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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