Menu

Frederic MALLERET

ANGERS

En résumé

Directeur commercial / gestionnaire grands comptes

Compétences
• Professionnel de la vente B2B, motivé et dynamique, démontrant de réelles et prouvées compétences dans le domaine des ventes et du business développement.
Expérience acquise au sein de sociétés leader telles que Emerson / Leroy-Somer, BEI Kimco Inc. (maintenant Schneider Electric), Danaher / Pacific Scientific et plus récemment Meggitt (ATA26 Fire Protection, ATA24 power on board, actuation, avionic, ….)
• Etablissant des stratégies d’approche marché et garant d’une vision marketing, reflet de son expérience et connaissances en Europe et plus largement EMEA (mix entre OEMs et marchés support après-vente, MRO)
• Charisme et personnalité ouverte permettant d’œuvrer tant au niveau stratégique avec des relations de 1er ordre, que de suivre pragmatiquement l’avancement de projets et programmes avec toutes les disciplines impliquées (achats, engineering, qualité, programme, …), des premiers prémices jusqu’à la négociation finale et au développement affèrent.
• Identifiant des business par-delà les opportunités traditionnelles, afin de développer et garantir plus encore la pénétration marché et les revenus qui en découlent.
• Convaincu de l’excellence du service envers la clientèle afin de la fidéliser et de construire une relation loyale et fidèle de long terme.
• Formation technique permettant la compréhension de problématiques d’engineering, doublé d’une expérience en vente et négociation de contrats de $M, dans un environnement international et multi culturel
• Pratique courante de l’anglais, de l’allemand avec références et contacts en Europe entière.
• Connaissance large et complète de l’environnement concurrentiel dans les spécialités ci-dessous.

Spécialités
• Aerospace / Défense / Marine – Applications “plus électriques” / Systèmes de sécurité
• Développement de nouveaux business / Leadership et management de ventes / Négociation
• Management de grands comptes / Strategic Business to Business (B2B) et partenariats industriels et commerciaux
• Stratégies d’approche marchés / Gestion de la relation client, incl. acquisition, JVs ou accords commerciaux
• Capacités d’adaptation et agilité à se reconfigurer, quand la situation l’impose


Mes compétences :
Business development
Aéronautique
Management
Export
Développement commercial
Négociation
Marketing
Vente
influencing and management skills
customer support
benchmarking
Business to Business
Aerospace

Entreprises

  • CIRCOR Aerospace BODET - Sales & Marketing Director

    2015 - maintenant Directeur Commercial & Marketing CIRCOR Bodet
    Membre du Comite de Direction

    CIRCOR Bodet : 2 sites, Anjou (Chemille) et Maroc (Tanger)
    Integré dans CIRCOR Aerospace & Defense, CAD avec CIRCOR Industria (94)

    Developpement de l'activité equipement :
    - produits phares : braking systems equipments, mecaniques, hydro-mecaniques et electro-mecaniques et en particulier, Tachymetres (WSTs) et BPTUs (Brake Pedal Transmitter Units)
    - valeur ajoutée proposée aux clients historiques et à de nouveaux prospects dans la demarche de developpement des activités ''Plus electriques", MEA, etc ... developpement de solutions innovantes en moteurs electriques, starter/generators, etc ....
    - Presentation d'une offre d'equipement plus globale avec capabilities des stés soeurs Industria, Aerodyne (NY, USA) et Circle Seal Corona (CA, USA), offrant une possible reduction du nbre de fournisseurs
  • Meggitt Equipment Group - Sales Director, Cont'al Europe - Meggitt Equipment Group

    2011 - 2014 Following acquisition of Pacific Scientific Aerospace, div. of Danaher, by Meggit PLC, 6 ex Pac Sci divisions are now integrated into Meggitt Equipment Group and integrated in a more larger product portfolio
    In addition to below described brands, others are :

    Meggitt Avionic UK

    Meggitt Training Systems, UK / US

    Meggitt Defense Systems Inc. US

    Meggitt Safety Systems Inc. US, feat. also HTL Kin Tech brands ie offering a full ATA26 system capability (A/C Fire Protection)

    note : Joslyn Sunbank have been divested and acquired by Souriau Esterline (end 2013)
  • Pacific Scientific Aerospace - European Sales Director

