EBS Paris - European Business School

Université Paris Dauphine - PSL

VP eBusiness (digital Marketing + ecommerce) and Group sales at Nestlé

beweelsociety

Chief Digital Officer (CDO) & Chief Marketing Officer (CMO)

frog, part of Capgemini Invent France

Vice President 

•	Transform Novartis Marketing and Commercial engagement model (HCPs, Patients, Caregivers…)
•	Lead digital transformation i.e., all data and digital marketing (Media, Social, Platforms, Campaigns...)
•	Step change Marketing function (brand building & brand equity) to an audience-based marketing activation / data driven model
Key results so far:
•	5-year strategic plan aligned with the executive committee (5-year NPV $1.2Bio / $700M upside revenue)
•	Implementation of new engagement model in US (50% of business) on key brands (Cosentyx, Xiidra) with 5% upside revenue achieved
•	Full capability building plan deployed to upskill 6K associates from marketing, commercial and field functions

Novartis

Group Senior Vice President (NLT member) - Chief Marketing Officer / CDO

Vice President - eBusiness (Digital Marketing & eCommerce) and Group sales.
- eBusiness at Nestlé: All digital marketing and eCommerce competencies to drive online purchase.
> Head of eBusiness (Corporate / all brands / all geographies) - 8BCHF online turnover (+40% YoY)
> Leading digital transformation at Nestlé i.e. All digital marketing (Media, Social, Platforms, Campaigns...) and ecommerce (D2C, 3rd party eRetailers, Omni channel, Marketplaces...) competencies.
> Heading a Center of Expertise of 60+ managers leading creation of digital capabilities and operationalization in-markets 

- Sales: Head of the sales function (Corporate / all brands, all geographies) - 90K employees / 80BCHF

Nestlé

VP eBusiness (digital Marketing + eCommerce) and Group sales

Head of Consumables: Health and Personal Care, Beauty, Pets, Baby and Grocery 

- Ownership of the full P&Ls for these 5 business units
- Managing a top performing team of ~60 in charge of demand, merchandising/marketing, vendor management/sales, in stock management/Logistic, finance and third-party sellers
- Managing over 200 suppliers relationships across 5 businesses

Amazon

Director - head of consumables at Amazon

2,3 Billion€ turnover - all Brands / All businesses (Retail, Pharmacy, Professional)
400 people organization inc. field sales force, account management, category management, marketing strategy and planning:
- Lead of the total sales organization (field, account management)
- Head of the "marketing strategy and planning" group (Go To Market strategy, trade marketing strategy)

Procter & Gamble

Director - Corporate head of sales, France at Procter & Gamble

(350M€ turnover - 60 people)
- Portugal business corporate management excl. marketing plans (Spain based)
- Full redesign of local organization and go to market strategies

Country Manager CBD Portugal (board member - Iberia)

(Pringles, Duracell, OralB, Braun brands - 30 managers & 22 sales reps - 300M€ turnover)
- In charge of the marketing and commercial teams in France dedicated to Duracell, OralB electro, Braun businesses - Marketing only for Pringles
- In charge of 25 sales reps commercializing our brands (food and non food retail)
- Design, lead and execution of all marketing and commercial plans  
- 10% volume and profit growth, +2.3% market share growth average across the brands

Marketing & Commercial associate director (board member - France)

(350M€ turnover & 25 people)
- Coaching of a 25-people multifunctional team (commercial, marketing, logistic and finance) dedicated to Intermarche (France and International Arena/Agenor), Provera (France and international LDIT) and Lidl.
- Ensure customization and execution of Procter & Gamble commercial strategy (year to year negotiation, top management penetration and customer strategic alignement) to reach volume, turnover and profit objectives
- Lead P&G portfolio and brand strategy/equity externally from commercial strategy to in-store execution

Commercial Associate Director Intermarche/Provera/Lidl

(Merge of Gillette business/500M€ value sales inc. Gillette grooming, Duracell batteries and Braun/Oral B appliances - 10 people)
- Designed categories commercial strategies from long term vision to short term execution :
-- In depth category analysis (shopper, market, competition, sales fundamentals, customer trends)
-- Development, implementation and follow-up of commercial plans (trade terms, Go To Market, initiatives, promotions, assortment and co-marketing activities)
-- Pilot category and business tracking tools to reach billing and profit objectives by categories
- Launched ´´Fusion´´ grooming system initiative and related personal care products. All commercial plans development: distribution build up, promotional strategy, trade profitability plans, sales force enabling and energizing. Results: 700000 new razors sold the 2 first months of shipments, +1,6% market share of system up to 80,1% category share in Jan07, +3% category value growth
- Led all Gillette-to-P&G trade marketing systems and processes integration
- Coaching of 8 category managers (trade marketing managers Gillette native) and 2 assistants

Trade marketing Group manager Gillette business

(Geant, Casino and Proxy busines - 100M€ turnover & 4 key account executives)
- Definition, negotiation and deployment of the strategic business plans for all categories/group customers
- Delivered turnover, billing and volume objectives across the 2 years of assignement i.e. 8% volume growth
- Coaching and training of 4 key account managers

Senior Corporate account manager Casino Group

- Lead of the French corporate sales force of 80 sales representatives and 9 regional managers
- Recommendation and implementation of a long term renewal program including move from 45 sales reps to 80, new information/sales force system (funding, development and implementation), new training and coaching system

Retail sales force manager

(Sabbatical leave Procter & Gamble)
- Full creation of a web company specialized in ski holidays
- Recruitement of 25 people from all education (journalist, sport, consulting, consumer goods)
- Development and deployment of a multi-channel commercial strategy (pure player, click & mortar, brick & mortar)
- Breakeven reached in 2004

Skihorizon

Co Founder and Commercial Director

- 15 months as sales rep in Toulouse Area
- 15 months as key accunt manager Laundry & Snack (Promodes/Carrefour team)
- 15 months as trade marketer Sunn Delight in charge of brand launch execution in France

Sebastien Szczepaniak