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Invigo (Libanese start up specialized in device management solutions)
- VP Sales Europe
2014 - maintenant
Build Invigo business in Europe, selling to mobile operators device management solutions, addressing the needs of their :
- network teams, to configure devices on the network, with competitors such as MFormation
- consumer teams, to manage remotely devices in after sales with competitors such as Aetherpal
- enterprise teams, for fleet managers to manage their employees mobile fleet, with competitors such as VMWare / Airwatch
Results : First tenders won, with local or global agreements, with Telia Sonera Orange, Deutsche Telekom, Telenor...
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TELMAP (Israeli start up specialized in cloud navigation software & location based native advertisin
- VP Sales Western Europe, after Telmap's acquisition by Intel
2011 - 2013
Drive the strategy change across Western Europe (UK, France, Germany, Spain, Italy...) :
- to better fit Intel's post acquisition strategy around location platform API, Big Data & Predictive Intelligence
- to better fight against Google Maps / Waze, Nokia Here Maps, Apple Maps...
Move from license revenue with operators to freemium revenues on native advertising & premium content
Evangelize advertisers, ad sales & ad networks to sell native location based advertising under CPM, CPC or CPA models
Sign partnerships with content providers / other OTT players to sell premium content under revenue sharing agreement
Move from a navigation application to a location application, advising product roadmap & new content features implementation
Define new KPI, building the right tracking tool around acquisition, loyalty & monetization
Switch from white label application to branded OTT application, influencing brand & marketing plan around app stores, viral marketing...
Expand / maintain distribution partnerships (embedding, tariffs inclusion) with Tier 1 operators (Vodafone, Orange, Telefonica)
Restructure the European sales team, moving from a buying group structure to a country organization (Around 15 people)
Result : In 2 years time, implementation of the new strategy, building a business up to 30 M€ and 15 million users (70% of Telmap total turnover) and a team up to 15 people, gaining traction on premium & native LBA evenues.
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Telmap (Israeli start up specialized in cloud navigation software & location based native advertisin
- VP Sales European operators (before Telmap's acquisition by Intel)
2009 - 2011
Develop European business by selling white label navigation application to operators ready to pay licenses to promote value added services
Position it as a strategic VAS to enrich operator core offer to benefit from application embedding on devices, tariffs inclusion...
Define annual sales & marketing plan, securing resources for product features evolution & software releases deliveries
Lead the account sales team & coordinate the support teams (Around 5 people)
Result : In 2 years time, from 0 to 2 million users with Orange Group, signing a 10 M€ licence deal allowing our application to be embedded on devices & included for free in all tariffs in FR (& UK). Gaining traction in Vodafone & Telefonica/O2 as well. Thanks to this deal, Telmap becomes cash positive in 2010 & is acquired by Intel in 2011.
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Motorola Mobility
- Orange Group international sales director
Toulouse
2007 - 2009
Build strategic relationship & secure turnover with Orange Group across EMEA (France, UK, Spain, Eastern Europe & Africa)
Drive Group negotiation and provide support at country level for local negotiation to achieve annual sales plan
Secure resources on technology evolution, marketing budget, team organization, after-sales & logistic value added solutions...
Manage Orange account sales team & Orange support teams across the 25 Orange countries (Around 10 people)
Result : In 2009, signature of one of the 1st new Android portfolio deal worldwide for Motorola, with an overall turnover responsibility around 400 M€
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Motorola Mobility
- NTT DoCoMo / i-mode European sales director
Toulouse
2005 - 2006
Gain market share in Europe, by being the 1st main manufacturer to offer a portfolio on i-mode technology, on which 50% of the opeartors' devices' purchase was done by those who had bought this technology to NTT DoCoMo (such as Bouygues)
Lead international negotiation with NTT DoCoMo & i-mode alliance (BT, 02 UK, Wind Italy, MTS Russia, Telefonica Spain....)
Result : In 2006, up to 25% market share in Europe & opening of the Japan market for Motorola, delivering close to 100 M€ turnover.
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Motorola Mobility
- Bouygues Telecom Key Account director
Toulouse
2003 - 2005
Develop account profitability and turnover, leading quarterly sell-in negotiation and building sell-out action plan
Manage multi disciplinary team & push for strategic projects on new technologies such as i-mode.
Result : N°1 french account for Motorola in term of profitability, with a turnover responsibility around 40 M€
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Groupe Numericable
- Internet product marketing manager
2002 - 2003
Increase notoriety, market share & profitability of "Noosnet", innovative cable internet access built with R&D and IT teams.
Define the annual off line & on line marketing plan (20 M€ budget) for acquisition & retention, increasing average revenue per user.
Result : In 1 year, customer acquisition mutliplied by 3, with the launch of the 1st @ offers with unlimited data consumption
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Groupe Numericable
- Retail channel manager
2001 - 2002
Open retail from scratch as a new distribution channel (on top of telesales one), to commercialize our internet & TV services
Set up sales policy, sign annual contract framework to secure ranging, promotion & training, manage sales on the field
Result : In 1 year, business set with main retailers (Fnac, Carrefour...), driving up to 15% of the company turnover
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Henkel
- National Category Marketing Manager
Düsseldorf
1998 - 2000
Negotiate with main national retailers (such as Carrefour) to secure assortment, shelf & promotions market share.
Manage 10 regional category leaders & use powerful analytic tools to optimize national negotiation at regional level
Result : 1st category manager on the innovation & ranging negotiation velocity competition in 1999
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Mars Incorporated
- Sales representative
1996 - 1998
Negotiate with local hypermarkets on product ranging, merchandising & trade actions, training new sales representatives
Result : Best sales representatives' coach in France
