Functional Skills
Change Management / Org Design
Commercial Strategy
Commercial Excellence
Market Access Strategy
Market Mapping
Strategy Development
Sales Force Effectiveness
Pricing Strategy
Sales Strategy
Go-to-market Strategy
Program Management
Project Management
Sales Enablement
PMO Transformation
Commercial Due Diligence
Software Skills
Salesforce
PowerBI
Microsoft PowerPoint
Microsoft Excel
Tableau
Microsoft Office
Sector Experience
Agriculture
Chemicals
Consumer Goods
Industrials
Life Sciences & Pharma
Experience
A.T. Kearney
Management Consulting
Principal
1/2023 - 9/2024
Responsible for business development, project selling and delivery; focused in Growth Strategy and End-to-End Commercial Transformation. Projects in Operations; such as S&OP, Procurement, Supply Chain Transformations. Examples of projects (not exhaustive):
• Developed the APAC Go-to-Market (GTM) & Growth Strategy (double the revenues) for a new CEO in a global processed food leading player; annual revenues ~USD 200Mn, including market-specific commercial strategies.
• Led the PMO of the Transformation of a Logistics provider in Thailand – spin off of a large Multinational.
• Defined models and IT architecture for the Procurement function of a global Consumer Goods player.
• Assessed different investment opportunities for Private Equity Funds in Southeast East Asia.
• Developed the APAC Go-to-Market (GTM) & Growth Strategy (double the revenues) for a new CEO in a global processed food leading player; annual revenues ~USD 200Mn, including market-specific commercial strategies.
• Led the PMO of the Transformation of a Logistics provider in Thailand – spin off of a large Multinational.
• Defined models and IT architecture for the Procurement function of a global Consumer Goods player.
• Assessed different investment opportunities for Private Equity Funds in Southeast East Asia.
Cargill
Corporate Strategy & Development
Go-to-Market Strategy Director (GTM) & Advisor, Global Commercial Excellence CoE
10/2020 - 12/2022
Global, Multiple Business Unit role, based in Singapore focused on Go-to-Market strategy, Pricing, Sales Force Effectiveness (SFE) and Digital Strategy – Opportunities USD100MM – 1 Bn/year.
• Led Commercial transformation GTM Strategy of Food Ingredients BU in India, including Data Analytics (USD ~1.0Bn/2030). Omni-channel approach. Implemented via digital (CRM salesforce, others). Replicated globally.
• Guided the design of Agribusiness Global Customer Segmentation & Implementation in Asia Pacific & EMEA. This enabled global alignment on value proposition for the business.
• Co-developed a GTM strategy for Animal Nutrition in Southeast Asia, leading to market share recovery.
• Developed GTM Commercial Playbook (Indirect Channel) which was deployed across Business Unit & Regions, enabling a more effective management of sales via 3rd party channels.
• Contributed to strengthening Cargill Innovation community and supporting Digital Start Ups development.
• Facilitated several corporate Commercial Capabilities Training programs which uplifted the skills and knowledge of commercial teams in multiple Business Units around the world.
• Led Commercial transformation GTM Strategy of Food Ingredients BU in India, including Data Analytics (USD ~1.0Bn/2030). Omni-channel approach. Implemented via digital (CRM salesforce, others). Replicated globally.
• Guided the design of Agribusiness Global Customer Segmentation & Implementation in Asia Pacific & EMEA. This enabled global alignment on value proposition for the business.
• Co-developed a GTM strategy for Animal Nutrition in Southeast Asia, leading to market share recovery.
• Developed GTM Commercial Playbook (Indirect Channel) which was deployed across Business Unit & Regions, enabling a more effective management of sales via 3rd party channels.
• Contributed to strengthening Cargill Innovation community and supporting Digital Start Ups development.
• Facilitated several corporate Commercial Capabilities Training programs which uplifted the skills and knowledge of commercial teams in multiple Business Units around the world.
