Sales Manager

Yannick Durand

** ****** ****

Killara, NSW ****

Australia

Email : abg2o5@r.postjobfree.com

Tel : +614********

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EXPERIENCE

FERRERO Australia ($ 170M) 2008-2011

Marketing Director Australia and New Zealand (Brands: tic tac, Nutella, Ferrero, Kinder)

Manage a team of thirteen

Impact: Built strategic growth across brands, with a highly committed marketing team, driving alignment

within the business, and pioneering business into digital arena.

Rejuvenated tic tac brand through strategic flavor innovation, supported by 360

1)

communication.

Revamped communication strategy to include a strong digital component.

i-phone application achieved third highest ranking in Australia (1.7 Million downloads to date).

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Pioneered measurement study, quantifying benefits of digital media

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Lead Boxed Chocolate category with shopper need state understanding. Developed growth

2)

plan to create value, for manufacturer, retailer and shopper.

Created premium gifting proposition, with the first Ferrero online store in the world.

Set up business with key partners, including fulfillment partner, web agency, and media

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agency.

Developed facebook interface for online store

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Created recruitment and retention strategy

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Achieved 2% purchase to click conversion rate

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Re-built and developed Marketing team via systematic communication, formal and informal,

3)

clarifying strategy, and providing training program. Achieved zero resignation of key talent in past

24 months.

Redefined New Product Development Processes and drove business alignment, improving

4)

speed to market, and effective launch. Result: All announced launch dates enforced in the past 24

months.

Selected three of the best agencies in Australia as key partners, Phd for media, Bmf for

5)

Creative, and One Green Bean for PR.

WALT DISNEY STUDIOS HOME ENTERTAINMENT Burbank, USA ($ 4bn) 2005-2008

Global Marketing Director, Licensing, Acquisitions & Partnerships

Director of Marketing International Live Action Portfolio

Managed a team of two

Impact: Implemented strategic plans and processes for global acquisitions and partnerships.

Gave new impetus and margin injection to Live Action portfolio by developing added

value products.

1) Developed and implemented strategic plan, guidelines and processes for Global and Local

Acquisitions, based on input from key stakeholders around the world.

2) Pioneered third party Partner Conferences, including Blu-ray partners, and launched first

ever partner survey.

3) Developed a new multiple Sku range for the launch of Narnia DVD. Led market strategies,

coordinated market plans, resulting in margin 5% above standard.

4) Launched Goal! DVD, with a niche marketing approach, reaching conversion rate, twice

above average.

5) Developed added value products and packagings on selected catalog titles, enhancing

margin.

IMG CITRUS - Vero Beach, Florida, U.S.A. ($30 M) 2000-2005

Director of Sales and Marketing

Led sales and marketing. Managed a team of six

Impact : Doubled revenue and moved Ebitda into positive while improving grower

return, by implementing customer driven plans.

1) Established clear differentiated positioning for the company.

2) Created a customer segmentation based on strategic fit, profitability, and operational

efficiencies. Developed consumer-focused product specifications, and implemented marketing

programs to enhance retail sales.

3) Over-delivered on customer satisfaction via excellence in planning, integration, and

communication, with customers in Japan and in Europe.

4) Developed U.S. sales from zero to $3M.

THE COCA-COLA COMPANY - Milan, Italy. ($ 800 M) 1997-2000

Marketing Director Italy (1997-2000), with Switzerland and Austria coordination (1999-2000)

Impact: Increased profit by 28% over three years, reversed sales trend of Coca-Cola, led launch into new

product category.

1) For the first time ever in the history of Coca-Cola Italy, designed a plan to launch new soft drink varieties, and enter new

drink categories. Successfully developed and launched two products, i.e. Fanta Icy Lemon, and Minute Maid orange juice.

2) Overhauled Coca-Cola brand strategy following product quality incident in summer 1999. Devised and

implemented a “Moms” strategy. Introduced a total communication approach. Redefined the advertising

framework. Achieved sales swing of 25%.

3) Drove effective and efficient use of marketing funds via a systematic, quantified evaluation of marketing programs,

including copy, media plan, promotions, and in store activation. Sales grew by 15% and profit by 28%.

MARS INC Snack foods Division - Strasbourg, France. ($300 M) 1993-1997

Marketing Manager France (1993-1997) ($ 140 M), with UK, and Germany coordination (1995-1997).

Impact: Brought Twix to double digit growth for three consecutive years. Reversed

Snickers trend from –10% to +12%. Increased employee retention rate by 30%.

1) Developed two new advertising commercials for Twix France, bringing back to life the best

creative idea on the brand. Created innovative partnership promotions for Twix. After several

years of decline, the brand experienced three years of double digit growth.

2) Spearheaded a new sponsorship strategy for Snickers on the French market, including the preparation of the 1998

Soccer World Cup to be held in France. Increased advertising awareness by 6 points, and reversed sales trend.

3) Developed two new ice cream products, i.e. Bounty Tropical and Milky Way Star, which

were successfully launched in several European markets.

UNILEVER - Durban, South Africa. ($ 600 M) 1990-1993

Product Group Manager in the Oils and Fats Division ($ 35M)

Impact: Reversed negative sales trend of both Holsum and Rama, while increasing profit, via product

development and price strategy

1) Relaunched Rama margarine, worked with local and international R&D to improve the taste. Developed new

packaging shapes and designs reinforcing consumer preference, created a multi-media advertising campaign

enhancing the brand’s emotional benefit; launched Rama Light margarine aimed at rejuvenating the brand;

organized the Sales Force conference. After 2 years of decline, Rama share grew by 2 points, and profit

contribution by 6%.

2) Redefined Holsum white fat pricing strategy, inverting sales curve and improving profit trend by 15 points.

KRAFT JACOBS SUCHARD - Paris, France. ($ 170M) 1986-1990

Senior Brand Manager in the Chocolate Division ($ 30M)

Impact: Brought profit to traditionally loss-making seasonal business via range streamlining. Generated

$1M savings via product reformulation on Rocher Suchard.

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EDUCATION

Ferrero Academy: The Complete Leader (2011)

Keys to Advertising (2011)

GAP Training: The Complete Negotiator (2010)

Master in Sciences of Management. - H.E.C Paris - HEC is the number one business school in France.

Languages: French: mother tongue, English: bi-lingual, Italian: fluent

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