    2006 - 2011 Danaher, European Sales Director, front-end business development for a very large equipment portfolio, encompassing Actuation
    systems, Power Generation / Conversion / Batteries, Safety Systems (Fire Protection, Crew seats restraints, High Pressure
    reservoirs for emergency actuations, ...), Avionic ... , identifying opportunities and steering them to relevant business unit, from
    identification and preliminary information (even before RFI) to business award, supporting the BU's bid team in providing
    intelligence, insights, competitive environment, etc ... to insure best chances to win.
    Main accounts / contacts are Dassault, Airbus, Airbus Helicopters, Pilatus, Thales, Safran Group (Sagem, Snecma,
    Turbomeca, Aircelle, MBD ...), Zodiac Group (ECE, Intertechnique, Precilec ...), Alenia, Agusta-Westland, Rheinmetall,
    MBDA, Sogerma, Sabena Technics, Jet Aviation, RUAG, ...
    Solid track record of new business on new platforms with green and more electric applications : A380, A400M, A350 (Airbus
    platforms mainly through tier1s but solid contacts within airframer), EC175, EC225/725, X4, Falcon 7X, 5X (Eurocopter and
    Dassault direct businesses and contacts), Snecma and Turbomeca engines (CFM, Leap, Silvercrest, Makila, RTM, Arrano) ...
    closing some multi-millions USD programs and insuring good and on-time development with teams.
    High-level customer relationship to develop strategic partnership and foster cooperation on new programs as well as AR&T
    strategy, insuring therefore long term profit and returns.
    No direct report, but multiples doted-line reports in different countries to insure success on # multi-millions businesses.
    Experience of international and multi talents teams to get best of and maximize capabilities to win.
  • Meggitt - Sales Director Continental Europe, Aerospace & Defense

    Paris 2006 - 2014
  • Danaher - Sales Manager, Cont'al Europe for Pac Sci Aerospace

    Washington 2006 - 2014 see below topics listed under Pacific Scientific Aerospace ... Pac Sci is a division of Danaher
  • Pacific Scientific Aerospace and Defense - Sales Manager, Continental Europe

    2006 - 2014 Our A&D brands include the following brands, and harness capabilities in MOTION, POWER, SAFETY and SERVICES :
    *OECO (EKD) - Portland, OR : Power conversion, electronic assemblies, also integrating former EKD div (Elektro Kinetics): Power generation
    *Securaplane - Tucson, AZ (STI) :
    - on-board / outboard cameras and security systems
    - batteries, battery chargers
    *Artus - Angers, FR :
    - Electric motors & actuators, power conversion
    *TFE - Toulouse, FR (Div of Artus)
    Power conversion, drives, software design (DO 278 cl. A)
    *HTL - Kin Tech - Duarte, CA (now integrated into MSSI in Simi Valley, CA)
    - Seat restraints for technical seats
    - Full ATA26 capabilities through integration in Meggitt Safety System - Simi Valley, CA
    * Thomson Ballscrews - Saginaw, MI and Barnstaple, UK
    Ballscrews for flight critical and commodity applications : eBrake, Pylon conversion, flight controls, missile fin actuation
    *Aviation Services : aerospace products R&O
  • Pacific Scientific Aerospace - Sales Manager Continental Europe

    2006 - 2014 Working in close cooperation with each A&D Division Sales and PM / engineering staffs, accountable for developing the business by acquiring new market share, while consolidating existing relationship and developing them at group level.
    Exploring synergies between divisions by each respective key account, proposing strategic ventures to GMs, ...
  • Kimco Magnetic - European Sales Manager

    2003 - 2006 European Sales Manager for a SME size company, being part of BEI Inc. (acquired then by Schneider Electric). Accountable
    for geographical coverage through management, selection, change of authorized exclusive representatives on two main
    markets, Semi-conductor industry and Medical with some adjacent markets on Aerospace, Space and Defense. Managed key
    European accounts directly.
    Grew the business in two years of more than 50% percent.
  • BEI Kimco Magnetics, Vista CA (part of Schneider Electric, CST Platform) - Sales Manager Europe

