Olivier Hourcade

Company specialized in developing and producing high quality premium wet wipes, coton pads, single sachets and cosmetic masks for several markets : - Hygiene (Baby Care - Feminine Care) - Cosmetics (Make-up - Skin Care) - Health (Pharmaceuticals - Ophtalmic - Veterinary) - Household & Industrial Multi-channel distribution / International presence 1 Manufacturing site (Nogent Le Rotrou - 28) 2 Offices (Paris - Nogent Le Rotrou) 240 employees 50M€ Euro Wipes is part of ANJAC HEALTH & BEAUTY group

Country Manager France and General Manager for Seita / Imperial Brands (formerly Imperial Tobacco). With a Net Revenue of 400M€, Seita / Imperial Brands counts over 400 employees. Leadership of French market across functions to ensure everyone contributing to delivery of business priorities as well as effective use of resources. Reports to the Western Europe General Manager.

Head of Sales for France, member of the French Leadership Team - Lead Sales development for Consumer Health in Pharmacy, Parapharmacy, Online. Turnover of ~250M€ across Nutritionals, Dermatology, Gastro & Antalgics categories, made under Drugs, Food Supplements, Medical devices and Cosmetics status. - Manage Commercial organization (~200 people) mainly around Sales force, Key account management, Trade & Commercial support, CRM & Digital and Partnerships. - Design Sales strategy based on market & customer needs and in line with company goals, leveraging Health Care Professionals to ensure medical endorsement. - Manage P&L through top line growth, gross-to-net and cost of structure optimization. - Lead annual Budget, balancing financial goals for channels, accounts and portfolio, and ensure a granular monitoring and ROI analysis of actions. - Supervise design & roll out of commercial policy (direct pharmacy contracts and agreements made with buying groups/chains). - Drive in-store execution, focusing on core assortment & share of shelf of key brands. - Build long-term relationships with key customers and stakeholders. - Contribute actively to French leadership governance and strategy. - Lead transformation and restructuring plan across departments in France. Key achievements: - Grew sales of core brands in a declining market by improving in-store execution, sell out orientation and sales force effectiveness. - Implemented a more agile and customer-oriented organization in Jan’19, with improved customer selection, one unique sales rep role with increased sell out focus, improved capabilities and better synergies across teams in HQ. - Redefined customer segmentation, steps of the visits, CRM, sell out training and sales incentive plan to drive customer and sell out focus. - Managed a major restructuring (-55 headcount reduction) through volunteer departure plan and layoffs, in order to increase media support on key brands.

Global Channel Leader for Mass Retailers - Lead sales development for Mass Retailers (Carrefour, Tesco, Auchan, Casino…). Turnover >1 billion € across all Consumer Appliances/Electronics categories (TV, Audio & Video, Accessories, Small Domestic Appliances). - Lead global contracts and local 3Net price negotiation for Carrefour and Auchan, on behalf of countries, in line with Commercial Policy. - Manage international business plans based on shopper opportunities, set goals and define global account strategy, align with Customers and Country Leaders and drive international / local account plans in matured markets and developing areas. - Manage business relationship between Philips, Mass Retailers and 3rd parties, with multi-functional exposure. ∙ Lead the global team including Global Account Directors, Business Analyst, Trade & Shopper marketing and local KAMs in the markets. Key achievements: - Achieved significant growth over 3 years while driving a more consistent and performance-based commercial policy framework across markets. - Turned around Carrefour European deal by engaging stakeholders on a common vision and joint business planning approach. - Aligned ways of working and operating standards with Country Heads to manage global strategic accounts under “joint ownership approach” across regions/channels.

International Key Account Manager for Carrefour -Lead business development for Health, Beauty and Baby Care (Head&Shoulders, Gillette, Oral-B, Pampers, Allways…) for Carrefour Global (3rd account for P&G) in a moving environment: shift from local to European negotiation. Turnover +500M€. - Design pricing plans and drive 3Net alignment with countries. - Build and coordinate European deal & Joint business plan: co-design with P&G and Carrefour, then drive implementation in markets and lead gap fill plans. - Identify key shopper opportunities and related in-store drivers. - Lead regional shopper-based initiatives with Carrefour. - Manage indirectly local Key Account Managers. Key achievements: - Piloted successfully a new way of partnering with Carrefour Europe through crosscountry 3Net price negotiation and joint business planning approach. - Grew P&G market share in Carrefour by steering local business plans and driving additional value with differentiated shopper packs (Pampers) and launch platform (Gillette ProGlide).

Key Account Manager for Carrefour France - Negotiate local agreement and manage Health & Beauty business for Carrefour France (1st customer) in a tough corporate negotiation context (6-month boycott). - Own category and shopper understanding at Carrefour. Design and implement local joint-business plan (assortment, promotion, shelf...). - Manage P&G corporate negotiation for “Dia”, Carrefour discount format. Key achievements: - Led fill-the-gap plans on Health & Beauty to offset impact of corporate boycott, resulting in annual performance 5 points ahead of initial forecast. - Delivered double-digit growth with Dia by increasing share of assortment and improving in-store visibility though ready-to-shelf boxes.

Market & Strategy Planning Manager for Oral Care France - Analyse market/customer/shopper data and transfer learning into customer plans. - Lead in-store strategies and deploy tools to customer teams to deliver vs targets. - Support and track JBP to ensure plan delivery against targets; review and enhance plans vs sales fundamentals performance and bring support for key customer meeting. - Manage directly 1 category manager and indirectly 8 Key Account Managers. Key achievements: - Managed Oral-B development in a tough organizational and business context (ex-Gillette brand, Oral-B, merging into P&G Beauty portfolio). - Accelerated recruitment of new users through presence of electric toothbrushes in Health&Beauty section of mass retailers

Non-Food business development manager – Sales Team, France - Job creation: Customer marketing manager for Gillette, Braun, Duracell, Oral-B. - Design and implement Joint Business Planning with major accounts. ∙ Key achievements: - Over-delivered target and received “Best value-creation and JBP” reward in 2005. - Expanded Gillette brands distribution in specialists, pharmacy and convenience.

Senior Product Manager, Oral Care - Marketing Team, France - Launch management: Cross Action Power and new Oral-B Stages with Disney. - Management of 1 junior product manager and 2 assistant product managers.