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Eric THUILLARD

  • Enkom/Suntel Group
  • Managing Director

Lausanne, Genève, Bern, Sursee, Jona

En résumé

Seasoned and growth-oriented Business Leader with extensive experience in driving business growth, optimising operational efficiencies, and maximising profitability for B2B organisations.

Leader with EMBA in Management and Corporate Finance, skilled in building and leading high-performing teams to achieve and exceed corporate objectives. Big-picture and out-of-the-box thinker, expert in analysing market trends, identifying opportunities, and developing innovative business solutions. Proven track record of developing and implementing strategic initiatives to enhance overall organisational performance. Demonstrated expertise in financial management, budget planning, and cost control strategies. Exceptional communication and negotiation skills with a focus on fostering collaboration and driving results. Strong ability to cultivate and maintain key relationships with stakeholders, clients, and partners. Experienced in working with multicultural teams in Silicon Valley, USA, and German Switzerland. Recognised for integrity, resilience, and a customer-centric approach.

Entreprises

  • Enkom/Suntel Group - Managing Director

    Direction générale | Lausanne, Genève, Bern, Sursee, Jona 2021 - maintenant Member of the Management Board of Enkom AG and Suntel Switzerland AG.

    In this role, I lead teams of up to 40 staff members in the deployment of FTTx fiber optic systems and mobile antennas, including the execution of relevant calculations and measurements.

    Selected Accomplishments:
    • Increased sales revenue and improved Gross Profit 2 (GPII) significantly by deploying a new incentive policy for installers, leading to higher productivity and better margins.
    • Surpassed challenging sales targets in a competitive environment by securing 6 new strategic contracts and diversifying the customer base from 1 existing client to 6.
    • Secured mandates that extended the project pipeline through to 2030 and beyond, driving annual sales forecasts to double-digit growth from 2025 to 2030.

  • Sunrise Communications AG - Senior Sales Team Manager

    Commercial | Genève, Lausanne, Zürich 2016 - 2020 Senior Sales Team Manager (FR/EN/DE)

    Led a team of up to 10 responsible for more than 80 large corporate accounts with CHF 20M+ turnover across West Switzerland.

    Selected Accomplishments:
    ▪ Transformed a disorganised, unmotivated, and poorly perceived team into a first-rate, high-performing unit.
    ▪ Delivered significant sales growth by exceeding targets several times within a saturated telecom market.
    ▪ Enhanced decision-making processes by integrating KPI/statistical tools after CRM and sales pipeline clean up and establish- ment of a weekly sales forecast and funnel report.
    ▪ Improved sales incentives by proposing and implementing new process, then shared best practices with cross-functional teams.

  • Orange - Sales Team Manager

    Commercial | Lausanne, Biel, Zürich 2012 - 2016 Sales Team Manager (FR/EN/DE)

    Spearheaded a team of up to 9, overseeing SME accounts in West & South Switzerland, providing mobile, fixed network solutions, and M2M technologies. Oversaw account retention for 300+ firms, managing approximately 10,000 subscribers and a turnover of CHF 35M+. Led business development through new acquisitions and partnerships while enhancing product and solution offerings. Fostered relationships with indirect channels, including resellers, to amplify market reach. Developed and executed innovative sales strategies to navigate complex challenges, including significant internal reorganisations and IT system transformations, as well as external factors like client distrust and aggressive pricing competition.

    Selected Accomplishments:
    ▪ Exceeded sales targets by an average of 160% across retention, acquisition, and indirect channels.
    ▪ Recruited and mentored 4 new sales professionals in business development, who quickly become top performers.
    ▪ Increased offer requests by 300% by implementing a new selling strategy to address prospects’ and competitors’ lack of information.
    ▪ Played a pivotal role in shaping new product portfolios, contributing to the commercial success and market adoption.
    ▪ Improved retention rates by implementing a data analytics approach that reduced customer churn.

Formations

  • MIT Sloan

    Lausanne 2024 - maintenant Executive Program in AI & data analytics, business strategy and practical applications

  • HEC Université De Lausanne HEC (Lausanne)

    2010 - 2011 Executive MBA in Corporate Finance and Management

  • HEC Université De Lausanne (Lausanne)

    Lausanne, Genève 2002 - 2003 Postgrade en Marketing Management

  • Ecole Polytechnique Fédérale De Lausanne (EPFL) (Lausanne)

    1993 - 1997 Master en Microtechnics/Microtechnologies (MSEE)

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