Sales and Marketing manager
Industry - building sector
B2B relationships
 

2.1 Md € - 18 000 people – Industrial Building Materials

European Business Manager - Brussels

• Responsible for a new european activity : Reinforced cement board for interior
• Definition and implementation of the European sales and marketing strategy
• With the European companies, in charge of creating the sales and marketing structures
• Coordination with the industrial development managers
• Member of the board

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

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%

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

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

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%

TELEVEIL then SULZER

Technical remote control - Building sector

Salesman - Paris sector

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

• 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

• 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

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

• 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

• English : Bilingual

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

• German : Good notions

• Spanish : Good notions

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

• 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