Bertrand Dufour
Coming together is a beginning. Keeping
together is progress. Working together is success. Henry FORD..
Welcome to my site, an extension of my CV, which
can be downloaded from the menu.
Managing Director
Actively seeking a new role
Retail, Industry & Foodservice
Brands& Private Labels
SMEs, Groups, cross-functional roles,International
For a first exchange: 0033 7 61426274
About Me
I have 30 years of international expertise in the FMCG | Wholesale sector, having served as a General Manager, and in Sales, Marketing, and Purchasing Management positions. With an entrepreneurial spirit, I have worked in SMEs-SMBs and matrix organizations within large groups. My expertise ranges from food and non-food retail trade to wholesalers and food technology sectors. I specialize in identifying and solving recurring challenges, turnaround, or "growth hacking," stimulating development and profitable growth thanks to excellent product, operations, and team management.
Profile at a Glance
Position: General Manager | CMO International BTBTC Profile
Expertise: Brand & Private Label Development, Practical Management, Continuous Improvement, Organization & Processes, Innovation
Languages: Fluent in French and English, intermediate Polish, basic Russian, Greek, and Japanese.
Experience overview
FUCHS Group (2017-Present): Managing Director Retail Southern EU
Strategic initiatives leading to a 23% increase in turnover, industrial production, international approach for the Group.
Kelly Deli (2016-2017): General Manager Belgium
Restructuring of the company, 150 employees, 53 POS.
Honeywell (2014-2016): EMEA Marketing & Sales Director. Implementation of marketing, sales, purchasing strategies.
Metro AG (1996-2013): 5 countries, multiple roles, notably leading sales and marketing in Europe, expansion to Japan.
XEROX France (1994-1996) Sales Engineer. Marketing of office ranges.
GREY Paris (1992-1994) Advertising Manager Nike, Canon, BP, P&G.
Performance is first and
foremost the outcome
of a great culture
MYSELF AT A GLANCE
Placing Colleagues and Customers
at the heart of the equation
is crucial.
Bertrand Dufour
General Manager | BTBTC International Profile
SMSCs -ISCs expertise | Groups
Key Strengths
Brand Equity development & Margins improvement | Hands-on management & long term vision | Creativity & continuous improvement | Organization & processes
Languages
French native, Fluent English, Polish intermediate, Russian scholar level, Greek and Japanese notions
E-mail :
MY FOCUS POINTS
I am a rigorous, motivated and ambitious change Manager with a solid experience in continuous business improvement. My approach is to increase revenue by streamlining operations, and by placing innovation at the heart of my concerns. Results oriented and focused on profitability, my objective is to optimize profits by actively seeking synergies and exploiting available growth levers, while keeping my eyes on cash flow.
On a daily basis, I place people, teams and collaborative work at the center of my priorities. I am fully aware of current social issues and their crucial importance in the overall performance of the company, whatever its size. I am convinced that success comes from fulfilled and happy teams, aligned on clear objectives and committed to achieving them.
With a cumulative experience of 12 years at the Board of Directors level, I have now been serving as a General Manager for nearly 7 years within an international family owned Company where I have developed a sharp expertise in industrial production. Within this highly esteemed and professional organization founded in 1952, I was able to gain the confidence of the Executive Management Board by playing an essential role in the definition of the International Retail Strategy.
I successfully reinvigorated the French and Belgium affiliates and placed it back on a path of growth. Furthermore, I oversee the operations and drive business development efforts for Southern Europe. Recently, I was appointed as the General Manager of our subsidiary in Italy.
I get things done.
EXPERIENCE detailed
Since March 2017
FUCHS Group | Leader European Herbs & Spices
Avignon, France
MD France, Southern Europe
report into Group CEO
Mission, on the FMCG Market | Grocery, Mass Retail, and Food Service | Hospitality (HoReCa):
Take control and reposition the subsidiary, ensuring its sustainability.
Key Actions:
Complete social and commercial audit with significant changes.
Financial results: +23% revenue compared to 2017, +39% net EBIT.
Branded market share growth by a factor of 3: from 15th to the 4th largest spice brand in France along with a 35% share in Private Label. Became the No. 2 brand in organic (BioWagner).
FUCHS France reinvigorated the spice market in the French retail.
Cultural transformation towards an open and participative culture.
Successful transformation from 25 to nearly 100 employees.
Establishment of the Workcouncil (CSE), Head of Social Instances, handling disputes.
Independent management of Tax authorities, work inspectors, H&S instances, Lawyers.
Key hires: CFO and Accounting, HR Manager, IT Manager, Production Manager, and Production Teams, H&S Manager.
Significant reinforcement of Sales Administration, Marketing, Procurement and Logistics.
Creation of a full fledged Sales Force: 8 Key Account Managers + 1 National Sales Manager + 1 KAM, 16 Agents + merchandising
Full implementation of the Go-To-Market in 360
IT: ERP upgrade from Sage 100 to 100 C, implementation of a Warehouse Management System (WMS), complete review of infrastructure (new servers, 80 users, cloud, DRP, etc...)
