Category & Channel Development Sales Analyst

Georgia Taxiarchopoulou s1397435

Date: 15/12/2015

Contents

History of Danone

Nutricia Export B.V

Sales Department & Position

Projects

Responsibilities &Tasks

Finishing the internship

Take Home Message

Acknowledges

DANONE, AN INTERNATIONAL COMPANY

DRIVEN BY SUSTAINABLE GROWTH AND

A UNIQUE CULTURE

1

History of Danone

4

1966: BSN

1968:Take over bid for Saint-Gobain

1970:Evian, Kronenbourg

1919: Barcelona

1929: Paris

1942: New York

1972: BSN-GERVAIS-DANONE

1994: BSN-GERVAIS-DANONE DANONE

2007: DANONE + NUMICO

Special Figures

5

Danone Business Lines

6

Danone Most Famous Brands

7

A unique mission

8

8 years old in 2015 Based on two companies history

Composed by a multitude of brands

And with an excellent R & D

Our Baby Division history is

based on a very long

heritage of Numico and

Blédina. They both

contribute to our division

with their expertise, great

people and excellence. 16

Nutricia Export Universe Population : 510 m

Births : 11.6 m

Market value € : 700 m

Avg. Price/kg € : 11

PCC : 5.4

Population : 29 m

Births : 1.1 m

Market value € : 25 m

Avg. Price/kg : 15

PCC : 1.6

Med-Sub

Population : 175 m

Births : 3.8 m

Market value € : 250 m

Avg. Price/kg : 10

PCC : 6.8

Americas

Population : 54 m

Births : 0.9 m

Market value € : 54 m

Avg. Price/kg : 12

PCC : 2.9

CIS

Population : 28 m

Births : 0.3 m

Market value € : 43 m

Avg. Price/kg : 17

PCC : 9.7

Balkan

Population : 228 m

Births : 5.5 m

Market value € : 320 m

Avg. Price/kg : 11

PCC : 5.4

Asia

Sales

Hasan

Kartal

Supply Chain

Niels

Boersema

Marketing

Alexandre

Freri

Medical

Francine

Vroom

New Geo’s

Country

Development

Manager (3)

Medical

Marketing (2)

Financial

Accounting

(1)

Marketing &

Sales

controlling (1) E-Connect (1)

Master data &

Payables (1)

Supply chain

& OVH

controlling (1)

Business

Development

Manager (1)

Customer

Service &

Logistic (4)

Activity &

Quality

Manager (1)

Senior Brand

Manager (1)

Brand

Manager (2)

Medical Affairs

(1)

Medical Sales

(3)

Supply &

Demand

Planning

manager (4)

Office Assistant

Christa Parry

CORE

Regional

Sales

Manager (1)

CORE Area

Sales

Manager (4)

Nutricia Export

Category &

Chanel

Manager (1)

2015

Sub-Department

(# of positions)

Junior Brand

Manager (2)

Legal &

Regulatory Affairs

Draga ter Wee -

Vrhovac

GM

Frank

TOMHOLT

Finance

Willem

Coolen

HR Advisor (1)

Human

Ressources

Sales Department Structure

14

Katja

Mazur

Dmitry

Goroshkov

Stelios

Theodoridis

Azerbaijan

Nevra

Tosun

Ecuador

Pedro

Miguel

Colucci

Israel

Nirit

Hurwitz

SAM

Panagiota

Roumelioti

CETAM

Rafael

Mora

BALKANS

Rosemary

Charou

CIS+

Andranik

Ayvazyan

Georgia

Taxiarchoupoulou

Anastasia

Mitsiou

Projects

15

Creation of New Database for Regional Analysis per Channel, Category & Brand

Pharma ToolKit

CATMAN

Performance Analysis of CORE countries & ACUs / Business Intelligence

Business Cases

WISE2

NewsFlash (Company’s Newsletter)

Creation of New Database for Regional Analysis per Channel, Category & Brand

16

The Graphs are represented by fictional numbers

Presentation of Results & Analysis

The Graphs are represented by fictional numbers

17

Pharma ToolKit & CATMAN

18

Nutricia Export develops a tailor-made Toolkit based on 4 pillars

Segmentation

The right

Commercial

offer

Category

Management

Get

Pharmacist

Endorsement

size

pote

ntia

l gro

wth

B

A C

D

Performance Analysis

19

The Tables are represented by fictional numbers

WISE2

20

NewsFlash

21

Finishing the Internship…

22

Route to Market Knowledge

Follow up & align with Strategies

Benchmarking

Business Intelligence reports (Performance analysis, Regional Analysis per Category & Channel)

Leading tailor-made projects identifying those needs

Identifying Opportunities & Risks

Proactiveness

Analytical skills

Communication & great network

Take Home messages..

23

Start searching internship on time

Ask…Ask…Learn... Learn…

Make yourself visible!

Create a good network!

Take Initiatives!

Communicate efficiently in a multicultural environment

Acknowledges

24

Hasan Kartal

Katja Mazur

Rosemary Charou

Dmitry Goroshkov

Sales Team

Nutricia Export & Danone

SBB University of Leiden

Thank you very much for your attention ! ! !

25

Any Question

26