DSM-Firmenich
Corporate Strategy & Development
Commercial Excellence & Strategy Manager
5/2018 - 10/2020
Commercial Excellence Strategy Manager, Global Commercial Excellence team, based in Asia-Pacific Responsible for rolling out Commercial Excellence initiatives, improving Commercial effectiveness in Asia Pacific.
• Designed and implemented Global Go-to-Market (GTM) Strategy (>30% of total APAC), based on Market Research and Data Analytics, CRM & PowerBI, omni-channel approach: Online / inside sales channels.
• Rolled out in Asia-Pacific of Global Commercial Excellence Initiatives; implemented via CRM and PowerBI; including Market Mapping, GTM Strategy, Sales Excellence, Key Account Mgt, Customer Segmentation & Pricing. This resulted in more effective commercial operations, focused on meeting customer needs.
• Executed projects such as business case for CAPEX / investments, Performance Metrics (KPI's).
• Designed and implemented Global Go-to-Market (GTM) Strategy (>30% of total APAC), based on Market Research and Data Analytics, CRM & PowerBI, omni-channel approach: Online / inside sales channels.
• Rolled out in Asia-Pacific of Global Commercial Excellence Initiatives; implemented via CRM and PowerBI; including Market Mapping, GTM Strategy, Sales Excellence, Key Account Mgt, Customer Segmentation & Pricing. This resulted in more effective commercial operations, focused on meeting customer needs.
• Executed projects such as business case for CAPEX / investments, Performance Metrics (KPI's).
Deloitte Consulting (Monitor Deloitte)
Management Consulting
Director (Associate Partner), Strategy Consulting
1/2011 - 10/2017
Client relationship at CXO level, business development, project sales & delivery and content development for multinational and regional corporations across Southeast Asia (Singapore, Thailand, Vietnam, Philippines, Malaysia and Indonesia).
Projects focused in Corporate, Growth, Go-to-Market, Customer Segmentation and Marketing Strategy in both B2B as well as in B2C both Multinationals and successful regional players.
Led Digital Strategy and Data Analytics related projects.
Examples of projects (non-exhaustive):
• Advised a Commercial Transformation of a Processed Food Multinational; including: “first 100days” plan for a new CEO, restructuring of largest BUs, sales force and supply chain, including M&A targets; gains ~USD 35 million.
• Developed Growth Strategy and M&A for a global leader in beverages. Included: DCF valuation (with Credit Suisse M&A team; ~USD 700 million); post-merger integration (PMI) plan and detailed Sales Operations.
• Designed the Planning & Performance Dashboard (KPI’s) for a Real Estate & Retail Vietnamese conglomerate.
• Designed the entry strategy the Philippines for a global paint manufacturer, including sales channels visits, shopper insights, Customer experience and insights, assessment of potential M&A targets and Sales Operations approach.
Projects focused in Corporate, Growth, Go-to-Market, Customer Segmentation and Marketing Strategy in both B2B as well as in B2C both Multinationals and successful regional players.
Led Digital Strategy and Data Analytics related projects.
Examples of projects (non-exhaustive):
• Advised a Commercial Transformation of a Processed Food Multinational; including: “first 100days” plan for a new CEO, restructuring of largest BUs, sales force and supply chain, including M&A targets; gains ~USD 35 million.
• Developed Growth Strategy and M&A for a global leader in beverages. Included: DCF valuation (with Credit Suisse M&A team; ~USD 700 million); post-merger integration (PMI) plan and detailed Sales Operations.
• Designed the Planning & Performance Dashboard (KPI’s) for a Real Estate & Retail Vietnamese conglomerate.
• Designed the entry strategy the Philippines for a global paint manufacturer, including sales channels visits, shopper insights, Customer experience and insights, assessment of potential M&A targets and Sales Operations approach.
Monitor Group
Management Consulting
Senior Project Manager, Strategy Consulting
3/2000 - 12/2010
Client relationship at CXO level, business development & project delivery to corporations & governments in Southeast Asia, (Indonesia, Philippines, Vietnam and Thailand).
Projects focused in Corporate, Growth, Go-to-Market, Customer Segmentation and Marketing Strategy for both B2B as well as B2C multinationals & successful regional corporations.
