Jean-Baptiste Bachelier

MUTARES France SAS (Private Equity, 4bio.+ Euros/year), Commercial Excellence Director & interim CSO, Mobility Division, Metals’ Group.

Role: - Support portfolio companies in the Mobility Division's Metal Group in improving their Sales & Marketing Organization.
- Diagnose problems and develop concrete, quantified improvement initiatives.
- Realize hands-on quick wins and minimize cash bleeding.
- Elaborate a sales strategy to increase revenues & profitability (EBITDA), e.g., by entering new markets, launching new products & executing price adjustments.
- Review customer base & product portfolio and drive rationalization and/or repositioning
- Set up and manage a local task force involving all relevant stakeholders & take on interim line management roles if required.
- Coach & develop others, capitalizing on the strengths of each team member.

Assignment: Cimos d.d. (HQ in Slovenia & footprints in Balkans' countries), CSO role. Annual T/O c.a. 180 Mio Euros, 8 plants & 2000 employees. Low/High pressure die casting, gravity casting, forging using iron, steel & aluminium together with machining & assembly.

Achievement: Through an intense teamwork effort under critical liquidity circumstances combined with very high inflation context in the region, obtained a total of c.a. 20mio Euros of compensations (energy, raw materials, transport, labour & fixed costs), which allows to initiate Cimos d.d. turnaround sequence.

AXALTA Coating Systems, Global Business Director French OEMs (Renault-Nissan & Stellantis), 4 product lines served by 1 plant in Germany, 1 in South Africa, 1 in Russia, 1 in Mexico, 1 in China & 1 in Indonesia with a JV partner. Lead a customer business unit of around 100+ employees (in- & offshore teams) including a Managing Director role for Morocco activities. Turnover = 35 mio. Euros/year in 2014 to 70 Mio Eur in 2018 out of a 170Mio+ Euros’ RFQ.

Role: Lead, develop and drive execution of the global account strategy while ensuring customer intimacy and satisfying the customer’s business needs. Responsible for ensuring strategic and operational alignment with the regions as well as with the technical and operational functions. Develop and ensure succession of the Global team. Responsible to manage and grow sales.

Strategy and Execution of Account Plan:
- Build both short- and long-term global account strategy with clear objectives that increase profitable revenue, grow market share, and manage and improve sales contribution.
- Build, deliver, and track strategic account plan with the client.
- Identify and set core business priorities.
- Identify targets and put success factors in place to realize.
- Find new opportunities through strategic projects.
- Determine competitive pricing and internal investment.
- Forecast, track, report customer/business needs, industry trends and performance indicators.
Customer:
- Build customer intimacy through good relationships, customer knowledge and managing customer satisfaction, drive customer intimacy to the global account team.
- Create, execute, and monitor customer relationship map with action plan.
- Promote the introduction of new technologies.
- Explore opportunities for partnership or other strategic arrangements.
- Develop and implement sales policies.
Team & Organization:
- Build, lead, influence, and develop global team including direct and indirect reports; build succession within the global team.
- Organize and coordinate the efforts of customer and Axalta technical and operations personnel to improve product performance and customers operating processes.
- Implement Line Services for Customer globally.
- Partner with Product team to develop the product strategy.

11/15-NOW AXALTA Coating Systems, Global Business Director French OEMs (Renault-Nissan & PSA), 4 product lines served by 1 plant in Germany, 1 in South Africa, 1 in Russia, 1 in Mexico, 1 in China & 1 in Indonesia with a JV partner. Turnover = 35 mio Euros/year in 2015 to 65 Mio in 2017.

Tasks: - Manages and develops all French automotive accounts in line with global and regional account plan to meet the objectives of growth and profitability
- Manages a team of Account Managers per country (7 persons), Technical Specialists (around 30 persons) and Service teams (around 30 persons).
- Develops and executes strategy to grow current business into larger business opportunities
- Identify and manage projects to enhance business results (localization, new technology implementation at customer)
- Responsible to identify business, market and product opportunities and develop value proposition
- Responsible to implement sales plans and programs for new offerings, products, price adjustments and for share regain at French accounts
- Responsible for gaining a detailed understanding of competitors’ tactics, strategies and activities as well as a detailed technical knowledge of competitive products to determine the technical & economic advantages and disadvantages of each

Results: - Re-open the discussion with Renault-Nissan, starting from being out of the panel in 2013 to be invited to take part in the 1st RNPO global RFQ on sprayable products, worthing more than 400MioEur per year.
=> Result: Turnover expanded by almost 200% from 2017 onwards.
- Re-open in 2016 the discussion with PSA, starting from a complete phase out situation in 2014 into business opportunities in China.

MGI COUTIER (Tier1 supplier), Articulated Systems Division Sales & Marketing Manager, 4 product lines, 3 plants in France, 1 in Spain, 1 in Turkey, 1 in Brazil, 1 in South Korea (through local partner). Turnover = 73 Mio. Euros, member of division’s steering committee.

Tasks: - Direct management of a sales team – 5 key account managers & 1 sales assistant for main customers Renault, Nissan, Dacia, PSA, Ford, Toyota, VW & other customers.
- Functional management role over projects, R&D and parent companies (subsidiaries & partners)
- Accountable for sales performance: profitability & order intake improvement, raw materials impact.
- Lead Sales & Marketing strategy globally

Results: - increased the internationalisation degree of the division (especially in Turkey).
- Implementation of a local partnership in China (from 1st contact to signature).
- Introduction of a new door check technology.
- Introduction of a new pedal box technology at PSA & TOYOTA.