Developpment marketing - BtoB - B2B - B to B - sales and marketing development
Sales Strategy - Marketing strategy
Segmentation marketing - segmentation stratégique Segmentation Outils marketing - Outil marketing Stratégie Marketing
Action commerciale - Actions commercailes - Efficacité commerciale - puissance commerciale Développement commercial
Sales analysis Analyse de tendance
Plan d'action commercial Plan d'action commercial
Marketing planning Plan marketing
Modèle Kano - kano model - satisfaction client - satisfaction clientsModèle Kano
Pareto - Loi de pareto - modèle de Pareto Modèle Pareto Sales manager, sales and marketing manager b2b, sales development, marketing development, sales strategy, commercial strategy, marketing strategy, marketing planning, kano model, customer satisfaction, pareto, sales development

 
 
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Gilles Hémery

  • 45 years old, single
  • Total mobility France - Abroad
  • Bilingual French - English :
    • 2 years in London - college
    • 15 years professionnal experience

Sales and Marketing manager
Industry - building sector
B2B relationships
 

 

20 years in sales and marketing - B2B relationships
France and international : EU, North and South America, Asia

 
Professional Background and main achievements

Since 2005

ETERNIT

138M€ - 550 people – Production of roofing materials

Sales manager - South France - 42 M€

  • Definition of the commercial strategy
  • Management of the sales team(12 people)
  • Strategy for developing market share for the three product lines.
  • Member of the board
Achievements
  • Total commitment of the sales team to the new orientations and strategies decided
  • Trends of the activity grows from -10% in 2005 to +7% en 2006 and +4% in 2007
  • Strong increase of the market share following an important focus on customer fidelity
  • Strong commitment of the distribution network to the new Eternit image and sales strategy
  • Eternit South district awarded supplier of the year by the major distibution networks
  • New comunicaton strategy for the distribution and the building contractors
 

Mission
from 04/2003
to 05/2004

MEABAN Group

21M€ - 230 people – Chemical industry

Consultant in Strategy and Organisation – sales and marketing

  • Set up of structuring tools : marketing analysis, sales organisation
Achievements
  • The share of the main customers in the total activity grows from 70% to 80%
  • Trends of the margin on 12 month period : +5%
 

from 05/2001
to 10/2002

NEUROCOM

22M€ - 230 people – Security solutions IT environment

Sales and marketing manager

  • Organisation of sales and marketing team (25 people)
  • Focus on customer fidelity
Achievements
  • growth of recurrent contract from 8% to 30% of the activity
 

from 05/1994
to 05/2001

SOVIS St Gobain

25M€ - 230 people – Glass industry

Sales and marketing manager

  • Development of solution – service sales approach
  • Management, recruitment, motivation of the sales team (12 people)
  • Marketing of the added value – new product development
  • International development : North and South America, Asia
Achievements
  • Growth on 5 years : TO from 10M€ to 25M€, margin from 28% to 35%
  • Market share : EU from 53% to 80%, USA from 5% to 40%
  • Set up of a facility in USA (Madison, GA) – TO : 4.3M$ achieved in 4 years
  • Sales in Asia and South America : TO from 0 to 3M€ in 2 years
  • The share of new products (less than 3 years old) reach 25% of the activity
 

from 05/1989
to 05/1994

ECOPHON St Gobain

15M€ - 25 people – Suspended ceiling - building sector

Salesmam (2 years ½ ) then Product manager (2 years ½ )

  • Development of networks :
    • Professional distribution : building materials
    • Specification : Architects, Technical offices
    • Partnership with contractors
  • Customers' benefits : the key for an efficient marketing strategy
  • Product range organisation
Achievements
  • Growth of the product range in 2 years ½ : TO from 1.2M€ to 3.7M€
  • The share of the product range within the global activity grows from 10% to 30%
  • The contribution to the company’s result grows from 20% to 50%
 

from 05/1987
to 05/1989

TELEVEIL then SULZER

Technical remote control - Building sector

Salesman - Paris sector

  • Development of networks :
    • Specification : Architects, Technical offices
    • Partnership with contractors
  • business development
 
Competences
 

Sales
Management

  • Sales strategy definition and implementation
  • Member of the board
  • Organisation of the sales and marketing department
  • Recruitment, management and motivation of the sales team
  • Get the commitment of heterogeneous teams to the company’s goals
 

Business
Development

  • Sales of high added value products/solutions
  • Development of international major accounts
  • Negotiation of contracts over 1.5M€
  • International development : EU, North and South America, Asia
  • Development and management of networks : distribution, sales reps, OEM
 

Marketing the
added value

  • Global market analysis – customers, competitors, suppliers
  • Strategic marketing, marketing planning
  • Corporate image, communication strategy
  • Tools for customers’ satisfaction analysis
  • New products development
 
Education and Languages
 

Graduation

  • CESEM – Groupe ESC Reims

    Diplômes d’Etudes Supérieures Européennes de Management
    Graduated in June 1985

  • Middlesex Polytechnic – London

    Bachelor of Art in European Business Administration
    Graduated in June 1985

  • Le Likès - Quimper

    Baccalauréat C
    Graduated in June 1981
 

Languages

  • English : Bilingual

    • 2 years in London - college
    • 15 years professionnal experience

  • German : Good notions

  • Spanish : Good notions

 
Personal assets and interests
 

Personal assets

  • Strong capacity to self adapt
  • International open minded
  • Personal involvement
  • Dynamic and rigorous
 

Personnal interests

  • Sailing

    Skipper of sailing boats from 30 to 55 ft
    Sailing cruises in France, Caribbean islands, Polynesia, Mediterranean
    with crews up to 12 people

  • Internet

    Strong knowledge in HTML and internet communication tools
    Development of professionnal web sites
    Personnal web-site : www.sales-mkg.org
 
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