DELPHINE BARRET TRICOCHE

• Lead the commercial strategy and its execution, driving performance from market vision to point-of-sale delivery (~1bn€)
• Omnichannel Sales Excellence Execution across field sales (300), telesales (120), and E-Commerce
• Lead the category management, market insights, and data-driven decision-making on +15 categories, +6,000+ SKUs, 15 logistics platforms, and a customer base of +50,000.
• Purchasing & Negotiation: annual suppliers’ negotiations (+200) and co-lead of the UNIZINC central purchasing unit with C10
• E-Commerce & Digital lead: Eazle France Boissons e-commerce website & mobile application (+15000 customers/day)
• Sustainability Focus: commercial CSR roadmap aligning business growth with social and environmental goals.
• Manage a team of +60

• Lead of the commercial strategy, negotiation, and execution for On Trade chained national & international customers (120 accounts, including Burger King, Domino’s, Amrest, Lagardère, Disneyland Paris, QSRP, Sodexo, Compass…), for distributors and for national partnerships & sponsorships in Sports (Ligue 1 Football, Formula 1), Music, and Culture, achieving significant business turnaround in volume, brand listings, profitability, and customer collaboration.
• Full P&L ownership
• Lead the Go to Market strategy definition & deployment for On trade & Off Trade
• Manage a team of up to +65, including 12 Senior Key Account Managers and two dedicated sales force teams (Night Life and Partnerships).
• CSR-Focused Leadership Initiative: Designed and launched the 'Coke Super Ambassador' program, engaging over 2,500 employees to drive the company’s CSR strategy and reputation. Focused on embedding sustainability and social responsibility into operations while strengthening employee brand advocacy and engagement.

• Lead of the category & trade marketing strategy for the Off Trade channel (HM/SM/E-Commerce/Discounters/Convenience)
• Responsible to design, sell, deploy and pilot national and specific category, and shopper plans with national customers (assortment, merchandising, promotion, trade marketing)
• Lead & deploy major initiatives within JBP with retailers including international services (CWT)
• Manage a team of 20 people with 4 direct reports

• Lead of the sales force strategy and annual objectives on both channels (Off Trade & On Trade)
• Accountable for the ongoing improvement of an effective Sales Force Effectiveness process to ensure superior execution
• Lead field sales learning & development strategy & implementation, sales tools improvement, tracking and major productivity projects. Responsible of the engagement and incentive process for all sales force teams (+600 people).
• Manage a team of 50 people with 9 direct reports.

• Lead of the commercial, category and trade marketing strategy for Mars food categories: assortment, mix optimization, pricing, merchandising, promotion, and customer marketing activation for all channels (Off trade and E-business).
• Strategic Revenue Growth Leader: launch of RGM in France, lead of a European work stream to deploy it at a European level.
• Manage a team of 7 direct reports (category managers, financial analyst, RGM officer, customer marketing manager)

• Management of 2 Senior KAM + 2 trade marketing managers + transversal team management
• Full Customer P&L management

• Lead the annual commercial strategy and objectives for the Off Trade supermarket & convenience channel ( 2800 stores)
• 3 regional sales manager, 25 sales resp, 2800 stores

• Define & lead national commercial strategy for all Health channels & customers (grocery retailers (Carrefour, Leclerc, Intermarché, U, Auchan...) , national pharmacy groups, wholesalers)
• Negotiate, optimize, and execute national agreements (2 rounds of annual negotiation)
• Management of 3

Lead the Home & Fabric category for Off Trade

• Negotiate, optimize, and execute national agreements (2 rounds of annual negotiation) with Carrefour, Auchan, Casino groups
• IRTS international lead