Metz, Grand Est, France
Since I started my professional journey, my focus has been to give my customers and their business the respect they deserve. By trusting me, they can expect high quality deliverables and best of breed results. By customers, I mean everybody that count on my work to achieve theirs. Colleagues, clients, or providers. Through the years, I focalized on developing the Sales from the channel through Front and Back Office positions and achieved a 360° view on the depth and breadth of the needs of the internal Sales teams, SIS, Value Added Resellers or Wholesalers to grow profitably. I am a professional who builds the vision and implements it. Tools as Partner portal management, Online trainings, marketing brochures, loyalty programs, price protection mechanisms, CRM environments and reporting are no secret to me. I believe in team work and team results when team means common spirit, fun and accountability. “The only victories which leave no regret are those which are gained over ignorance.” ― Napoleon Bonaparte Differentiators: √ Channel Marketing: partner portal, training, loyalty programs, market research and Go-To-Market analysis √ Data Management: CRM Expert (Salesforce.com and custom products), Sales analysis, partner ecosystem, product cross-sales, sales rewards programs √ Sales success: Account Management, Retail, International environment √ IT Know how: experienced coder in PHP, Javascript, CSS, MySQL, Voice over IP tech, IT Support
My customers entrust me with the implementation of IT tools that will support their growth. Through the years, my portfolio grew from Small and Medium businesses to Multinationals with a particular focus on the Pharma Industry. My main achievements are so far: - CRM related: o Roll out of a Global Pricing Salesforce.com add on (Model N) for a worldwide leader in the skin protection o Salesforce.com Database optimization and minimization for the leading Diabetes Care firm o CRM Analytics professional (both standard recipes and SAQL). Built complex reports including more than 20 interconnected objects o Custom developed a full CRM / ERP environment for a French leading industrial company - IT tool related o Implementation of a multi-site VOIP solution based on Sangoma FreePbx (3 sites, 40+ desks) o Windows Server architecture roll out with around 25 fully managed clients - Legal: o GDPR compliance (end to end) o Electronic invoicing (European strategic decision to centralize invoices flow to better control VAT collection). Conducted preliminary analysis on the IT impacts of this paradigm shift (PD, PPF and OD), listed all use cases and reporting templates
In charge of the Distribution business reporting structure for the European territory - Developed department structure, processes, main reports with key Third party vendors (Zyme, Model N). POC & Expert for Distribution data & analysis - Onboarded Ingram & Techdata with Dell, 2 of the leading worldwide IT wholesalers, dramatically increasing Dell revenue in the 2-Tier selling space. - Built & implemented loyalty programmes for Distributors such as End of Quarters rewards, Marketing Development Funds, Price Protection - Established Sales strategy to Distributors & Channel partners based on purchasing behaviors, gathered from weekly sales out reports & stock inventory at SKU level. - In charge of data interpretation & use for Dell Sales force compensation on Distribution & Channel sales.
Wyse integration lead into Dell Global Commercial Channel EMEA, responsible for pricing, channel partners mapping, onboarding & expansion for acquired Wyse thin clients technology. Part of the Global integration team (orders management, logistics, partner ecosystem, Marketing)
Responsible for the creation and delivery of an exclusive Dell Partner programme across 106 countries in Emerging EMEA, including partners segmentation, requirements and benefits to join the vendor community, training infrastructure building, rewards scheme, partner credibility deliverables (plaques, certificates, daily working guide,...). Leader for future enhancement of the Dell / Partner engagement through qualitative initiatives and partners meetings. Part of Core teams for: - Global migration to a worldwide Partner Portal - Roll out of outsourced tool to monitor Distributor Stock and Sell Out - Global Reseller incentives tools and best practices Specific Achievements: - Partner Programme envisioned, created and approved by the Global organization in less than 6 months. - All Emerging Commercial Distributors onboarded into stock monitoring tool 2 months after roll out vs. 6 months for other clients and Business Units
Created the Mexican Distribution Business, generating more than US$ 3 million in 2 years Reorganized the entire distribution strategy in Latin America, leveraging two central back offices in Mexico and Brazil, with local outsourced distribution in every South American country, and yearly turnover around US$ 10M Respected local variations with products localized to fit the national markets (price, language, presentation, placement)
Doubled Atari Brazil's turnover in 18 months while rationalizing the structure from 20 employees to 10, reorganizing the marketing, distribution, pricing and production strategies to better cover the potential market Increased profit margin from -50% to break-even in 1 year despite adverse economic circumstances Led Atari to reach 20% market share, second only to Electronic Arts from 4th place two years before
Creation of the Fleet Sales department