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Franck FONTANEL

Pusignan

En résumé

Depuis, plus de 18 ans dans la vente dans le milieu médical, (après un Master en Management,) je gère aujourd'hui une équipe de 11 personnes sur la France, la Suisse et l,Afrique du Nord en temps que Business Unit Director Ventes et Marketing.
Passionné par le Management,Perspicacité,pugnacité, enthousiasme et dynamisme sont 4 qualités me caractérisant .

Mes compétences :
médical
pugnacité
dynamisme
santé
management
Directeur des ventes
lancement de produits

Entreprises

  • Stryker Neurovascular - Business Unit Director France Suisse et Afrique du Nord

    Pusignan 2015 - maintenant P&L responsibility for the Neurovascular Business in Selected Region :
    Reach Annual Target for each Region ( France /switzerland and North Africa ) ;
    maximise operating income as a % + value of sales;
    ensure accurate sales forecasts each month;
    responsible for the regional marketing team to actively promote the Neurovascular portfolio to a broad audience in the healthcare community.
    Manage the team/business
    • Establish solid relationships with customers and ensure the solidity of the sales network.
    • Coach and mentor all direct reports and establish development plans for them to exceed expectations
    • Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the business unit with respect to people, development, retention, succession planning, employee engagement.
    • Ensure the effective management of employee turnover and engagement of sales teams.
    Build and execute on strong sales and marketing plan in line with European marketing strategy
    • Develop a strong sales/marketing plan for the Division in the local market
    • Ensure effective territory and budget setting to drive growth are in place for your business unit.
    • Develop impactful and coordinated actions aimed at higher account customer engagement.
    • Drive customer centric continuous improvement and sales.
    • Be commercially aware and monitor the market and gather competitive intelligence on new products, competitive strategies, industry tactics, and opportunities for business growth.
    • Meet with key clients to assist RSMs/ Sales Reps with maintaining /fostering relationships and negotiating/closing deals.
    • Collaborate with KAM and other division to drive sales

  • STRYKER NEUROVASCULAR - Sales and Marketing Business Unit Manager France /Switzerland / North Africa

    2013 - maintenant

  • BBRAUN CARDIO-VASCULAIRE / ONCOLOGIE - DIRECTEUR NATIONAL

    2009 - 2013 NATIONAL Sales Manager :

    • Annual business plan elaboration
    • Quarterly Sales plan & business revue & adjustment
    • Budget & Expenses management
    • Sales representative activity supervision with personalized coaching for 10 Sales Representatives (2juniors and 8 seniors) and 1Regional Sales Manager
    • Annual business & skills revues my sales team, with personal career development perspective for each sales rep
    • Customer interface and Key Opinion Leaders connectivity
    • Marketing Support for new product launches in relation with the International Marketing team
    • Sales Negotiation support for important Tenders
    • Consignment management on line with the company Policy
    • Set up Sales process with team: Sales execution, (potentials, market share, action plan, market sensing, competition…)
    • Staff meeting Management and Division sales Meeting organisation
    • Monthly report elaboration
    • Team recruitment.

  • BOSTON SCIENTIFIC SA - DIRECTEUR REGIONAL DES VENTES SECTEUR SUD ET EST

    2005 - 2009 NATIONAL Sales Manager : turnover 12M€

    • Annual business plan elaboration
    • Quarterly Sales plan & business revue & adjustment
    • Budget & Expenses management
    • Sales representative activity supervision with personalized coaching for 6 Sales Representatives (2juniors and 3 seniors)
    • Annual business & skills revues my sales team, with personal career development perspective for each sales rep
    • Customer interface and Key Opinion Leaders connectivity
    • Marketing Support for new product launches in relation with the International Marketing team
    • Sales Negotiation support for important Tenders
    • Consignment management on line with the company Policy
    • Set up Sales process with team: Sales execution, (potentials, market share, action plan, market sensing, competition…)
    • Staff meeting Management and Regional sales Meeting organisation
    • Monthly report elaboration
    • Team recruitment.

  • BOSTON SCIENTIFIC S.A - SALES REP AND FIELD SALES TRAINER

    2000 - 2005 3M$ turnover + 300 % growth /5 years
    Boston Scientific Sales Representative for the Peripheral Vascular Division

    • Peripheral vascular portfolio management & promotion towards Interventionalists (interventional radiologists, vascular surgeons and cardiologists) on the PACA region.
    • Market development activities with referral physicians (Nephrologists , Diabetologists)

    Sale Rep of the year for France in 2001/ 2003/ 2005
    President Club in 2003 (Sale Rep of the year for Europe)

    • “Field Sales Trainer” Responsibility :
    Training , Coaching and Technical support for 3 sales reps.
    Workshops organisation and management

  • BRACCO - DELEGUE HOSPITALIER

    1997 - 2000 turnover 1,5 M$ 800% growth in 2 years

    Hospital Sale Rep in X-Ray product for Bracco France in PACA area:

    • Promotion of X-Ray product range for private and public Hospital. Radiologist and Cardiologist approach, Tenders negotiation and Pharmacologist relationships development
    •
    Sales Rep of the Year for France en 1998.

  • SCM FARROUCH - MANIPULATEUR EN RADIOLOGIE

    1991 - 1997 X-Ray technician in Private Clinique in Lyon (69).
     Medical knowledge

Formations

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