Introduction of a CRM and creation of the Customer Lifecycle.
Opening of 1300 new points of sale (POS retail) in 5 years.
Expansion from 1 warehouse to 3 warehouses (total of 10,000 sqm).
Digitalization of the company, launch of our E-shop, Corporate website, local website, EDI.
58% female workforce, 4.2% absenteeism, 9% turnover in 2022.
Started from a blank slate : created the production site and achieved IFS Food certification in 2021, 2022, and 2023.
mplemented S&OP, continuous improvement, OEE for 6 production lines, progressing in lean manufacturing.
Definition and co-leadership of the International Retail approach for the Group. Appointed as Director of FUCHS Italy subsidiary in 2022.
May 2016 - Dec 2016
Kelly Deli | in-store Sushi concept
Brussels, Belgium
CEO Belgium
Assignment on the FMCG and soft franchise market
Restructure the company and relaunch growth
Management, P&L management
Development of 53 points of sale
Management of 150 employees
May 2014 - 2016
ADI Global | Honeywell
Manchester, Great Britain
Director of Sales, Mkt, Procurement EMEA
Assignment:
Leadership of strategic and operational developments
500 M€, 2M€ Marketing budget, 60 reports, 4 direct reports, P&L management
Implementation of matrix organization for the EMEA zone.
Implementation of NPD/NPI processes, redesign of ranges
Developed, deployed Sales, Marketing and Purchasing strategies, “Value Pricing” development, redefining the company's USP
Creating an automated customer lifecycle, lead generation
Creation of an E-learning platform, tools for FDV & K.A.M.
Oct 1996 - Dec 2013
Metro AG | 18 years
Sales, Purchasing, Marketing, Management
Local and international | EXCOM
Food & Non Food Retail & Wholesale
FMCG & Foodservice
7 key assignments as follows:
May 2011 – Dec. 2013
Sales and Marketing Director BTB & BTC
Metro AG Athens, Greece
Assignment : Repositioning Metro C&C on the Greek market
300 M€ turnover – 2M€ budget – 7 direct people, 50 indirect, P&L responsibility, member of the EXCOM
Restructured Purchasing & Marketing
urnover results +10%, margin +1.5pp
Sept 2008 – April 2011
Job creation
Director Europe Sales and Marketing
Metro AG HQ, Düsseldorf, Germany
Assignment : Duplication of the concept created in Poland in Europe
€5.4 billion, 16 countries, 150 indirect people
Recruitment of local teams, development of a culture
Marketing and matrix work within a large group
Growth acceleration to +11% by relaying 5 brands in 360
Reduction of complexity (Purchasing, Sales, Catman, etc.) by
better meeting the common needs of professional customers in the region
April 2004 – August 2008
Job creation
Director of Sales and Marketing BTBTC
Metro AG Warsaw, Poland
Mission: Boost margins by refocusing on core business
€300m, 5 direct transfers, 80 indirect
Creation of the BTB Food Service department, drafting of the plan
marketing over 3 years (teams, process, structure, market approach)
+40% turnover growth, 70% retention, +20% acquisition
Creation of a unique concept in BTB Retail: the Inspiration Academy
March 2002 – March 2004
Job creation
Non-Food Purchasing Director
Metro AG Tokyo, Japan
Assignment : Open a new country for the Group
80 M€, 6 direct reports
Successful creation of 5,000 references and participation in the
opening of 2 warehouses (negotiations with local authorities).
Hiring and management of the Purchasing department
Sept 2000 – Feb 2002
Procurement Manager
Metro AG Nanterre, France
Assignment : Develop the turnover of the “sweet” sectors then
Detergents & Toiletries, then Disposal items
200 M€, 1 direct report, 2 purchasing fields
Reconstruction of ranges, supplier management: 10% growth
Oct. 1998 – Aug. 2000
Job creation
Business Solutions Manager
Metro AG Nanterre, France
Assignment : Create the Marketing approach – Offer for BTB
Customers
€4m 1 direct report
Establishment of cross-functional teams and matrix work to
transform from a silo organisation towards collaboration
Creation of professional Food, Non-Food and Services solutions
Oct. 1996 – Sept. 1998
Job creation
Key Account Manager
Metro AG Nanterre, France
Mission: Sell the range of office products to Ministries
Jul. 1994 – Sept. 1996
XEROX France
Key Account Manager
Paris, France
Mission: Selling office products ranges
Training: Xerox Sales School (Palo Alto, CA)
Jul. 1994 – Sept. 1996
Grey Paris
Account Executive
Boulogne-Billancourt, France
Mission: Campaign coordination
Clients: Nike, Canon Photo, Pantene, BP
A career in France and abroad
30 years of experience
7 countries
4 in expatriation
2 EMEA Global Responsibilities
4 job creations
Key points of my experience
A meaningful cross-cultural experience
The Customer is at the heart of the equation
Strong understanding of social issues
A habit of matrix organizations
Constantly navigate between Strategy and the field
Understanding of business life cycles
Search for synergies & Exchange of Best practices
Brands Equity management
I CREATE
VALUE
FOR BRANDS
AND COMPANIES
KEY ACHIEVEMENTS
Honors : Marketing Award 2008 for Best GTM approach Metro AG Poland
Producer: Best TV cooking show on CANAL+ Poland 2008
Creation of a unique BTB conceptwww.akademia-inspiracji makro.pl, duplicated in 8 countries
Successful opening of a new country for the Metro Group, the Group's biggest investment: Japan
Margin growth (+5pp) thanks to the launch of matrix work at Metro and Honeywell along with S&OP optimization
Launch and management of an industrial site with 6 production lines, certified IFS Food 2021, 2022, 2023
Awarded Best Digital Communication Prize 2022 for FUCHS in France
INNOVATE TO STAY AHEAD.
