Steve Davey Email & Phone Number

Richmond, London

Managing key client projects to help consumer goods businesses combat profit erosion in their customer relationships.

Stamford

Having held senior leadership positions at P&G, Gillette, Philips and Mars, Steve set up Bainton Consulting to provide clients with consultancy and strategic insight in Commercial Strategy, Revenue Management, and eCommerce.Our experience and capabilities include:1. Leading Sales Teams with Net Revenue > £500m2. Redesigning and implementing Annual Operating Plan processes3. Implementing new Trade Terms / Structured Pricing Strategies in multiple organisations.4. Setting up Revenue Management functions and building local capability.5. Deploying a new JBP programmes, including governance and training programmes.6. Leading Business Development within eCommerce.

Providing Sales Planning, Organisational Capability and Revenue Management expertise to leading Consumer Goods companies to help deliver and accelerate profitable growth.

Reporting to the UK Sales Director, set up and led the Strategy & Capability team with a remit across Strategic Revenue Management, Sales Operations, Annual Business Planning (IBP) and Sales Training.1. Set up the STRATEGY & CAPABILITY team to ‘define, design and deliver’ the commercial plan (MS&P). 2. Completed strategic review of £240m budget inc. TRADE TERMS, PROMOTIONAL SPEND and JBP’s.3. Step changed approach to building ANNUAL OPERATING PLAN (AOP), resulting in plans presented to trade c. 4 months earlier than prior year and a robust S&OP c.6 months earlier.4. Initiated change from Net Sales to GROSS PROFIT ROI, resulting in major changes to promo playbook for 2017.5. Led work on 2017 (i) Strategic CHANNEL MANAGEMENT and (ii) COST PRICE review.6. Created a new TRADE TERMS ARCHITECTURE to drive a greater ‘pay for performance’ culture.7. Re-launched JOINT BUSINESS PLANNING, to align Business Unit and customer plans.8. Delivered POSITIVE PROMO ROI in 5/6 business units (vs 3/6 prior year)

Initially reporting to UK Sales Director and then UK General Manager, led the Grocery and Discounter teams, and for 9 months the wider UK sales organisation and sat on UK Mgt Team (85 associates, 9 direct reports).1. Launched ‘Grocery Strategy’ focusing on (i) driving MULTICHANNEL, inc. E-com and Convenience (ii) Execution of ‘PERFECT STORE’ and (iii) accelerating our high growth Care & Treats portfolio.2. Doubled DISCOUNT CHANNEL Sales across all BU’s.3. Designed and executed a new FIELD SALES force plan with ROI >2.0 across top 5 customers.4. Reset Tesco TRADE TERMS and partnered Asda on EDLP to drive outperformance vs AOP in both customers.5. Customer ‘Trade Attitude Survey’ scores moved from 6th (of 7) to 3rd (of 14) in two years.In addition, as Acting UK Sales Director6. Led UK Sales Organisation (85 Associates, 9 Direct Reports) and UK Sales Leadership team, through a period of significant organisational change.7. Accelerated GROWTH of ‘top tier’ portfolios (ex Whiskas) +8%. 8. Initiated a sales ORGANISATION REVIEW to focus more resource into high growth Discount and E-com channels.9. Led a detailed cross-functional S&OP project to (i) put customer at centre (ii) streamline reporting and decision making and (iii) step-change forecast accuracy.

Reporting directly to the General Manager and sitting on the UK&I Leadership team, I led a team of 60, with 9 direct reports across Sales, Instore Excellence, Customer Demand Planning and Commercial Pricing.1. Created a CUSTOMER led Sales team, implementing ‘invest for growth’ strategy with sales +18%, margin +27%, and share growth in 7/10 categories.2. UK Sales Strategy built on three pillars (i) Develop our PEOPLE (ii) Champion our CUSTOMERS (iii) Grow our CATEGORIES.3. Established an ROI CULTURE, ensuring every Account Manager optimised spend on £80m trade budget.4. Instilled rigour and discipline to S&OP to step change forecast accuracy and service levels. 5. Designed and implemented a restructure of customer TRADE TERMS driving ‘pay for performance’.6. Delivered JBPs in Boots, Amazon, Tesco and Argos and built NEW BUSINESS in specialist channels.7. Created a disciplined approach to MANAGING TALENT both in and out of the organisation8. Employee ENGAGEMENT scores +15pts (at 78%) and People LEADERSHIP scores +18pts (at 90%).

UK&I Commercial Leader for P&G's Pampers brand. Responsible for design and delivery of the commercial plan and setting the local pricing, promotional and channel strategy. Net Sales of £350m, a trade and marketing budget c.£120m, led a team of 8 across Marketing, Commercial Strategy, Operations, Finance and CRM.1. SALES & MARKETING: Delivered Sales +7% and Market share +5pts behind NPD and a focused Portfolio strategy2. CUSTOMER MARKETING: Designed and executed recruitment programmes for each of the top 5 customers, linking in with the customer’s own Baby Clubs programmes.3. CRM: Led a multifunctional project team to optimise and renegotiate a £20m CRM contract with a 3rd party supplier on a critical ‘point of market entry’ programme.

UK&I Commercial Leader for P&G's Oral-B, Crest & Fixodent brands. Led design and delivery of the commercial plan, setting pricing, promotional and channel strategy. Net Sales c. £150m, led a team of 7 across Marketing, Commercial Strategy, Operations & Finance.1. TEAM BUILDING: Led the LOCAL INTEGRATION of P&G and Gillette Oralcare categories, step-changing P&G’s Oralcare business to become a growth engine, spearheaded by Oral-B.2. SALES & MARKETING: Led mission to ‘DOUBLE PENETRATION of rechargeable brushing in five years’, via a complete through-the-line campaign, targeting dental professionals, retailers, consumers and instore consultants.3. P&L: Over three years delivered DOUBLE DIDGIT SALES and profit growth, an 85% share in ‘power’ and the P&G UK’s best like of like financial results, despite having high priced consumables in a recession.4. MEDIA & FIELD SALES: Invested incremental profits back into the business, trebling ATL spend, and executing the organisations largest ever instore demonstrator programme c.£1m, delivering positive ROI.5. NEW PRODUCT LAUNCHES: Launched two major product initiatives, Oral-B Pulsar and Oral-B Vitality, both becoming market leading franchises in their first year, and played a major consulting role on the launch of paste.

Cross Functional Marketing Assignment

Market Strategy & Planning Manager for Gillette Grooming & Personal Care businesses

Worked across UK, Europe & China on Corporate Strategy projects

Various National Account roles including Tesco