Menu

Freddy COUCHY

NOISY-LE-GRAND

En résumé

A business professional with over ten years experience developing new businesses with major companies in the industrial, automotive and aerospace markets. I am trained in key account management and complex sales. I am comfortable negotiating with all management levels with a strong customer-driven and profit-generating approach. My academic background involves international purchasing, as well as business development experience; both allow me to elaborate efficient customer value proposals in an international and multicultural environment.

Due to business retention and globalization, selling face is changing. Before, selling was transactional and product focused ; nowadays selling has become relational , consultative , customer focused and catered to the buyers needs.

I'm deeply convinced that all stakeholders ( in the value chain) within a company should be involved in the client's satisfaction. Companies have to be more flexible , people have to share more informations. I really believe in communication between people and participative management to liberate innovation concerning products and services. As a conductor , the key account manager has to coordinate all stakeholders to achieve goals and play a good "symphony".

Mes compétences :
Team building
Management commercial
Prospection de clients
Sourcing international
Gestion de la relation client
Business Intelligence
Communication événementielle
Marketing
Key account management
P&L analysis

Entreprises

  • AKAM - Board Member

    2016 - maintenant AKAM: Association pan européenne , ayant pour objectif de professionnaliser la fonction de Key Account Manager.
    Elle est composée d'académiciens et de praticiens du Key Account Management.
    En charge de la promotion et des partenariats
  • FACOM - Cadre commercial

    Morangis 2007 - 2014 Business development

    Responsibilities:

    • Design and implement sales strategies in the Paris region
    • Develop sales through industrial distributors network ( Descours & Cabaud, OREXAD, DOM PRO , SOCODA , MASTER PRO) and key accounts companies in industrial markets such as automotive and aerospace: RENAULT / PSA PEUGEOT CITROEN / SAFRAN Group ( SNECMA , HISPANO SUIZA, TURBO MECA, SAGEM) / DASSAULT / AIRBUS HELICOPTERS/ AIR FRANCE INDUSTRIE / ALSTOM / RATP / SNCF /EDF/ small and medium enterprises
    • Create action plans and schedules to identify specific targets and prospective clients
    • Manage distributors with program development, training, end-user prospecting and customer events
    • Evaluate distributors and key accounts performance
    • Build strong and strategic relationships with key industrial accounts
    • Develop multi-contacts within the key account offices
    • Identify and resolve client technical problematic (product demonstration and prescription)
    • Coordinate stakeholders within the company to ensure customer orders are built and delivered accurately
    • Measure and report on share wallet for FACOM and competitor products and services to aid in the formation of new company marketing strategies.
    • Participate in industrial trade shows and aircraft exhibition: the International Paris Air Show at “Le Bourget “


    Technical Skills :

    • Torque control and power tools expertise
    • European Handtools Norm : ISO 6789
    • CRM User : " Ermis"
    • Analytical Mind
    • partnership development
    • Training people
    • Generate revenue and client relationship
    • Marketing Plan
    • Financial Accounting
    • Cross functional-team management
    • Problem solving
    • capability of using persuasive and solution selling skills

    Human Skills :

    • Positive attitude in stressful situations
    • Self-motivated individual with the desire to succeed and motivate others
    • Curiosity
    • Team spirit
    • Autonomous in my task
    • Empathy
    • Loyalty
    • Open minded
    • Pedagogue approach
  • Orexad - Représentant commercial regional grands comptes

    2006 - 2006 KEY ACCOUNTS : RATP / SAFRAN group / EDF

    • Create marketing and corrective plans to accelerate sales
    • Elaborate quotations & technicals advises to customers
    • Elaborate new key account prospective plans
    • Create reports with KPIS to customer purchaser
    • Quarterly business review and frequent monthly reports tracking attainment to goals
    • Propose profitability improvement plan to customer purchaser.
    • Business intelligence and long decision process management
  • Pc city - Chef de produit junior

    Paris 2004 - 2005 PC CITY, a French Subdivision of DIXONS Retail Group : Leading UK consumer electronic retailer / Paris .The Equivalent of PC WORLD in UK
    Mission :

    Technical Skills :

    • Communicate with stores to deploy new products and commercials actions,
    • Analyse market competition.
    • Develop corrective plan.
    • Negociate with main suppliers : HP / Hewlett packard / Fujitsu -Siemens /Toshiba
    • Elaborate notebooks range after a market analysis

    Human skills:

    • Leadership
    • Communicating person
    • Initiative person

Formations

  • Chartered Institute Of Marketing

    London 2015 - 2015 certification

    This programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts.

    some Learnings outcomes :

    Recognise which customers are key accounts.
    Understand the scope of the key account management role.
    Recognise the stages of a key account relationship.
    Develop a strategic key account plan.
  • ESSEC Business School

    Cergy Pontoise 2015 - 2016 Mastere specialisé

    Acquired the basics of purchasing management and key account management within an international company. Understanding links and problematics between purchasing and other departments in order to create value , the relationship between strategic supplier and buyer. Learned the skills necessary to negotiate for a purchasing manager within an international and multicultural context.
  • ICD GROUPE IGS

    Paris 2003 - 2004 mastere

    Master’s Degree in international business development
    This Master Program is offered to students who wish to develop modern business visions and pragmatic management skills. Graduates initiate careers in a wide range of fields such as business development, export area management, international retailing, purchasing, business development in consulting agencies, international business unit
  • IUT Paris XIII

    Villetaneuse 2002 - 2003 Licence professionnelle de commerce

    ingenierie des biens et des services industriels.

    In Part time within a semi conductor company called STI. In charge of increasing sales consumable products such as WAFERS (silicon chip) in Southern Europe.
    Type of clients : ST MICROELECTRONICS / ALTIS SEMI CONDUCTOR / PHYSICS' UNIVERSITIES / PHYSICS RESEARCH LABORATORIES
  • Lycée Voillaume

    Aulnay Sous Bois 1999 - 2001 BTS TECHNICO-COMMERCIAL ELECTROTECHNIQUE

    PHYSICS / MECHANICS/ ELECTRONICS / BUSINESS
  • Lycée René Cassin

    Noisiel 1996 - 1999 BAC STI F3

    Génie Electrotechnique option Electricité et Mécanique

Réseau