My values
These 6 key values are those that help me build and maintain a positive corporate culture. They help me inspire my teams and make decisions that promote long-term growth, while being accountable to all stakeholders.
Performance is for me first and foremost the fruit of a positive culture.
Ethical Leadership
The Manager must serve as an example of ethics and professional behavior. My decisions are ethical, comply with laws and regulations, and I act responsibly towards all stakeholders. On the other hand, the notion of Leadership has itself greatly evolved and I know how to synthesize these evolutions in the development of Teams.
Integrity
Leaders must be honest, ethical and transparent in all their actions and decisions. Integrity is essential to earning the trust of employees, customers, business partners and investors. It is also one of my personal qualities.
Empathy and listening
I am attentive to the needs and concerns of the Teams, and I show a real natural empathy. Open communication and an understanding of the challenges facing team members and the company are key to creating a positive work environment. This is also true with the social partners.
Calculated risk taking
Leaders must be willing to take calculated risks to drive innovation and business growth. For me, this means carefully weighing the potential risks and benefits before making important decisions.
Strategic Vision
& hands-on approach
I have a clear vision of the direction in which I wish to lead the company. This solid strategic vision helps me guide the company's decisions and actions over the long term. This vision must be combined with a deep understanding of the field and customer needs so that it is sustainable.
CSR
It is clear today that leaders must consider the impact of business on society and the environment. Factoring social and environmental issues into business decisions contributes to the long-term sustainability of the business.
My brand: The power of "WE"
EXPERTISE - CORE SKILLS
COMMERCIAL | SALES
FINANCIAL MANAGEMENT
MARKETING
30 years of local and international development in BTBTC in Retail and Food Service at the distributor or manufacturer. Implementation, management of field sales teams and monitoring tools (CRM, ERP)
Pragmatic P&L management, margin focus, costs, profits, performance analysis, corrective actions, investment choices, ROI. Definitions of key KPIs and key ratios for the good management of the company.
Expert in brand value creation, meticulous market approaches, definition of target segments, 360 communication, digital and social networks. Very good appreciation of the Brands / Private label dilemma
I do the right thing.
HUMAN RESSOURCES
MANAGERIAL AND LEADERSHIP
STRATEGIC PLANNING
True values, emotional stability, empathy, participative culture and decision-making power. Management of relations with social partners, Presidency of committees and bodies, good legal and legal knowledge. Accute awareness of nowdays challenges.
Hands-on management of Marketing, Purchasing, Sales, Finance, HR supervision and recruitment groups. Clear definition and articulation of vision through strategy to individual job descriptions. International coordination in matrix.
Strategy and operational: strategic planning and "hands on" spirit. Creation of international growth strategies. Change agent, detection of synergies and growth levers.
PURCHASING - SUPPLY CHAIN
7 years of Food & Non Food procurement in France and Japan. Management of suppliers, contracts, negotiations, definition of purchasing improvements, quality and deadlines. Supply responsibility, inventory management. Collaboration with Sales, Marketing, Catman, implementation S&OP.
CATEGORY MANAGEMENT
Understanding customer needs, competitive analysis, Purchasing, Sales and Marketing collaboration. Development of relevant promotional plans within the framework of the 4Ps. Success story: increase of FUCHS market share three fold and ranking from No13 to No4 on the market in 6 years.
PRODUCTION
Creation and development of industrial sites, installation of production lines. Team management, implementation of the structure and optimization. Installation of performance measurement tools (OEE etc...). Continuous improvement, lean manufacturing. Hub for Southern Europe.
I do things right.
EDUCATION & INTERESTS
Education
1989 - 1992
Master's degree
with honors
Institut Supérieur de Gestion
(Advanced Business School)
The ISG is accredited by the CEFDG, its diploma is approved by the State with a Master's degree
Master's degree: Business Management
1994 - 2008
Additional trainings
Intercultural Competences (HEC)
Change management (Metro AG)
Managing Complexity (Metro AG)
Xerox School of Sales (California)
1985 - 1986
Claude Bernard High School - Paris
Baccalaureat D and C
Interests
Squash & Table tennis Chess, pétanque
Study of Social Groups Support local communities