HervÉ Gilg

Biography

Hervé Gilg leads Alvarez & Marsal’s Commercial Operations practice in Europe and brings more than 20 years of experience in performance improvement and interim management. He specializes in revenue enhancement and margin growth through increasing salesforce effectiveness, optimizing pricing and improving commercial operations. Mr. Gilg has worked in the retail, consumer, travel, healthcare, industrial, financial services and TMT sectors. Mr. Gilg is currently the interim Chief Business Officer of a €1.5 billion mobile operator, where he drives the commercial turnaround of the B2B division. He is setting up a new acquisitions salesforce, reducing reliance on indirect channels and leveraging the impact of the company rebranding. Last year, he was interim VP of International Commercial Operations for a $2 billion med-tech company. He managed nine countries, including a 400-strong salesforce and turned around performance after five months of decline by addressing the crisis in order-to-cash and establishing salesforce effectiveness discipline. Previously, he was interim Head of Global Sales at a €1 billion industrial manufacturer, managing 300 sales representatives across 11 countries. He re-organized the commercial team along industrial sectors, breaking geographical silos in order to grow with key international accounts. Mr. Gilg has been involved in a number of operational due diligence, providing expert perspective on the commercial capabilities and potential of the target business. In addition, he has advised a wide range of companies in the field of commercial operations and revenue enhancement. In the travel and infrastructure industry he has advised in distribution strategy, e-commerce, product management, commercial restructuring plan and revenue management. Mr.Gilg also assisted airports which include Heathrow, Gatwick and Stasted in their retail strategy, car parking strategy (yield management). In the retail and consumer space he has provided his expertise in product development, range management, store format strategy, loyalty scheme, and pricing optimization in the U.K. business, growth strategy, re-branding, pricing strategy and store format. During Mr. Gilg’s time in the healthcare industry, he has provided strategic advisory services in salesforce effectiveness, pricing optimization, international growth strategy, range rationalization, store efficiency, procurement and sourcing strategy. Mr. Gilg earned an MBA from the HEC School of Management in France.

Research Interest

Hervé Gilg has 20+ years of experience in performance improvement and interim management Specialises in driving top-line growth and improving commercial operations performance Recent interim Chief Business Officer and member of the management board of a €1.5 billion European mobile operator Extensive experience in travel, hospitality and leisure as well as in technology, media and telecom