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Boosting Growth Through Commercial Excellence

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Boosting Growth Through Commercial Excellence Boosting Growth through Commercial Excellence Sophie Desormière Marketing & Sales Group General Manager Solvac BoD, July 29th, 2016 Why Commercial Excellence ? Develop leading commercial/marketing practices to upskill our way of working with and for our customers, leading to value creation for both parties CUSTOMER Impact : Put the customer additional at the center of contribution margin everything we do 2 3+ year journey with GBUs on Commercial Excellence 2013 2014-2015 2016+ Phase 1 Phase 2 Phase 3 Design the Systematic Commercial program and roll-out and Excellence 2.0 concept proof capability building ‣ Definition of commercial ‣ Broad GBU roll-out on ‣ Digitalization & CRM excellence levers and priority levers enablers ‣ Value capture form ‣ Development & launch of medium term levers ‣ First pilots with GBUs Commercial Excellence (eg., Key Account Management) Academy ‣ Capture of “low hanging ‣ Customer centricity fruits’’ (eg., Pricing) ‣ Systematization of impact tracking ‣ Launch and roll-out of Marketing Excellence 3 PHASE 1: DESIGN THE PROGRAM AND CONCEPT PROOF Commercial Excellence : A common framework across all GBUs Sales force 8 management CIM Cost-to-serve 1 Channel Commercial roadmap 9 performance Marketing strategy Customer portfolio management 2 Product portfolio 10 Key account management management 3 Sales strategy Transactional pricing 4 Value-based pricing 5 Customer Pricing and Salesforce Product and Key Contract and Channel portfolio Strategic pricing Account 6 management Management management & Volatility mgt. management Contract 7 management Processes/ Organization infrastructure & performance Building skills & Tools management and capability Supporting business to identify and capture value opportunities 4 PHASE 2: SYSTEMATIC ROLL-OUT AND CAPABILITY BUILDING Initial pilots led to broad roll-out program with all GBUs Diagnostic phase Value capture Sustainability 3 GBUs 8 GBUs 4 GBUs Advanced Formulations ‣ Technology Solutions ‣ Novecare ‣ Aroma Performance Advanced ‣ Specialty Polymers ‣ Composite Materials ‣ Silica Materials ‣ Special Chem ‣ Performance Peroxides Chemicals ‣ Soda Ash & Derivatives ‣ Acetow ‣ Coatis ‣ Fibras ‣ Emerging Biochemicals Fonctional ‣ Performance Polyamides Polymers ‣ Vinyl JVs (Indupa, RusVinyl, Inovyn) 5 PHASE 2: SYSTEMATIC ROLL-OUT AND CAPABILITY BUILDING Commercial Excellence Academy Marketing Sales Other • Technical • Key Account • Strategy Management Management • R&I ~1560 • GBU Operational • Business GBU targeted Marketing Development employees Managers • Global Market Managers ~1015 GBU targeted • Marketing/Commercial Management managers trained • Product Line Managers • GBU Strategic Marketing - ~50 Directors & Managers Managers certified + Commercial Excellence certification program 6 PHASE 3: COMMERCIAL EXCELLENCE 2.0 Solvay CRM Program: Enabling Customer Centric Sales Organizations Global Account Insight Connected Employees 360 Degree Across regions Fully aligned sales and customer life cycles Aligned GBU Sales Better roadmaps & opportunity Optimized budget planning qualification One CRM tool = One Truth Marketing Automation Empower Sales Teams 1:1 prospect nurturing, higher conversion Complete customer data on the mobile Customer Relationship Management (CRM) Sales Human Finance Purchasing Production Supply & Distribution Resources chain 7 PHASE 3: COMMERCIAL EXCELLENCE 2.0 Initial pilots led to broad roll-out program with all GBUs Salesforce.com CRM tool roll-out throughout the Group by 2017 Today Tomorrow 10 Processes 15 Processes The journey & cultural change + 1,000 Users + 2,500 Users (5 GBUs) Collaborate (15 GBUs) Empower > 70% User > 90 % User Simplifiy Adoption Adoption Transform Grow 8 Key success factors shared with GBUs for the Commercial Excellence journey BUILD A HIGH-POTENTIAL LEADERSHIP HIGH-ENERGY TEAM CLEAR BUSINESS SUPPORT STRATEGY QUALITY SALES COMMERCIAL COMMUNITY DATA AND CRM TEAM SPIRIT 9 Strong delivery on Excellence 10 What’s next for Commercial Excellence? MANAGE SCALE AGILE CULTURE DELIVER ADDITIONAL SUSTAINABILITY CHANGE FOR WITHIN GBUS CUSTOMER GROWTH CENTRICITY More value from Position Solvay as a Pursue delivery better serving our leadership Chemical - additional clients Company, contribution margin Strategic partner with its customer MORE sustained value generation 11 Thank you for your attention Q&A session .
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