Mes compétences :
Team Management
Sales management
Entreprises
CISCO Systems
- Commercial sales manager
2007 - 2015* Team Leadership :
* People Development : talent acquisition strategy and development using coaching and mentoring activities (25% of the sales are involved in CISCO Talent Strategy Review) ;
* Participative management orientation to increase collective positive mindset and performance
* Sales Management :
* Culture of sales achievement : 94M$ quota carrying in product and 16M$ in services (15%YoY growth), 120% achievemement in FY14, 20% YoY Growth ;
* Marketing : increase of the marketshare in the commercial and new customer acquisition using business intelligence, programmatic activities - 25% of the funnel creation from programmatic activities - 100 new customers/franchises each quarter. ;
* Sales reviews : territory account mapping and strategy on commercial with large accounts and review of activities
* Strategy and Planning :
* Involvement in the planning phases each fiscal year to optimize the go to market. ;
* Working model implementation to ensure day 1 readiness and internal/ external buy-in ;
Leadership - Multinational
- Global Account Manager
2007 - 2015* management - 25 individual to drive across the Globe.
* Sales Management : 100% of growth in numbers in 3 years on L'OREAL and LVMH. ;
* Solution selling : penetration of those accounts on all architectures by leveraging business outcomes of the customer. ;
* Involvement in the CISCO France cross-initiatives : I-Count (development pillar) and Next Generation Company white paper - IFAS development. ;
EMC Computer Systems
- Senior Account Manager
2000 - 2006* Team Leadership : specialized sales representatives, customer services, presales. ;
* Negotiation at CxO Level to close the agreement between EMC and Credit Agricole Group(1st largest bank in France, 2nd major account for EMC EUR 23,000,000 each year), Achievement of the quota (105% on 2004, 110% on 2005). ;
* Solution selling : Responsible for the whole portfolio (hardware, software and services) to reach the expected product mix. ;
* Account Manager (3 years) - banking and major insurance accounts ;
* Building of the account strategy based on ESP-Siebel methodology ;
* Achievement of the quota ( EUR 5,000,000 each year) ;
* Achievement of qualitative objectives (+100% of the penetration rate on insurance accounts) ;
BMC Software
- Sales Specialist - banking
Courbevoie1998 - 2000* Development of specialised sales for the end to end management suite. ;
* Achievement of the quota ( EUR 1,000,000 each year) ;
Computer Associates
- Sales representative
Puteaux1996 - 1998* Implementation of the account strategy : survey on major issues on the account and position of the company in the account in order to sell the right solution at the right customer. ;
* Follow up of the portfolio : increase of the revenue by 25% each year. ;
