EXPERIENCE
CP Cases LTD – Business Development Manager France
UK (Greater London area)
CP Cases: Designers and manufacturers of hi-performance protective cases for transport, operation and storage of essential equipment.
Business development in France: Sell the company products through direct and indirect channels.
Direct Sales Development: Targeting of commercial companies (Defence, Broadcast, Aerospace, Telecommunications, Electronics, etc.) and public administration (Ministry of Defence and Ministry of Interior). Identifying and attending suitable exhibitions, liaising with Marketing team for “Go to Market” strategy and identification of main potential customers, approaching identified targets (Cold calling and e-mailing), preparation of face to face meetings, management of the opportunities and closing of the deals.
Existing customers management: Ensure customer satisfaction through regular contacts and visits, liaising with production and customer services teams for order tracking, report and address customers complaints, business development through identification and management of new opportunities.
Indirect Sales: Management of the existing distributor in France. Relationship development via regular direct contacts and follow-up meetings. Setting up of objectives and KPI, communication support (Brochures, website communication and exhibitions), deals follow-up and products training.
Annual sales forecast and pricing monitoring
General Electric – Services Sales Manager Southern Europe France (Greater Paris area)
TIP Trailer Services: Rental of lorries and trailers combined with services.
In MED area (France, Spain and Italy), Manager of the two service product lines (In 2012, 25% of the total MED region’s revenue):
FleetCare: For third party vehicles, maintenance and repair services, ranging from pay per incident to a full maintenance contract basis.
FleetProtect: Insurance solutions (Damages insurance and civil liability).
SALES: As services sales expert of the MED area, convert into sales the services opportunities identified by sales area managers (12 people):
– Customer meetings monitoring, identification of customers’ issues / requirements, value proposition through customized service proposals, deal negotiation and closing.
– Horizontal management: Providing support to sales team via training (organization and topics choices), commercial targets identification (Via TIP’s segmentation establishment), customer support (Joint customer visits) and pipeline management (Salesforce CRM).
MARKETING: Operational marketing to support sales team and develop services sales:
– Liaise with European headquarters to locally apply segmentation strategy.
– Service product lines communication (Press release, direct marketing via e-mailing and cold calling campaigns, services promotion at transportation exhibitions)
– Value proposition’s elaboration: Development of commercial pitches to highlight our managed services quality, competitive intelligence to differentiate from other proposals and customer testimonials development.
OPERATIONS: Selection and validation of operational processes (Contract review management for service quality control and compliance), creation and monitoring of KPI and SLA to support services sales.
FINANCIALS: Annual budget preparation, revenue and margin monitoring, implementation of corrective actions.
General Electric – Sales Area Manager
France (Nantes)
TIP Trailer Services: Sales manager of TIP’s offer portfolio (Rental solutions and services) in Brittany and Loire valley areas. For existing accounts and new customers, negotiation and monitoring customer meetings, risk reporting, advice and guidance for financial choices and fleet management.
Sales support initiatives: Cold calling and e-mailing campaigns, exhibitions participation and partnerships with local services / trailers manufacturers actors.
Cooperation with Operational local team to ensure quality services delivery.
Ccmx – Business Development Engineer
France (Nantes)
Ccmx: IT company selling payroll and accounting software to accounting firms and its end customers.
Prospecting for new customers (Only accounting firms) in Brittany, Loire valley, Poitou-Charentes and Central France areas: Cold calling and direct visits, presentations, negotiation and software demonstration, closing of deals, implementation follow-up.
Epson – Key Account Sales Engineer
France (Lille)
Epson: IT hardware manufacturer (Printers, scanners, cameras, projectors)
Public and B to B account visits in Nord-Pas-de-Calais, Champagne-Ardenne and Picardie areas. Customer meetings, national tendering follow-up, negotiation and monitoring of computer equipment projects, distribution network contact. Apprenticeship every Wednesday, Thursday and Friday.
EDUCATION
Masters Degree, Economics / Business – Lille Business School – Lille (France)
BTS Action Commerciale, Economics / Business – ENSEC Business School – Nantes (France)
A-Level with Honors – St Joseph High School – Nantes (France)
French – Native English – Advanced Spanish – Intermediate
MS Office – Word, Excel, PowerPoint, Outlook
