, Ontario (12 Forecourts) with Petro-Canada from 2004 to 2005.