About Lontchi Sylvere

  • Academic Level Master’s Degree
  • Age 48 - 52 Years
  • Gender Male
  • Expected Salary 10 000 $ USD
  • Department Sales
  • Viewed 15

About me

  • Un professionnel chevronné dans le développement d’entreprises agro-alimentaires, aux niveaux opérationnel et stratégique, qui se reflète dans l’amélioration continue des performances commerciales et la croissance des revenus
  • Un Leadership solide, démontré dans l’édification et l’encadrement des équipes de ventes performantes. Par ailleurs reconnu comme excellent formateur et coach commercial, et récompensé comme ‘ Leader le plus inspirant de Diageo Guinness Africa 2015’ et le meilleur employé 2016.
  • Avec des Compétences en gestion d’équipe multiculturelle acquise de l’expérience gagnée en travaillant en permanence dans plusieurs pays d’Afrique Centrale (notamment le Cameroun et le Congo RDC) de façon temporaire da d’autres pays comme la Côte d’Ivoire, l’Afrique du Sud, le Tchad, le Congo Brazzaville
  • Pilote le développement des ventes en élaborant des stratégies qui génèrent une croissance continue grâce à : la création de nouvelles approches de marché, la mise en place des réseaux de distribution, la bonne gestion des relations clients.
  • Un leader qui transforme avec succès les performances des entreprises en difficultés comme la Marsavco par le lancement de nouveaux produits, le contrôle des coûts, l’amélioration des opérations de vente, des plans tarifaires et de distribution
  • Une personne experte dans l’élaboration des stratégies de marketing, le lancement de nouveaux produits, l’exécution des activités promotionnelles, afin de garantir le développement des marques, l’expansion des parts de marché et de la rentabilité.
  • Un excellent Communicateur Bilingue Français & Anglais, titulaire d’un MBA ayant une bonne maitrise des marches africains et des comportements de leur consommateur

Education

Experience

  • 2017 - Present
    MARSAVCO. (Former part of Unilever)

    COMMERCIAL DIRECTOR

    Scope: Drive the entire commercial organization across DRC CONGO, reports to Managing Director and, coordinate 5 seniors’ managers leading 65 direct & 175 indirect staff for an annual turnover of 120 M$ USD by selling 58 SKU’s like edible oil, margarine, cosmetics, etc. Responsibilities: In charge of turning around the declining sales trend of past 4 years through transformation of the sales organization • Conceptualize, and drive the execution of a commercial growth strategy with full accountability to deliver expected business results • Define an insight-based route to market transforming distribution, expanding modern trade with key account management, rural distribution with 12 new wholesalers and in bordering countries (Congo Brazzaville, Cabinda, Angola) to generate 250 K $USD monthly. • Directing a series of activities (commercial reporting, Sales forecast & targeting, budget management, competition monitoring, distributors business planning, sales structure development, salesforce training, timely cash collection with no overdue, etc.) • Grew distributors volume by 10%Upgrade by rewarding targets overachievement. Design, drive promotions & market execution, Key deliverables: Transform the salesforce organization, equip it with the right capabilities and people (+03 seniors’ managers & 7 others), to consistently exceed sales targets by growing 36% in 2018, 27% in 2019, stable in 2020 (Covid), and 11% average in 2021; • Build a modern trade channel with key account management to move from 85 000 to 210 000 USD $ monthly • Launch new products. the Noodles (to deliver a monthly turnover of 50000$) and (Anti-mosquitoes, disinfectant, OMO 5KG bucket, etc.) • Designed a Distributor Outlets Creation Program with KPIs and incentives which grew selling shops from 43 in 2018 to 107 today • Launch of Salesforce automation system called Sales Companion which improves the salesforce efficiency and effectiveness by 50%

  • 2017 - 2017
    DIAGEO GUINNESS CAMEROON S.A. (Multinational beverage & alcohol Company, operating in 180 countries) +1500 employees

    COMMERCIAL DEVELOPMENT MANAGER

    Scope: Report to Commercial Director. Coach a team of 5 Senior Managers leading 10 supervisors, & project staff, to serve as back-office of entire Diageo pan- Cameroon sales. (7 beer, 1 soft drink, & 50 whisky brands like Guinness, Johnny Walker, etc.) for 168 M USD annual turnover Responsibilities: Report on Commercial performance using SAP CRM, SAP Sales Analytic. Efficient sales Forecasting to drive production • Develop Commercial strategy to win across channels, brands, country, & deliver top-line growth with bottom-line profitability • Achieve the salesforce Automation transformation (CRM) and other sales projects like the Home sales (Whisky e-commerce sales) • Handle distributors back-office relationships (trade terms, performance, claims, payments, business plans & contracts commitments follow up) • Deploy the Capability agenda, “License to sell”, with training, assessments, accreditation for 365 direct & 650 Distributors salesforce Key deliverables: Develop projects “Tricycles”, by pre-financing & appointing ~350 to deliver beer into bad areas & deliver 10% growth • Steer the “Cold project” by deploying 2500 new fridges. Centralized manual data into single database, then migrate into the CRM