    2003 - 2006 Consolidating existing business, developing new business around novel actuation system ie Voice Coil actuators : most of business done in Medical and Semi-conductor industry, a bit in Aerospace. Managing, and sometime recruiting an european network of sales representatives and distributors.
  • Danaher Aerospace - Sales & Contract manager

    1999 - 2003 Artus, a div of Kollmorgen and then Sales & Contract manager for Aerospace and Defense products : electric motors / actuators, position sensors and servo
    systems. generators, ... Grew existing business by developing strategic relationship with Tier 1 Aerospace suppliers in France
    (MBDA, Sagem (Safran), Thales, Zodiac ...), UK (Thales, Goodrich (now UTAS), ...), Italy (Finmeccanica, Selex, Alenia...),
    Scandinavia (Saab, CTT, Kongsberg, ...) & Germany (Diehl, LFK (now MBDA), Liebherr, Airbus, Rheinmetall, MTU...), Spain
    (CASA, Sener, ...)
  • Kollmorgen Artus (now part of Pacific Scientific Aerospace) - Sales Manager, Electric motors and Position Sensors

    1996 - 2003 Sales and Contract manager for electric custom motors (more electric aircraft applications : flight controls, EBrake, misc actuation motion, ...) and position pick-up units (RVDTs, LVDTs)
    Growth the business in developing strategic relationship with Tier 1 Aerospace supplier in France, UK, Italy, Sweden & Germany.
  • Artus - Sales Manager, Electric motors and Position Sensors

    1996 - 2003 See experience on Kollmorgen Artus
  • Alstom - Marine Market Manager

    1995 - 1999 ACEO, a former div of Alstom, div of Leroy-Somer, Emerson

    for large size synchronous machines used on board of cruise liners or high technology carriers
    (chemical tankers, ..) as generator for on-board powerplants (Caterpillar, Wärtsilä, Sulzer, ...) and/or synchronous drive
    installed in hull or in pods (Cegelec (now Converteam), Alstom, ...).
  • Leroy-Somer ACEO (Ateliers Construction Electrique d'Orléans, former Alsthom) - Sales and Program Manager, Marine applications

    1995 - 1999 ACEO - Orleans factory : large size synchronous machines (1,5 to 25 MVA). Worked primarily on Marine application, developing sales and managing ambitious programs of diesel electric propulsion power package (generating sets with major diesel engines makers MAN, Wärtsila, Cat, GMT, Sulzer, ...), synchronous motors for main propulsion, drive and control systems mainly supplied by Alstom Cegelec Belfort).
    Worked also on cogeneration (BHKW) platforms, especially with Jenbacher Werk in Austria, setting up a till today very fruitful cooperation
  • Leroy Somer (Groupe EMERSON) - Sales and Program Manager, Marine applications

    Angouleme 1995 - 1999 See experience under Leroy-Somer ACEO (Orleans)
  • Leroy-Somer GmbH - Started a civil servant

    1988 - 1995 (VSNE), accomplishing 16 months of national duty in being synchronous generator MRO specialist in
    Germany, and then promoted later to assistant to GM, responsible for key DC Motors key accounts, training of the sales
    forces, supporting network on those products, managing Key Accounts.
  • Leroy-Somer GmbH (German filiale) - Sales and Product Manager, large DC motors - German market

    1988 - 1995 Leroy Somer GmbH, Frankurt / Main (Germany) ... started as VSNE (civil military duty, now equivalent to VIE), as Maintenance engineer for large synchronous generator, moved into a Inside Sales assistant position, being also assistant to GM with regard to certain strategic industrial cooperation. Was named large DC motor product manager, in charge of key account management, training of the sales force, interfaces with French design and production sites for both rotary machines (CEB Beaucourt, Angouleme), as well as inverters (Leroy-Somer + Control Techniques)

Formations

Pas de formation renseignée

Réseau

Annuaire des membres :