Business Head Africa & Middle-East
ROULLIER Group / PHOSPHEA (Minerals, Agri-business, Chemicals) France.
مجموع سنوات الخبرة :13 years, 11 أشهر
Segment: Feed Phosphates
- Managing the Middle-East branch office of the Group
- Coaching a Sales team of 9 persons scattered between Europe, Middle-East and Africa
- Helping the technical department in developing new Speciality Feed Additives
- Hunting new investment opportunities for the Group (JV, production facilities, M&A)
- Putting the foundations of a DDP business model in Southern Africa (local currency)
- Redesigning the commercial strategy and organisation in Africa
- Clients nature: poultry/cattle integrators, feed mills, premixers, firm services, distributors, traders
Key achievements:
- Opened a new country, Bahrain (first supplies ever)
- Established a pricing mechanism for long term contracts, lowering the fluctuation risk
- Developed a strong contacts network in concerned Area
Segment: Feed Phosphates
- Managed the Middle-East branch office of the Group, 6 employees in total
- Coached a Sales team of 4 persons all based in Dubai
- Designed the commercial strategy for the Middle-East: GCC, Levant area, Pakistan, Iran, Turkey
- Managed direct export sales into key markets: Saudi, Iran, Pakistan, UAE, Kuwait
- Field visits helping the sales team in contracts negotiations and bringing new end users
- Negotiated a distribution model in Iran + Saudi ensuring a control of our supply chain and pricing
- Performed a timely reporting to the Group’s Head Management
- Negotiated trade finance solutions to cover our exports (minimum risk)
Key achievements:
- Re-opened Pakistan (absent for 4 years) sales by establishing a trading business model
- Increased by 100% our Feed Phosphates sales into Iran
- Have put in place the foundations of a multi-sourcing model to the whole Middle-East area
- Improved the margin level by an average of 45% in an over capacity context
- Achieved a 25% market share in the Middle-East area
- Stabilised the Middle-East organisation, no turnover for more than 2 years
- Reduced the claims’ losses by 50% within 2 years
Segment: Feed Phosphates
- Took over the full Levant clients portfolio one month after joining only
- Opened 5 new accounts and distribution channels into this area
- Closed export contracts and commercial conditions
- Ensured a precise execution of the orders through the whole supply chain (OTIF)
- Secured the payments and managed the business risk in close relationship with the Treasury dept
- Helped in prospecting neighbouring markets: Pakistan, Yemen, UAE
- Established a physical trading model (Third party) from Chinese production network into specific markets, in close relationship with the hedging desk on both purchasing and sales parts
- Represented the Group in global business events (France, Germany, Thailand)
Key achievements:
- Doubled our sales volume into Lebanon
- Ensured a regular supply to Syria with a 30% margin improvement under a difficult context
- Completed heavy registration processes in Jordan for multi sourcing purpose
- Improved our margins in Iraq by 20% by introducing new products + diversified distribution network
- Delivered a study for a Warehousing facility (logistics, finance, legal) in the UAE to supply neighbouring markets
- Achieved a 35% market share in concerned area
Segment: Long Steel products (profiles, beams and sections, billets)
- Managed B2B sales of a diversified long steel products’ portfolio
- Clients nature: Industrial companies, trading houses, government tenders, construction
- Handled pricing negotiations and closed international trade/finance related aspects
(commercial conditions, payment methods, shipping)
- Followed the entire supply chain, from sourcing the products to securing payments
- Developed strong relationship with clients in the region, regular visits to the field
- Weekly/monthly market intelligence to the management: competition, pricing, trends
Key achievements:
- Improved sales volume by 50%, with an overall market share of 40%
- Opened the Libyan market under a difficult context, direct sales to the end user
- Prospected new customers via direct contact and professional organisms
- Field visits and commercial reporting meetings with the Sales Manager,
- Delivered market follow-up studies (volumes traded, legal regulations, shipping)
- Benefited from an extensive training on steel products final applications
- Markets: Finland, Norway, Algeria, South Africa, Qatar, India
- Identified prospects, contributed in developing sales for technical flat steels (Copper/Zinc coated)
- Assisted the area manager in pricing, clients’ visits, trade fairs (BATIMAT, MIDEST)
- Followed up representative agreements with Indian and Turkish partners
- Conducted a research on the Moroccan FMCG market (consumers satisfaction, competition)
- Established a tracking scorecard for supply chain department, KPI’s
- Delivered a sales analysis for ice creams sales and trends in Moroccan market
- Followed the weekly demand planning
- Established a Best Practice in the storage facility for returned/damaged goods (body care)
- Set in place a logistics’ dashboard with KPI’s for the import process
- Delivered a study on the potential improvements in the physical flow: import, clearance, distribution
_ Ambiances d'Ailleurs is a Moroccan furniture compnay, exporting to Europe in a regular basis.
- Tracked export flow : Incoterm, shipping list, letter of credit, bank notifications
- Coordinated with third parties : forwarding agent, port company, shipping company, quality
Paris Sorbonne University, France. Master’s Degree in International Trade & Economics. Graduate thesis work on metals’ prices volatility: Iron ore, Copper, Zinc, Steel plus financial hedging alternatives.
A one year Erasmus/exchange program between ENCG Settat Business School in Morocco and NEOMA Business School. Major in International Business and Management, common course/lectures with MBA programs. Learning language: English.
ENCG Settat National School of Business & Management, Morocco. Bachelors degree in Management.
Chemistry, physics, mathematics, biology.