Description

𝗔𝘆𝘂𝗱𝗼 𝗮 𝗲𝗺𝗽𝗿𝗲𝘀𝗮𝘀 𝘆 𝗺𝗮𝗿𝗰𝗮𝘀 𝗮 𝘃𝗲𝗻𝗱𝗲𝗿 𝗺𝗲𝗷𝗼𝗿 𝘆 𝗰𝗼𝗻 𝗺𝗮́𝘀 𝗺𝗮𝗿𝗴𝗲𝗻, 𝗼𝗽𝘁𝗶𝗺𝗶𝘇𝗮𝗻𝗱𝗼 𝗰𝗼́𝗺𝗼 𝗹𝗹𝗲𝗴𝗮𝗻 𝗮𝗹 𝗺𝗲𝗿𝗰𝗮𝗱𝗼, 𝗮 𝗾𝘂𝗲́ 𝗰𝗹𝗶𝗲𝗻𝘁𝗲𝘀, 𝗰𝗼𝗻 𝗾𝘂𝗲́ 𝗽𝗿𝗲𝗰𝗶𝗼𝘀 𝘆 𝗰𝗼𝗻 𝗾𝘂𝗲́ 𝗰𝗼𝗻𝗱𝗶𝗰𝗶𝗼𝗻𝗲𝘀 𝗰𝗼𝗺𝗲𝗿𝗰𝗶𝗮𝗹𝗲𝘀.

Experto en route-to-market, optimización comercial, y desarrollo de mercados de Bebidas (spirits, vinos, cerveza, No-Lo, etc.), Gran Consumo, Lujo y Aspiracional.

◎ Definir la arquitectura de canales

◎ Diseñar y optimizar el modelo de distribución

◎ Segmentar clientes y puntos de venta

◎ Rediseñar la fuerza de ventas: territorios, tamaño, roles, objetivos e incentivos alineados a la rentabilidad

◎ Mejorar la eficiencia de la cadena de suministro ligada al RTM

◎ Implantar KPIs y sistemas de seguimiento del modelo RTM

Domaines d’expertise

Langues

Espagnol
Bilingue ou natif
Anglais
Capacité professionnelle complète
Français
Capacité professionnelle limitée

Préférences en matière de lieu de travail

Accepte de travailler sur site

Bilbao (jusqu’à 50 km), San Sebastián (jusqu’à 50 km), Madrid (jusqu’à 50 km), Pamplona (jusqu’à 50 km), Logroño (jusqu’à 50 km)

Independent / Freelance
Expert Consultant in RTM & RGM — Beverages Sector
VINS & SPIRITUEUX
mars 2020 - Aujourd'hui (6 ans et 3 mois)
Spain
Expert in Route-To-Market, RGM, Innovation, Sales, Marketing, and Business Development in the luxury, prestige, and premium segments of the beverages sector (wines, spirits, and no/low alcohol).
★ Analysis, design, and implementation of distribution strategies and commercial excellence frameworks.
★ Advisory on distribution model transitions, staffing structure, and sales portfolio transformation.
Growth Strategy Estrategia comercial Sales Excellence Estrategia de precios Estrategia de ventas
AA Family Office & Others
Partner & Investment Manager
CAPITAL-INVESTISSEMENT
mars 2020 - Aujourd'hui (6 ans et 3 mois)
Getxo, PV, Spain
Leading analysis and selection of venture capital investment opportunities in plant-based food, organic beverages, luxury, fashion, foodservice, etc. for a family office. Occasional collaboration with market research companies and specialised media.
★ Economic-financial and strategic analysis of target opportunities.
★ P&L management, investor relations, and fundraising.
Sales Excellence Estrategia comercial Growth Strategy Venture Capital Private Equity
Grupo Varma
Regional Director North
VINS & SPIRITUEUX
juillet 2015 - juin 2019 (3 ans et 11 mois)
Bilbao, PV, Spain
Regional Sales & Trade Marketing Director, on- and off-trade. Competing in Spirits & Wines with distributed and own brands: Jack Daniel's, Hendrick's, Ron Barceló, Bollinger, and others.
★ Annual turnover >€40M, >€10M premium. #1 in the market for aged rum, American whisky, and super-premium gins. Sales growth for the last 4 fiscal years >7% annually vs. -2% market.
★ Direct team >10. Indirect distributor network >100.
★ Led the digital transformation and automation of the route-to-market.
Sales Excellence Growth Strategy Estrategia comercial