THIERRY LECOMBLE

>>> Selling medical devices & an active ingredient on 3 separate markets:

*Veterinary market (end users are practices & hospitals)
*Equine OTC market (end users are horse breeders & horse trainers)
*Farm market (end users are milk producers)


>>> Selling all over Europe via a distribution network, an external sales force, local 3M subs or direct :

>Distribution:

*Construction / presentation / implementation / follow up of sales & marketing plan
*“Have our products on top of shelf, on top of minds, and the partner satisfied”
*Discuss all supportive actions to sales
*Get payments on due date
*Set any potential claim
*Meet end users with local area managers
*Detect potentials
*Exhibit to national congresses on partner’s stand

>External sales force in France:

*Negotiate the annual remuneration contract
*Determine / organize the 3 four- month-long promotional campaigns
*Assist sales team in building selling tools, training on products benefits and competition, dual calling
*Have the team provide us with market information

>Direct:

*Visit key direct accounts: sign annual loyalty programs
*Grow sales by bringing other 3M products to their knowledge
3M subsidiaries in charge of local business:
*Reach an agreement on annual sales target and related marketing budget
*Ensure strategies alignment (products, price, distribution, markets)
*Compare best practices
*Maintain relationship via face to face quarterly meetings or videoconferences



>>> Hands on marketing:

*Organization / animation of regional scientific informative meetings
*Definition of pricing policy and discount structure
*Selection of products to bring to the market & selection of appropriate communication media
*Pricing harmonization via strict definition and control of price corridors
*Optimization of products packaging in response of customers needs and company imperatives
*Management of Stock Keeping Units (SKU)
*Frequent re-examination of existing distribution contracts
*Bring partners aspirations in the « thinking tank”
*Competition information


>>> Strategic marketing:

*Explore complementary ways to market
*Expand geographical coverage (new entrants in the EU)
*Bring other 3M products (coming from other business sectors) to market
*Search third parties partnerships to share resources on specific projects
*Investigate exclusive distribution of non 3M products
*Sell under 3M Brand or not


>>> Coordination with:

Controller:
Validate margins versus cost of goods sold / transfer prices / corporate costs / cost structure / dollar-euro exchange rate
*Discuss payment terms
*Have payments received on due date

Legal:
*Validate distribution contracts in France and abroad
*Have legal governmental constraints in mind
*Respect the company Ethics

Marketing:
*Respect company graphical identity for European communication
*Identify product opportunities
*Optimize Stock Keeping Units

Supply Chain:
*Manage « slow-moving » items
*Forecast manufacturing loads in respect of demand
*Daily relation with Customer Department

Regulatory affairs:
*Understanding of regulatory imperatives (Biocides)


>>> Reporting to Global Management (St Paul) & to Head of Medical Products Division in France

Sector: Health and pharmaceutical

>>> Sell personal respiratory and hearing protection to people exposed to occupational hazards

>>> Sell sorbents to help protect employees and clean up hazardous environment (chemicals spill)

>>> Business in the industrial, building and agricultural sectors via non exclusive industrial suppliers, experts in personal protection, agricultural merchants

>>> Responsibilities:

*Manage a distribution network & direct key accounts
*Visit industrial sites: identify pollutants, prescribe the right protection, and take the order
*Inform prescribers (safety engineers, industrial hygienists) on product range available
*Inform people exposed to risk potential on appropriate protection (trainings in situ, day & night)
*Search for new potentials
*Competition intelligence

Sector: Chemical industries

>>> Fancy hand knitting spinning mill located in The Flanders (Belgium) – 40 employees

>>> Responsabilities :

*Visit distributors / chain stores / non exclusive sales representatives in Europe
*Achieve sales and profits targets
*Co-build 2 annual collections

Sector: Textiles