Eric André SALON

En résumé

Entreprises

• Orange - Programme Management Office

  Paris 2019 - maintenant Drive and build with the executive committee the Orange Grand Ouest strategy, business model and roadmap ensuring coherence and prioritization between national and territory programs.
  *Build the governance and steering mechanisms for the implementation of Orange Grand Ouest roadmap.
  *Establish organization-wide governance, program reporting with a focus on value added and early identification and resolution of risk and issues.
  *Use programs as a driver for engagement, agile practices adoption and leadership expansion.
  *Contribute to the definition/inflexion of the national strategy, by being a stakeholder in the executive project development process, by leading think tanks upstream in the Orange Ouest territories, by bringing insights and by highlighting emerging topics.

• Orange - Directeur Commercial Ouest

  Paris 2014 - 2019  Measure, analyze and drive sales performance on the consumers’ and small businesses’ highly competitive telecommunications markets of Western France (2/3 of customer base equipped with convergent offers).
   Design and implement a quarterly cross-channel marketing plan, Negotiate and set distribution channels objectives.
   Innovate to support channels to win better cooperation and to enhance chances of success.
   Launch successfully the distribution of innovative new offers such as Orange Bank.

• Orange - Chief Retail and Sales Officer

  Paris 2009 - 2014  Designed and implemented the strategic plan to set-up a winning sales and distribution network in the French West Indies (250 people, 100 point of sales, 21 retailers, and 2 wholesalers).
   The mass-market distribution contributes to 96% of mobile sales and 70% of broadband and wire line sales.
   Merged and relocated, in the best commercial areas, the 2 owned distribution networks (Orange Caraibe and France Telecom) into one single network selling the full range of offers, mobile, broadband, wire line and TV to residential and business customers (with 30% less shops, sales contribution rose from 45% to 51% allowing a similar cut down of cash out sales fees and dividing by 1.7 sales costs per unit)
   Rationalized indirect distribution networks and rolled out a franchise concept of shops selling broadband, wire line and TV offers in addition to mobile (broadband contribution reached 17% on 1st year of launch)
   Redesigned the distribution processes in relation with the distributor’s life cycle
   Developed airtime distribution from 400 to 600 points of sales, signing up with an additional wholesaler
   Net Promoter Score multiplied by 2 and contribution to the significant slowdown of market share losses (Orange is the market leader in the French West Indies)
   Mix postpaid 65% and prepaid 35% while market averages are 48% postpaid and 52% prepaid

• France Telecom Agence Distribution - Retail Sales Branch Director Nord de France

  2005 - 2008 * Ran a distribution network of 67 owned shops, 750 people, contributing to more than 10% of national sales
   Merged 2 distribution networks into a single one, relocated shops in the best commercial areas
   Developed sales to business customers
   Sales objectives always outperformed not only in sales volume but also in turnover and products and services mix (winner of the national sales incentives every year)

• France Telecom Agence Distribution - Regional Director of Sales And Marketing Languedoc-Roussillon

  2003 - 2005  Organized and managed sales support and deputy director of a network of 30 owned shops and 350 people.
   Set-up and negotiated sales forecasts, budgets and objectives
   Monitored and developed performance (implemented innovative monitoring tools)
   Designed and implemented quarterly trade marketing plans to develop sales
   Carried out shop lifting and merchandising
   Performed sales force training
   Designed and improved sales and after sales processes

• France Telecom Agence - Operations & Support Marketing Manager

  2000 - 2003  Organized and Managed sales channels support (shops and call centres) designed and implemented the retention marketing plan
   Set-up and negotiated sales forecasts, budgets and objectives
   Performed sales force training
   Designed and Implemented quarterly trade marketing plans
   Designed and Implemented quarterly retention marketing plans (10% contribution to total sales). Direct marketing awards winner in 2002 for a win back campaign on consumers and in 2001 for a web sites cross-selling campaign on business customers.

• Mobistar - Director International Business Development Benelux countries

  Bois Colombes 1996 - 2000  Ran projects teams to set-up the strategic plans to enter the telecommunications market of the Benelux countries.
   Surveyed the markets, designed the strategic plans and business plans
   Searched for, and conducted negotiations with potential partners in Belgium and The Netherlands to set-up joint ventures (Telenet, Casema, SouthCo, Win)
   Contributed to strategic plans and negotiations to set-up mobile operations in The Netherlands and Luxemburg
   Designed and implemented, using a TTM like approach, the marketing plan to launch pioneer VoIP and broadband offers over cable networks (market survey, segmentation, positioning, marketing mix, market trial)

• France Telecom Agence Entreprises Paris Haussmann - Corporate Sales Manager

  1993 - 1996   Managed a team of 7 sales executives to develop sales on a portfolio of 250 large and major accounts (customers in the banking, insurance, transportation and services industries as well as the US and UK embassies and consulates)
   Sales objectives always outperformed not only in volumes but also in turnover and products and service mix

• France Telecom Agence Paris - Consumer Sales Manager and Business Sales Manager

  1989 - 1992   Managed shop and call centre sales teams on consumers and business markets (30 consumers sales persons and a portfolio of 300,000 customers, 10 business sales persons and a portfolio of 15,000 business customers)
   Sales objectives always outperformed not only in volumes but also in turnover and products and service mix

Formations

• Stanford Graduate School Of Business (Stanford)

  Stanford 2018 - 2019 Stanford LEAD: Corporate Innovation Certificate
  
  The Stanford LEAD: Corporate Innovation Certificate is a year-long, 8-course program on key business fundamentals: finance, strategy, and critical thinking, as well as elective options such as design thinking and the innovation process, building business models, negotiation strategies, and overcoming resistance to change. Throughout the program, participants exchange ideas and collaborate on proje

• Solerni - Orange

  Mooc 2016 - 2016 badges
  
  Animateur de Communautés sur les réseaux et médias sociaux
  SPOC (Small Private Open Class) Solerni/Orange
  note global 19.7/20
  

• Lyon, France And Cranfield University

  Lyon 2004 - 2004 International Talent Practices Management logistics, conducted intrapreneurship project

• The George Washington University (London)

  London 1999 - 1999 programme office management, project management

• Corporate Accounts Sales School

  Paris 1992 - 1992

• Université Paris I - Pantheon Sorbonne

  Paris 1986 - 1987 Master of Business Administration
  
  Diplôme d'Études Supérieures Spécialisées en Langues Étrangères Appliquées à l'Économie (MBA degree)
  majors in marketing and communication and business strategy

• Université Aix Marseille II

  Aix En Provence 1982 - 1986 BsC
  
  majors in economics and business 1982 - June 1986

Réseau

• Aurélien WILLEM

• Christophe JACQUES

• Eric BUSCAILL

• Eric BARBIER

• Jérôme GOY

• Jérôme LE HÉNAFF

• José DIAS

• Leveque STÉPHANE

• Pascal BRILLOUET

• Rachid DJEZIRI