Long term strategy Definition: - Audit and deep-dive into current zone situation (13 countries) on business performance, team leadership, Partners, compliance. - Build up Zone and multi-categories 5 years strategy and competitive landscape to guarantee sustainable, profitable growth and long-term partnership business. - Conduct the new RGM and OBPPC architecture for the zone. Operational Development: - Oversee zone operations to maximize sales and profitability. Create & execute zone business plans. - Assess new business opportunities in the different countries (legal, commercial and operational). - Ensure top line & bottom-line plan fulfillment by categories, Top 5 countries and CIS in total. - Build winning partnerships with the right Distributors to allow accurate planning and target delivery. - Design monitoring and compliance procedures & tools. Achievements: - Increased turnover CAGR +33% since 2019 - Improved profitability by 900bp on Biscuits and Cereals categories - Relaunched Business with new partners in 5 of the markets. - Secured Direct Operations contract with Top KA such as Evrotorg (Belarus), Small (Kazakhstan) - Developed 6 specific sku’s and formats to adapt to market needs (including HORECA) - Presented to the European Board the Revenue Growth Management strategy and OBPPC vision. - Initiated ad hoc Marketing Strategy and Digital communication for the different Markets. - Agreed first ever TV campaign for Ukraine (№1 market).

Missions: - Frame and Build a compelling mid & long-term strategy for the Zone, defining targets, priorities and development opportunities. - Define Brand positioning, reinforce equity and draw portfolio long-term vision (including innovations) - Design an efficient Channel & Road-To-Market model. - Guide & support the local Distributors: evaluation, training, Marketing and Sales support, solution for alternative specific channels. - Zone and Partner P&L management - Team & Organization Development: rethink/optimize the overall organization, assess potential, foster individual development, build a high performing multinational team. Achievements: - Manage the existing crisis situation, turn around Russian part of the business and accelerate growth in CIS: Zone results are positive for the first time since 2014. - Reinforce partnership and trust with our main partners - Improve overall value chain & RTM by channel for Russia, increasing Evian & Distributor profitability. - Challenge and strengthen the local team, enhance collaboration with Central Functions in Paris, bring a more efficient team organization.

Scope: National Indirect - 550 Mio€ Missions: - Full P&L responsibility of the channel. - Define Long term channel new strategy, scope and organization. - Lead cross-functional teams to pilot a 3 years road map for the channel full turn around, focusing on sustainable sales growth, discount target and profit objectives. Achievements: - Return growth for the Top Distributors (+2% Turnover growth) - Numerical Distribution of our key sku’s increased from 37% to 55% - Stabilization of Market Share (15%) despite increasing pressure from local producers - Improvement of the profitability of the channel by 40 bp - Integration of 100% Distributor operations within Danone processes, and merger of Danone & Unimilk portfolio. - Definition of the new channel Commercial Policy - Harmonization of the Trade Terms across Russia (200 distributors, 7 regions, 30 legal entities)

Scope: National - 330 Mio€ Missions: - Full P&L responsibility for 9 of the key market players (X5 Group + Hyper/Supermarkets) - Revise Strategy and implement dedicated Business Plan with every client. - Merge the Danone and Unimilk KA Teams. - Structure and lead business acceleration units (Trade Mkg, Catman, KA, Supply chain) Achievements: - Continuous and sustainable turnover growth: average +23% Year on Year from 2009-2012 - Reinforcement of Danone Market Share in key categories: from 25% up to 29% Market Share - Successful implementation of the Danone and Unimilk merger internally and at Retailer level. - Move from a basic cooperation to an integrated and synergetic relation with clients. Danone became the preferred suppliers. - Category Management Captaincy: more than 150 stores redesigned (METRO, REAL, Lenta….) - Negotiation and implementation of common contract conditions Danone-Unimilk

Scope: Moscow - 80 M€ Missions: - Create and manage a new dedicated sales force to cover key stores (250 stores). - Ensure enforcement of KA national agreements. - Reduce Out-of-Stock and expired products by developing a new ordering system. Achievements: - Increase Sell-out in those key stores by 10-15% on top of organic growth. - Reinforcement of our position in those strategic stores and elaborate specific Promo Plans. - Improvement of Danone visibility in 90% of the stores (Share of Shelf, Second Placement,….) - Roll-out KA Sales Force in 10 new cities on Top of Moscow.

Missions: - Lead sales & cross-functional teams to develop new distribution system. - Increase operational efficiency to boost Business Unit sales growth target. - Control in store execution to ensure Danone domination & improve service client. Achievements: - Roll out new distribution system in 16 cities (incl. Moscow & Petersburg). => 100% of direct operation has been covered by the new model. - Increase operational efficiency by 30% & sell-out by 15% on top of organic growth. - Manage a 6 person team and support directly the Sales & Logistic teams in 8 cities (around 150 people).

Missions: - Create & animate the position of “Sales & Marketing controller” for Danone Russia. - Reinforce networking with Commercial and Marketing team. - Support Sales/Marketing Teams on all financial aspects. - Optimise performance on Working Capital (WC) & Operating Free Cash Flow (OFCF) Achievements: - Management of a 3-4 people team. - Design of specific tools (discounts, CAN variance, promotion efficiency, Media efficiency) to monitor and advise S&M team to boost performance. - Drawing up the “OFCF forecasting” Danone Best Practice. - Creation & management of 7 working teams to control all the WC/OFCF components

Missions: - Develop Pringles and Sunny Delight in Away From Home channel. - Implement the European “Do It Yourself” project into DIY stores (as King Fisher). => Introduction of the company’s brands, mainly Swiffer, Antikal, Ariel, Mr.Proper. Achievements: - Increase Pringles and SD visibility and market shares in these new distribution channels, +18% in 2002, and management of a 6 salesmen team. - Carrying out “Snacking Project” together with Sara Lee, Master foods, Danone. - Get strategies approved within the key players: “Relay H”, “BP”, and “Compass” - DIY project: Get proper line-up listed in King Fisher, Bricorama, and Leroy Merlin.

Business international, Banking and Finance Track

Lycee Rotrou