Stephen Jones worked as an Associate Director for Bristol-Myers Squibb's Clairol division to manage a complex European trade marketing project over 14 months. He led a team that reduced pricing risks with major retailers by €1.6 million and established new processes and systems. When Clairol was acquired by Procter & Gamble, Jones successfully transitioned the project and Clairol employees to P&G. The project significantly reduced European pricing risks and enabled a smooth transition of the business between the two companies.

1. Interim Assignment 04 Stephen J Jones
Management of Complex
European Trade Marketing Project
Client Bristol-Myers Squibb (Clairol Division)
then Procter & Gamble (P&G)
Business Activity FMCG Healthcare
Annual Revenues $450 million EMEA (Clairol)
Interim Role Associate Director,
European Customer Management
Reporting To Senior Director, EMEA Consumer
& Trade Marketing
Assignment Duration 14 months
› The Business Need
Leadership and completion of a complex European Customer Management Project to reduce pricing risk with
multinational retail customers* across Europe.
Transfer of selected personnel and project deliverables to P&G upon divestiture of Clairol by
Bristol-Myers Squibb.
› Value Added
› €1.6 million pricing risk reduction with Clairol’s multinational retail customers* in Europe on revenues of
€30 million
› Leadership of 16-strong European team and three direct reports maintained morale and commitment and
enabled on-time delivery of project to P&G despite pending divestiture of Clairol
› European Key Account Managers better equipped to defend price differentials between countries
› Completion of IT system to monitor pricing gave European team real-time visibility of critical price
differentials for the first time
› Introduction of Standard Operating Procedures ensured consistency of Key Account Management
across Europe
› Designed and introduced best practice distributor management processes across Europe to drive up
revenues and profits through distributors to trade customers
› European Customer Management strategy document completed and signed off as ready for immediate
use by P&G
› Transition of Clairol business to P&G document completed within agreed timescales
› Successful placement of Clairol staff into P&G roles in Europe and UK.
* Ahold, Carrefour, Schlecker, Tesco, Walmart/Asda, Metro
› Conclusion
Completion of this strategic project significantly reduced European pricing risk and enabled straightforward
transition of the European business to P&G. Tim Perman, Senior Director at Clairol (now UK Marketing Director,
Campbells Soup) said: “Stephen very effectively led a diverse multi-cultural, multi-functional team to
complete a strategically important and complex pan-European project. This was challenging and achieved
despite the uncertainty within the Clairol business brought about by divestiture of the company to P&G.”
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