Sylvie Diaz Farcy

Management: 54 employees, including 9 direct managers (marketing-sales, key accounts, digital services) Scope: Spain-Portugal – Veterinary and professional – Revenue €63M – Management Committee Member

Objectives:

Re-launch revenue growth by leveraging recommendations from veterinarians and professionals, increasing market share and gross margin. Drive the company's cultural change towards an omnichannel customer experience.

Missions:

• Identify and prioritize opportunities, customer and partner pain points: implement market intelligence, field surveys, panels.

• Build and implement annual strategic plans: forecasts, investments, product offering development, new services, and commercial terms.

• Transform the distribution network from indirect to direct. – Develop the new selective distribution network.

• Oversee key account negotiations and manage institutional partnerships.

• Recruit, identify talent, lead, mobilize, train: sales techniques, AGILE method, CRM.

• Manage the income statement to increase growth and net profitability.

• Drive the change towards an omnichannel model and CSR model.

Direct management: 9 brand managers Scope: Veterinary Division – 80 countries – 4 regions – Revenue > €1 billion.

Objectives:

Re-launch the business model for 5 years: strategic roadmap, new product-service portfolio to strengthen brand recommendation through veterinarians (brand foundation and strategic players). Accelerate global brand growth in an omnichannel commerce environment.

Missions:

• Reposition the entire portfolio/territories of ranges and packaging architecture for a 10-year brand and business relaunch.

• Build the innovation plan – new integrated long-term product-services offerings (8 years) by anticipating customer and consumer needs.

• Reform the innovation development process (PPM QUEST) to accelerate commercialization and strengthen competitiveness.

• Define and structure the marketing organization, recruit key talents, energize and elevate the expertise level of the team of 9 brand managers.

• Drive global performance by mobilizing subsidiary general managers and regional partners around common objectives and the creation of relevant KPIs.

RESULTS:

• Revenue growth of +16% over 3 years;

• Renovation of 300 products, including formulas, packaging, and adapted formats for the 4 regions;

• Successful launch of 40 innovations in over 50 countries over 3 years;

• Organized simultaneous product launches for the first time in Europe, Japan, and North America, synchronizing marketing and logistics efforts.

Management: 4 direct reports / transversal management of country marketing and sales teams – Regional Management Committee Member – all channels: Retail – Veterinarians – Professionals

Scope: 7 subsidiaries (Canada- USA-Mexico- Argentina-Brazil- Chile- LatAm cluster) – €800M

Objectives:

Starting from a blank slate, create the organizational structure and define the identity and vision for the regional roadmap for the Americas.

Establish the foundations for sustainable growth, including a common portfolio strategy, customer relationship development, and supply chain optimization for all channels: retail, veterinary, professional.

Missions:

o Define and implement the regional vision and growth strategy, actively engaging stakeholders.

o Oversee the redesign of innovation deployment processes, covering plants, supply chain, R&D, logistics, and regulatory affairs.

o Coordinate and supervise annual plans and budgets in close collaboration with subsidiary general managers.

o Drive the performance of key markets in the region (SOP process), including the United States, Canada, Brazil, and Argentina.

RESULTS:

• Americas region growth, achieving a compound annual growth rate (CAGR) of +13% between 2010 and 2014, while protecting margin levels;

• Multiply innovation speed by six, while reducing launch time from 3 years to 6 months;

• Optimize resources and create cross-functional inter-country teams between North America and Latin America (e.g., Project Catalyst, PRO, PMR). – Pioneering organization subsequently replicated in other regions and at headquarters.