Action and results oriented CEO with P&L responsibility, extensive expertise in optimising, inspiring and developing international high performance sales organizations and Independent Distributor networks in B2P and B2B businesses; defining and delivering marketing & sales strategies and leveraging multi-cultural and functional resources to deliver a strong track record of exceeding targets in Consumer, Ingredients, Biotech, Nutraceuticals, Beauty & Health, Nutrition, Pet and Animal Health sectors. Specialties: Strategic Leadership, Inspirational & Collaborative Leader, Product Launch, Distributor Management, B2B, B2P, B2B2C, KOL, Sales Force Effectiveness, CRM, Change Management, Channel Partner, People & Organisational Development, KPI´s, Trade Marketing & Sales Strategy, Regulatory Affairs, Health & Beauty, Analytical, Animal Health, Agriculture, Manufacturing, EMEA, Asia and Americas.
Since January 2014
Viroblock is a Geneva-based company founded in October 2005 with the goal of developing and commercialising a new generation of antiviral products. Viroblock uses cholesterol depletion technology to inactivate all types of enveloped viruses, including major human pathogens such as human and avian influenzas, SARS virus and the AIDS virus. The Viroblock patented technology is applicable to many different fields, initial product development is focused on air filtration products - masks, breathing filters, HEPA filters - as current filters fail to remove or kill respiratory viruses such as RSV, Influenza A, SARS, etc.
May 2012 --- December 2013
Delivering increased revenue and improved profitability in B2B and B2P organisations utilizing internal or external sales organisations in Biotech, Consumer, Beauty & Health, Pet Nutrition, Agriculture, Nutraceuticals and Ingredients sectors. Optimising and building multicultural organisations to exceed customer needs and service levels.
Snr Vice President & General Manager - Europe & Asia (B2B)
November 2011 --- May 2012
•Regional P&L responsibility 25 M USD •Defined and delivered a strategy which increased European market share in an established market, increased sales and delivered double digit profit growth. •Launched products within EU regulatory guidelines and optimised brand portfolio to set foundation to sustainably exceed sales targets.
Associate Director. Global MS&P Salon Professional (B2P & B2B)
October 2009 --- October 2011
•Delivered a B2P and B2P sales force effectiveness redesign for the Global Market Development Organisation (t/o 1.8 bn USD) with a 5 brand business structure to a single portfolio sales team model - 1300 FTEs across multiple countries in EMEA, Asia and Americas. •Established and deployed a global Sales Force Automation strategy, CRM (Salesforce.com), KPI´s, field reporting suite (SAP) and digital selling capability (iPads).
Associate Director Professional Oral Care WE (B2P, B2B & KOL)
October 2007 --- September 2009
•Led successful country B2P & B2B sales organisation integration into existing P&G model, introduced the use of 3rd party contract pharmaceutical sales organisations and consolidated reporting lines in UK, Benelux, France, Spain, DACH, Italy and Nordics. •Presented and substantiated product clinical trial data to the Dental Professional community KOL´s and Academia developing their recommendation as the key business driver for 40% of retail sales (1.2 bn USD) and growing professional sales USD 50 M USD by 12%
Associate Director - Pet Health & Nutrition (B2B, B2P)
September 1999 --- September 2007
•Led the B2B recovery, negotiated and established new trading contracts with existing and new distributors of the Independent Distributor network (Switzerland, Sweden, Norway, Finland, Denmark, Austria and S. Africa) servicing Veterinarians and Breeders which was in severe financial difficulty following a recent strategic decision •Led integration and successfully managed a significant restructuring effort and shift in culture and business methodology, an extremely difficult transition for customers and employees. •Managed the acquisition, integration, restructuring and cultural transition of an exclusive full service independent distributor following its financial demise. •Met or exceeded annual revenue budgets throughout this period of significant internal change (8% – 12%).
Business Development Manager
January 1997 --- September 1999
•Managed the acquisition, integration, restructuring and cultural transition of the distributor servicing the veterinary & pet shop channels following its financial demise. •Grew revenue each year and consistently exceeded volume and profit targets.
Marketing & Sales Manager
January 1992 --- December 1996
•Commercialised the use of Insect Growth Regulators in stored tobacco, worked extensively across the industry to validate application techniques in processing and storage in Africa, Americas, Asia and Europe. •Established and managed distributor network in Southern Africa, Asia and South America for all brands/products.
May 1981 --- December 1991
•Managed sales of the range of crop protection chemicals and Technical support to Distributer network and internal sales team. •Consistently achieved targets on sales direct to producers and distributors during significant periods of change due to numerous mergers.
Problem solvingCollaborationResult OrientedStrategic thinkingOrganizationAdaptability
NegotiationAnimal HealthBiologyBusiness DevelopmentBusiness ProcessBusiness ProcessesUnderstanding of regulatory guidelinesTeam ManagementStart-upsStandard Operating Procedure (SOP)Sales ManagementSalesRestructuringQuality Management System (QMS)Product launchProduct designProblem SolvingPricingPresentation Skillspeople managementPatentsOutsourcingNutritionNew Business DevelopmentMicrosoft OfficeMarketing ManagementMarketingLeadershipKey Account ManagementKOL managementISO 13485IntegrationGlobal MarketingContract negotiationCommercializationChange ManagementBusiness Process ImprovementBudgeting
Skills and Expertise
Analytical skillsAchieve sales objectivesCreate SOPsCreate standard operating procedure (SOP)Interact with KOLNegotiationQuality control process
Post Grad Diploma in Business, Management, Marketing, and Related Support Services from University of Stellenbosch in 1991
Bsc in Crop Production & Animal Science from University of KwaZulu-Natal in 1981