Manuel DERWICH

Abdjan - IVORY COAST

French – 57 years old
@: Manuel.Derwich@outlook.com
Mob : + 225 07 58 69 07 67

Senior Technical and Sales Engineer – Packaging Machinery

Western and Central Africa Customers Network (Drinks-Food-Cosmetic)

SKILLS

- Intensive Markets Prospection and Deep-Screening

- Manages and boosts a portfolio of customers
- Develops and coordinates a Sales Team and network of local sales representatives
- Establishes personal contacts with international and local companies management
- Works out technical, commercial and financial proposals (from the Lead to Deal Closing)
- Promotes after-sales services and spare-parts
- Recovers customers debts
- Enthusiastic – Hard Worker

PROFESSIONAL EXPERIENCE

Since Jan 20 SBA – Sidel Ivory Coast : Sidel Representative Africa (Staff : 80)
Markets Screening – Business Developper – Sidel Sales Team Sales Support

° Challenge :
To screen Western and Central Africans Markets
To visit prospects (Web Screening – Phoning - Door-to Door prospection)
° Results :
° 150 customers visited per year (2023 : 8 Leads founded)
° Yearly Sales Targets achieved (2022/2023 + 24%)
° High Sidel Sales Team Satisfaction Index (KPI)

Jan 19 – Jan 20 Cavitus – Swizterland : Defoaming Units – Ultra Sounds (Staff : 3)

Technical Sales Engineer – Digital Sales Manager

° Challenge :
To Sell Ultra-Sounds Defoamers to Drinks Packaging Lines producers and Final Users
To prospect (Phoning – Digital prospection) and find new representatives
° Results :
° 28 new potential customer found
° 5 units sold to Sidel
° New representative agent for Spain

Feb 17 – March 18 Karlville – France : Shrink Sleeves Applicators (Staff : 60)

OEM Sales Manager

° Challenge :
To Sell Sleeves Applicators to KHS – Serac – GEA Procomac
To Sell again Tamper-Evident Applicators to KHS
° Results :
° 2 SP 800 - Sleevers (50.000 bph) sold to KHS (600 K€)
° 5 Tamper-Evident sold to KHS in Ghana - Tanzania – Egypt (1.2 Mio €)

Jul 11 – June 16 Africa Tek Pak – Morocco : Owner - Sales Consulting Services (Staff : 1)

Mission 3 » Tetra Pak (01/2016 – 06/2016)

Maghreb Market Sales Processing
° Challenge : To optimize sales of processing machines (Dairy – Beverages – Ice-
Cream)
° Results:
° Fulfillment of 2016 target in June 2016 (Sales and Profit)

Mission 2 » IPS Dubai (Packaging equipment for food and drinks – Food additives)
Nigeria Sales Consultant
° Challenge : To Sell food additives to a portfolio of Nigerian Food and Drinks
producers
° Results:
Personal contacts with the decision makers of 38 food and 2 drinks major producers
 Sold the 1st 100 Tons of Food Additive to Promasidor

Mission 1 » SMI Group (09/2011 – 12/2013) Packaging equipment and

complete lines for beverages - Africa Sales Consultant
Challenge: Opening the road to Western-Africa Market
° Results:
Intensive prospection visits : Senegal – Ivory Coast – Ghana – Nigeria – Kenya
Targeted Ghana, Nigeria and Kenya
Nigeria : participated to NGC – Lino Lab – Adama Beverages tenders
Ghana : participated to Bel Aqua – Coca Cola tenders / 1st blower sold to Mobile Water
(500 k€)

Jan 10 – Jan 11 KHS: One of the world leaders in packaging equipment and complete lines for
Beverages (Turnover 10: 918 M€ - Staff: 5246)
Castel Group KAM
Challenge: To implement global KAM strategy for Castel Group (Coca-Cola
Franchise and Breweries in 21 African countries)
° Results :
Customer high-rate of satisfaction of KHS after-sales actions
18 Mio € : 2 new glass lines sold to Yaoundé and Libreville Plants – 1 Beer Pasteurizer
Abidjan

2005 – 2009 RETAL: World leader in production of PET performs and caps for drinks industry
(Staff: 2500)

France and Benelux Sales Manager: (03-07/11-09-2 years and 9 months)

° Challenges:
To Open the road to the French and Benelux markets
° Results: 2009: 350 Mio preforms and caps sold

Sales Consultant Russia of future Moscow New Plant - (06-05 to 12-06/1

year and 6months)

° Challenges:
To Implement a sales network for the opening of the new plant (10-2006)
To Introduce the company to the Key-Accounts Bottlers
° Results: 2006 : 1 billion preforms sold

1994 – 2004 SIDEL: One of the world leaders in packaging equipment and complete lines for
beverages (Turnover 04: 415 M€ - Staff: 967)

Sales Director of Sidel Moscow (01-98 to 12-04 / 7 years)

° Challenges:
To Prepare and execute year-long targeted turnovers and profit
To Lead the sales team (2 Salesmen – 2 Sales assistants – 2 project Managers)
° Results :
71 blowing-machines and 18 filling lines sold
Turnover 04: 36 M€ [Growth 03/04: + 11 %]

Sales Manager Eastern Europe (10-94 to 12-97 / 2 years and 4 months)

° Challenges:
To Prepare and execute year-long targeted turnovers and profit
To Manage and boost a portfolio of customers in Eastern-Central Europe

° Results :

35 blowing-machines and 9 filling lines sold

Turnover 97: 23 M€ [Growth 96/97: + 16 %]

LANGUAGES
English : fluent
Russian : fluent (very strong understanding of Russian customers & culture)

EDUCATION
89 Two years university degree Mechanical Engineering from the ‘Institut Universitaire de Technologie’ (Paris)
92 Graduated from Business School (Toulon-France) ; Major: international business administration