Commercial consultancy and Strategy Design

In today business world companies have to face all type of challenges with very specific objectives

Increase sales profitability

Increase market presence and share

Commercial consultancy and strategy design

Within commercial management these challenges translate into…

¿HOW TO INCREASE EFFICIENCY AND EFICACY OF OUR FIELD FORCE?

What is ideal coverage to maximize customers potential? Is my SF structure optimal to achieve company strategy and

objectives? How to manage new channels coverage? What visit model fits better into my commercial strategy? Are my reporting lines appropriate? How to manage a change in commercial model effectively? Does my incentive scheme system fits into company objectives? What are improvement areas for my CRM system?

Commercial consultancy and strategy design

All these questions can only be answered from a very detailed situation analysis, enhancing solutions with new eyes, in a very innovative but consistent way.

Commercial consultancy and strategy design

A research made by a professional coming from FMCG multinationals and with your same background .

+A thorough situation analysis, to define measurable, specific and achievable objectives.

+Strategies and plans defined to produce an optimal system and an efficient structure proposal

+Support and advice in the implementation of proposed plans. From kick off to evaluation.

+Outsourcing of “sensible” decisions and actions.

Commercial consultancy and strategy design

Diseño de estrategia y consultoría comercial

Having a FMCG multinational background offers a realistic view of objectives and actions to be performed

Coming from the commercial and sales area, brings proved experience in translating strategies in commercial plans, adapted to the different market stakeholders

Offers practical definition of strategic medium term plans, adapted to company growth objectives

Expert in implementing strategies and change processes Trained in producing realistic strategic plans. Emerging

from company and market situation, evaluating internal and external risks

Commercial consultancy and Strategy Design

Career

ALTADIS 2009 – 2010 Sales development manager

IMPERIAL TOBACCO ESPAÑA (Imperial Tobacco Group)   2.006 -2.009 Sales Manager Ibera 2.004 – 2.006 National Sales Manager Spain – Market Manager Portugal 2.000 – 2004 National Sales Manager Spain - Trade Marketing Manager Spain

VELUX (VKR Holding) 1998- 2000 Accessories National Sales Head / Marketing Head

CITA TABACOS DE CANARIAS 1.994 – 1.998 International Sales Manager 1.992 – 1.994 Brand Manager Bisonte

Formación  Specific Sales Teams Motivation IESE - Madrid 2010 GMP (General Management Programme) CEDEP - Insead (Paris) - 2.005 / 2.006 Team Leadership (Otto Walter) Madrid - 1.993 Master in Business Administration (CEOE) - Madrid 1.990 / 1.991 Information sciences degree (Journalism) Universidad Complutense – Madrid 1984 / 1989

Commercial consultancy and strategy design

Design and implementation of commercial integration plans 3 years business plan definition

Synergies maximization Commercial strategy definition and optimal structure definition Active implementation supervision Quick wins definition and execution

Reemtsma-Imperial (2002) Altadis-Imperial (2008)

Start up of a company in a new market/country 3 years business plan definition Investment level definition per business area and brand group Commercial strategy and optimal commercial structure definition Management of local resources necessary for the company set up Close supervision and follow up of plans implementation. Correction definition and implementation

when necessary CITA Tabacos de Canarias in the Dominican Republic (1995-1997) CITA Tabacos de Canarias in Portugal (1998). Imperial Tobacco Iberia commercial area in Spain (2000-2001)

Commercial consultancy and strategy design

CRM development systems. Implementation management and supervision Sales area structure and technical needs definition Check of model efficiency and efficacy. (Practical applicability) Implementation plan design

Deadlines Team training (courses and materials definition)

Implementation supervision and follow up. Correction and improvement measures proposal when needed Velux (Multimark 1998) Imperial Tobacco (Siebel 2000/ 2004) Altadis (Siebel 2009)

Market coverage strategy and sales team structure update Market clients segmentation based on business relevant data Design of a differentiated strategy per clients cluster Optimal commercial coverage definition Structure definition and costs analysis Direct implementation management

Velux 1998-1999 Imperial Tobacco Iberia (2001 y 2006) Imperial Tobacco Portugal (2004)

Commercial consultancy and strategy design

Design and implementation of strategy change in the commercial area New channel management strategy definition Management by objectives system definition Commercial structure role profiles update Processes and reporting systems update

Altadis 2009-2010

Commercial consultancy and strategy design