Worked also based in Japan and South Korea focusing primarily in High Tech industries, eg.: Semiconductors & LCD Displays.
In the Middle East (UAE, Saudi Arabia and Morocco) for 2 years mainly focusing in Economic Development & Transformation of government agencies and local corporations both in B2B and B2C. Examples of projects (non-exhaustive):
• Developed Commercial Excellence Strategy for a global Agrichemicals player in Indonesia, Philippines, Thailand and Vietnam, based on customer insights. Led to a Global Playbook & Digital Lab, including KPI’s dashboard.
• Recommended a Commercial Excellence Strategy for a global cement manufacturer; including Customer behavior data analytics and differentiated customer services & loyalty programs by segment. Replicated across the world.
• Designed the Asia Pacific growth strategy for a Diagnostic Imaging Equipment player (MRI, CT, Ultrasound and X-Ray), including customer understanding, quantification and forecast of growth opportunities.
• Provided strategic and technological support for a PE / management buyout of a silicon wafer manufacturer in Japan. The deal, valued at USD 600 million
Projects focused in Corporate, Growth, Go-to-Market, Customer Segmentation and Marketing Strategy for both B2B as well as B2C multinationals & successful regional corporations.
Worked also based in Japan and South Korea focusing primarily in High Tech industries, eg.: Semiconductors & LCD Displays.
In the Middle East (UAE, Saudi Arabia and Morocco) for 2 years mainly focusing in Economic Development & Transformation of government agencies and local corporations both in B2B and B2C. Examples of projects (non-exhaustive):
• Developed Commercial Excellence Strategy for a global Agrichemicals player in Indonesia, Philippines, Thailand and Vietnam, based on customer insights. Led to a Global Playbook & Digital Lab, including KPI’s dashboard.
• Recommended a Commercial Excellence Strategy for a global cement manufacturer; including Customer behavior data analytics and differentiated customer services & loyalty programs by segment. Replicated across the world.
• Designed the Asia Pacific growth strategy for a Diagnostic Imaging Equipment player (MRI, CT, Ultrasound and X-Ray), including customer understanding, quantification and forecast of growth opportunities.
• Provided strategic and technological support for a PE / management buyout of a silicon wafer manufacturer in Japan. The deal, valued at USD 600 million
Unilever
Product Management / Strategy
Marketing & Business Development Manager (P&L responsible
3/1995 - 12/1999
Marketing & Business Development Manager (P&L responsible) - Sales USD 20MM/year
• P&L responsibility for B2B product line with annual revenues of ~USD 20 million, eg.: business planning, new product launches, co-managing the sales force’s targets, promotions and incentives.
• Worked in joint projects with large F&B companies such as Nestle, Danone, ABInBev and Coca-Cola.
• During the Diversey post-merger integration, responsible for portfolio harmonization (from 220 for 120 SKU’s).
International Trade – Supply Chain Manager
• Responsible for planning, importing & exporting raw materials, finished products and equipment.
• During the Diversey post-merger integration, responsible for imported raw materials & suppliers’ integration (> 50 international suppliers).
Other Activities:
• Automation engineer: Developed and implemented automation systems for Unilever and clients.
• Participated in the post-merger integration process during the acquisition of Diversey by Unilever.
• P&L responsibility for B2B product line with annual revenues of ~USD 20 million, eg.: business planning, new product launches, co-managing the sales force’s targets, promotions and incentives.
• Worked in joint projects with large F&B companies such as Nestle, Danone, ABInBev and Coca-Cola.
• During the Diversey post-merger integration, responsible for portfolio harmonization (from 220 for 120 SKU’s).
International Trade – Supply Chain Manager
• Responsible for planning, importing & exporting raw materials, finished products and equipment.
• During the Diversey post-merger integration, responsible for imported raw materials & suppliers’ integration (> 50 international suppliers).
Other Activities:
• Automation engineer: Developed and implemented automation systems for Unilever and clients.
• Participated in the post-merger integration process during the acquisition of Diversey by Unilever.