  • 2015 - 2016
    DIAGEO GUINNESS CAMEROON S.A. (Multinational beverage & alcohol Company, operating in 180 countries) +1500 employees

    NATIONAL FIELD SALES & CAPABILITY MANAGER

    Scope: Report to Commercial Director. Lead a team of 8 Senior Managers & full salesforce of 360 direct staff for 166 M USD annual Responsibilities: Strengthened the sales force to exceed targets & deliver first time 1 Million hectolitres of beer, 110 000 Spirits cases • Restructured the Sales Organization from 4 to 6 regions, to expand rural distribution and scale up mainstream whisky consumption • Drive Sales Excellence Capabilities plan through training & accreditation of 90 % of salesforce (Persuasive Selling, Sales Negotiation, etc) • Synchronized the Sales Talent Review (staffing, talent calibration exercises, succession planning, people development road map, etc.) • Formulate & execute Sales incentives with 75% of the sales team winning 30% more of salary for volume targets overachievement Deliverables: Transform Route to Market with “transformed Containers Project”. (into bars & stockist) to improve rural distribution • Launch Commercial dashboard to track, incentivize market execution KPIs like (Clients visits, distribution) to improve efficiency by 50% • New Trade Marketing Annual with Joint Up Business Plan rewarding top 100 clients grew their volume by minimum 15% • Deliver 03 Capability assignments as Commercial Trainer (South Africa, Ivory Coast) on “Standards of Excellence in Market Execution”

  • 2010 - 2015
    DIAGEO GUINNESS CAMEROON S.A. (Multinational beverage & alcohol Company, operating in 180 countries) +1500 employees

    REGIONAL SALES MANAGER

    Scope: Accountable for the full P&L of the biggest Region “Central” (weight 32 % of National volume). Report to the Commercial Director. Lead and deliver commercial expertise to a regional team of 200 salesmen with 5 Sales managers and 6 exclusive Distributors to deliver a monthly turnover of 4 Mn $ Responsibilities: Strategize a 3 years Business Plans, aligning distributor’s plans, markets, people opportunities to create value, growth. • Steered with the team, “Excellence in market & promotional activities execution” as per standards (Distribution, Visibility, Price, Promotion, Persuasion) • Stewardship of the implementation of all marketing, and innovation plans building brands (Guinness, Malta, Johnny Walker, etc.) Key Deliverables: Launch a Trade Census to achieve a customer acquisition target of +30% portfolio increase and upgrade market coverage • Design an insight-based Route to market, to expand distribution & deliver 110% of the target & 3% market shares as per AC Nielsen

  • 2007 - 2010
    DIAGEO GUINNESS CAMEROON S.A. (Multinational beverage & alcohol Company, operating in 180 countries) +1500 employees

    BUSINESS DEVELOPMENT MANAGER

    Scope: Accountable for the full P&L of the biggest Region “Central” (weight 32 % of National volume). Report to the Commercial Director. Lead and deliver commercial expertise to a regional team of 200 salesmen with 5 Sales managers and 6 exclusive Distributors to deliver a monthly turnover of 4 Mn $ Responsibilities: Strategize a 3 years Business Plans, aligning distributor’s plans, markets, people opportunities to create value, growth. • Steered with the team, “Excellence in market & promotional activities execution” as per standards (Distribution, Visibility, Price, Promotion, Persuasion) • Stewardship of the implementation of all marketing, and innovation plans building brands (Guinness, Malta, Johnny Walker, etc.) Key Deliverables: Launch a Trade Census to achieve a customer acquisition target of +30% portfolio increase and upgrade market coverage • Design an insight-based Route to market, to expand distribution & deliver 110% of the target & 3% market shares as per AC Nielsen

  • 2005 - 2007
    DIAGEO GUINNESS CAMEROON S.A. (Multinational beverage & alcohol Company, operating in 180 countries) +1500 employees

    AREA SALES MANAGER

    Scope: Lead, a team of direct 30 commercials (Sales Representatives, promotion coordinators) and indirect 75 distributors Sales vans staff to drive sales in an area accounting for 16% of national volume and delivering a turnover of 1.5 M USD$ Reports to the Regional Sales Manager. Responsibilities: Train the Sales Representatives on the Diageo Way of building brands with customer capabilities & execution standards. • Lead the execution of the Commercial strategy, deliver on area sales, team, and activities performance reporting • Drive the implementation of marketing, promotions, innovations in the area to deliver the volume, market shares, and brands targets Key Deliverables: Drive the team and achieve Volume, distribution, sales visits, coaching, audits, KPIs new brand launched targets

Expertise

Skills From Strategy to Execution | Business Development | P&L management | Route to Market | Marketing | Market Execution | Transform Sales & Distribution Execution | Business Turnarounds, Growth & Expansion | Advanced Negotiation | Commercial Capability | Sales Leadership | Stakeholders Management | Budget Planning & Execution | Partners Management |Market Intelligence | Commercial Reporting| Process Improvements| Projects Management|

Languages

ENGLISH
Proficient
FRENCH
Proficient

Portfolio