Laurence Trickey

Founding partner in Significent, a sales and marketing strategy consultancy providing commercial advisory services primarily to consumer product clients, including commercial performance audits, market strategy development, portfolio management, pricing and channel marketing capability development and route to market optimization.

Functional owner for sales & marketing within SABMiller’s European transformation program, leading a team of 30 with a 50 million dollar budget, reporting to the European board with responsibility to develop future commercial operating model, covering the following functions: • Insights and business intelligence • Product and channel strategy management • Pricing, promotions and activity management • Sales force execution • Distribution & distributor management

Reporting to the European commercial marketing VP, driving regional channel marketing and distribution strategy and transformation programs across 13 European countries. Areas of focus: • Route to market and channel strategy sales reviews • Distribution and sales optimization projects in Poland, Spain, Romania, Italy & Hungary, unlocking significant capital and efficiencies and boosting market share. • Regional pricing system and methodology deployment • Part of team developing Marketing Way

• Drove SABMiller Europe's retail and consumer classification & segmentation capability as foundation for channel management and strategic planning, • Implemented regional cross market sales & distribution operations audits. • Drove implementation of analytical tools to perform price management • Work stream leader developing SABMiller’s methodology for international worthmore brands management , leading to worth more market share rises in 95% of European markets.

P&L and pipeline responsibility for the Bulgarian consulting team, leading a team of 8 consultants plus associates to deliver strategy, organizational restructuring and performance improvement projects to multinational clients and local leading companies, focused to consumer goods and retail clients.

Managed Deloitte’s Central European “markets program”, coordinating key account business development and go to market activity as well as service line development projects, including the development of Deloitte’s European supply chain optimization methodology “SPEED”.

Responsible to sell and deliver strategy consulting engagements with international and local clients including an 18 month organizational restructuring engagement with Novartis and major projects with Danone and Pepsi, winning over a million dollars in projects sold and delivering substantial financial return to clients.

Five years strategy and operations consulting, implementing strategy, distribution optimization and re-engineering engagements with such clients as Ford, Toyota, Pepsi, Zeneka, and Sainsbury. Distribution optimization work with Ford yielded more that 300 million dollars in direct quantifiable savings.