Greater Paris Metropolitan Region
Chez Groupe Luminess, mon rôle en tant que Directeur exécutif commerce s'ancre dans la maîtrise des plateformes transactionnelles et l'automatisation des processus client/fournisseur. Mon expertise s'étend de l'intelligence artificielle à l'identité numérique, des compétences acquises grâce à plus d'un an de leadership en vente chez Opportunity et à mon expérience précédente chez Quadient. Mon objectif est d'optimiser l'efficacité commerciale et de développer des solutions digitales qui répondent aux enjeux de nos clients. Avec une équipe de plus de trente-cinq personnes, nous collaborons pour transformer les relations clients et accroître la productivité grâce à l'innovation et à une approche centrée sur les besoins spécifiques du marché français du numérique.
A major player in the French digital ecosystem, our teams combine expertise et business knowledge Luminess solutions provide concrete answers to the challenges of digitalizing customer/supplier relationships. Our transactional platforms manage processes such as remote entry into a relationship, identity verification, automation of documentary processes, etc. Managing the sales (direct and Channel), presales and marketing teams (35p+)
Opportunity is a French software editor, generating €25 million in revenue around customer interaction digitization. We assist businesses with three key challenges: how to reach their customers, how to increase productivity and revenue, and how to stay compliant with regulatory constraints. To achieve this, we rely on an AI platform that automates and personalizes customer touchpoints through media such as email, SMS, callbots, and videobots. Leading the SDR, KAM, presales and CSM teams (+18p)
Leading the sales and partner enablement & programs team in EMEA and NORAM. Define programs to accelerate booking and revenue on our new solutions (financial automation management)
QUADIENT (EURONEXT PARIS) is the major company in documents flows and business process automation (SaaS). We are 7th French software editor in 2021, based on Truffle survey. Our purpose is to advise our customers in their digital transformation by proposing innovating solutions which fit to their business and improve their customer interaction. Area: NORAM, FRANCE/BENELUX, DACHIT and UKIE regions (4 GM, 15 SVP, 70 sales managers and +500 sales reps, inside sales and csm) REVENUE OPERATION - SaaS and software solution -improve and maximise revenue by managing the business performance indicators - booking target - ARR - sales, marketing/lead generation, service expenses - onboarding, customer usage and churn - drive sales efficiency through sales process and methodology - challenge the general managers and sales directors to increase performance - share best practises between the regions - drive finance and sales departments to align KPI and revenue management STRATEGY -build the 3 years plan (revenue, booking, Ebit) -build the go-to-market strategy per country
MANAGING the transformation of sales teams (150 sales people + 20 sales managers) from hardware to digital solutions (SaaS and software connected to ERP/CRM) on B2B market. - Create and define sales dashboards and KPI - Improve the commercial efficiency to accelerate sales with new sales book, business approach and CRM process efficiency (Salesforce). - Coach, motivate and train branch directors, sales managers and sales executives (with sales enablement manager and sales trainers). BUSINESS - Achieve quotas for the French sales team with weekly/monthly/quarterly reviews - Drive sales activity and revenue forecast - Close big deals at a C-level - Define and deploy GTM strategy with the marketing department - Define sales strategy through our different channels (direct, channel with ERP/CRM editors, ressellers and partners). - Identify new vertical markets and launch sales plans - Target and structure sales approach with targeted campaigns -1 year mission acting as a Regional Sales Director (direct management of 4 managers and 35 sales reps) Environment: ERP/CRM, SaaS and software, AP/AR (account payable and account receivable) and payslips documents flows, dematerialized documents.
ITANCIA is a leading value-added distributor, a pan-European and African specialist of professional communication solutions. MANAGEMENT -lead, hire, motivate and coach 15 Channel managers in France (10 account managers and 5 presales engineers). -develop the skills of the team by training (technical and commercial). -improve internal process to optimize commercial efficiency. -provide forecast and pipe review to the board members. -define and execute sales plan. -optimise the organisation the sales team (customers and/or area portefolio) BUSINESS -business development on operators, service providers and IT markets with resellers and partners. -cross-selling and up-selling on our customer database with new services and products. -close big deals with CxO level contacts. STRATEGY/ALLIANCES -develop ITANCIA portfolio by identifying and lauching new partnerships. -actif member of professionnal telecom CxO groups. -organize marketing events to promote and develop new solutions. -give relevant information to our partners through different ways: speech in meeting, newsletters, dedicated event, business review, professional exhibitions...
SFR is the number one alternative telecoms operator in France. SFR is also an operator providing a comprehensive range of services meeting the expectations of private and business customers alike, offering them the best of the digital world. Wholesale division - international and national markets. -design technical and commercial propositions in telco (P&L, ROI). -advise and support the strategic customer choices. -give an expert eye and challenge resellers decisions to maximize business success. -manage and coordinate internal ressources in big deals. -train and coach sales and technical sales Teams of our customers. -work the project management to optimize deployment stage (technical, billing, trouble ticket...)