Managing Partner
VSM, Varwijk & Small Consultancy
Total years of experience :30 years, 0 Months
Dubai-based consulting company providing sales and distribution consultancy services with a particular emphasis on the Middle East and Africa.
Successfully developed sales and distribution concepts and corporate strategies for a blend of Fortune 500, Fortune 100 and SMEs in the FMCG industry.
Contributed to the review, development and implementation of route-to-market strategies, including balancing B2B/B2C and support selection of distributors. Worked equally with middle management in the sales arena to increase competency levels.
Selected Achievements:
- Saudi Arabia (2012-2013): Reviewed group supply chain strategy for leading dairy and food company.
- Middle East (2011-2012): Developed premium retail concept for chocolate manufacturer
- Middle East (2011): Reviewed route-to-market strategy for premium energy drink
- UAE (2010): Supported successful market entry strategy development for a new mineral water
- Nigeria (2009-2010): Defined turn-around strategy for Sales (FMCG). Profit up 25% (£15mn) based on market share increase
- Egypt (2009): Reviewed growth strategy and increased execution quality. Achieved market share increase of c.3%
- Iran (2008-2009): Supported change in route-to-market strategy. 45% increase in sales volume / Turn-around loss to profit
- Libya (2008): Reviewed route-to-market strategy (FMCG)
I have worked for BAT since 1994 in different regions, countries and functions (pls. see details in CV).
British American Tobacco (BAT) is the second largest tobacco company in the world. Dunhill, Kent, Lucky Strike, Pall Mall, Vogue and Rothmans are some of its well known brands.
