How did you join the Lactalis Group and what were your first steps in the professional world ?

As soon as I finished my studies (Paris business school), I wanted to join a food group and work as a Head of Sector. I joined the Lactalis Group for three reasons : its sales approach is oriented specifically towards the chilled products sector ; I liked the way in which I was made aware of the responsibility of the post ; and the implementation of a tailored training programme.
I took full advantage of the supportive training structure (group welcome days, continual monitoring by the Regional Sales Manager, yearly sales and cross-cutting training programmes), to deepen my knowledge. This gave me a solid base from which to launch my career as Regional Sales Manager, then I moved into exports and I have now been an Export Zone Manager for two years.

What are your sales responsibilities as regards exports ?

I am now perfecting the knowledge I acquired on the French sales network through specific Export assignments. These include implementing a sales policy in each of the areas under my supervision, negotiating and developing brand volumes, own-brand and basic goods for exporting retailers and direct clients (caterers, wholesalers, brand agents etc.), and also listing Export ranges with all clients in the zone. The strategic element is also essential because I have to work out volume, turnover and contribution over three years on a yearly basis with the help of partner departments, particularly Marketing.

Which skills do you need for your position ?

As Export Zone Manager, I am responsible for my own sales activities. The varied profiles of my clients (mass distribution, wholesalers, sales agents), mean that I have to continually adapt my sales approach depending on specific objectives and be extremely responsive to the requirements of internal departments (Marketing, Sales Management, Management Control, Accounting etc.).

Which future opportunities are there in export ?

My professional experiences in the French and international networks enable me to modify sales techniques depending on the type of distribution and to closely manage the selected methods (activities, commercial cooperation etc.). My short-term goal is to move towards becoming Regional Export Manager in order to, on the one hand, manage a higher level of turnover and on the other, to learn about the managerial side through supervising a number of export sales assistants.