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The Manitowoc Company
- Senior Vice-President Tower Cranes
Manitowoc
2016 - maintenant
Senior Vice President marketing, sales and service tower cranes, worldwide
- director of sales and marketing department with 550 staff present in 16 countries on 5 continents
- leading marketing/sales/service activity for POTAIN tower cranes division(lifting equipment from 200kg to 64t) with responsibility of sales force, after-sales as well as product marketing
- definition of 5 years sales strategy with goal to grow revenue, to improve profitability and to increase market share to consolidate leader position of the brand POTAIN
- strengthening of distributors network based on implementation of partner development program (PDP): definition of yearly sales objectives, organisation of cranes fleet tracking, competition analysis, product presentations, training of sales force and service techniciens
- overview and validation of new products road map: scheduling of new cranes launch in synchronisation with yearly trade fairs to generate continuous flow of innovation on the worldwide market
- implementation of sales incentive bonus for sales staff based on sales/margin/finished goods inventory objectives
- driving change management on safety culture with target of 0 accident: root cause analysis with teams (injuries typology)/strengthening safety plans on job site (PPSPS preparation)/implementation of training courses
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The Manitowoc Company
- Senior Vice President Tower Cranes
Manitowoc
2014 - 2016
Senior Vice President product line tower cranes, worldwide
- management of tower cranes product line (brand POTAIN) with strategy/product marketing definition / design engineering management / after-sales management
- creation of 5 years strategic plan with goal to achieve 75% of sales in 2018 with products launched after 2013
- definition of revenue targets, profitability targets and yearly sales actions by area (distributor appointment in ASIA-PACIFIC/new product launch/range introduction seminars in INDIA)
- launch of new products
- increase of sales by 10% each year in 2014 and 2015, working with all vice-presidents of sales for each geographical areas (NORTH AMERICA/SOUTH AMERICA/WESTERN EUROPE and French Speaking AFRICA/Central and EASTERN EUROPE/MIDDLE EAST and English Speaking AFRICA/ASIA-PACIFIC)
- leading new product committee and validation of each gates of new product development process (marketing study/specifications validation/design/prototype/tests/serial production)
- development of further technologic transfer from FRANCE to CHINA to answer to regional market needs
- implementation of Project Management Office (PMO) in order to manage more efficiently all new cranes development projects and to set up improvement actions (lessons learned/tests time reduction): to adapt and anticipate market demand by reducing time of new cranes development program and accelerating innovation
- organisation of product verification center with appointment of new director having goal to increase number of tests (feature validations) done every year
- improvement of supply chain with implementation of better coordination between sales and factories (Sales/Inventory/Operations/Planning) to obtain a stronger communication with distribution network regarding orders availability and delivery
- start of lean management process with set up of visual management (OBEYA) for tower cranes product line in order to accelerate decisions
- negotiation with new partner to co-develop and sell innovative lifting system for crane drivers (start in early 2017)
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The Manitowoc Company
- Executive Vice President - China
Manitowoc
2011 - 2014
- management of CHINA for all brands of the company (MANITOWOC/GROVE/POTAIN/NATIONAL) with revenue of 150 millions USD/2 factories/1,500 staff
- leading strategy of the area with goal to develop sales in a market dominated by Chinese competitors
- reorganization of sales forces in order to focus on geographical areas with strong potential coupled to recruitment of new sales director
- restructuration of management team to reduce number of expatriates and promote local managers with necessary competencies to achieve targets of the region
- implementation of cost reduction plan on direct purchases (steel supply/electro-mechanic components) driving to 3 millions USD yearly savings
- cost savings in general and administrative expenses (travel costs/indirect purchases) leading to 1 million USD yearly reduction
- organisation and leading 15 month successful negotiations for sales of joint-venture to Chinese partner
- participation to negotiations with state owned company in order to establish a joint-venture in truck cranes business
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The Manitowoc Company
- Regional Controller APAC
Manitowoc
2005 - 2011
- management of a team of 60 staff located in 5 countries (CHINA/SINGAPORE/INDIA/PHILIPPINES/AUSTRALIA) with responsibility of accounting/treasury/trade finance and information systems
- overview of monthly/quarterly/yearly closings for 6 subsidiaries in the region
- study and implementation of Global Purchase Office to reduce purchasing costs for several subsidiaries of the company with a tax optimisation scheme
- implementation of internal banque to finance cranes sold in CHINA and set up of regular portfolio reviews (85 customers for a value of 120 millions USD financed after 5 years)
- reduction of general expenses (travel costs/office rentals/electronic hardware) generating 5 millions USD savings in 2 years representing 20% decrease
- support 2 acquisition projects by creating economic models (EVA/return on investment) used during negotiations
- participation to worldwide transfer price policy definition between main subsidiaries (USA/FRANCE/GERMANY/PORTUGAL/ITALY/CHINA/SINGAPORE/AUSTRALIA/DUBAI) in order to minimise tax risks in related countries. Coordination and implementation of this policy in ASIA-PACIFIC region
- responsibility of finalizing construction project for a new factory in economic development zone of Zhangjiagang with strict follow up of costs and staying within budget
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The Manitowoc Company
- Controller Asia Less China
Manitowoc
2004 - 2005
- management of accounting/treasury and information systems for region ASIA less CHINA
- overview of monthly/quarterly/yearly closings for 3 subsidiaries in the area (SINGAPORE/PHILIPPINES/AUSTRALIA)
- development of reporting dashboard under Hyperion (HFM) in order to improve financial analysis for business unit manager and to provide better support to sales activity via dedicated reports by country
- implementation of internal controls and responsibility of external financial communication with external auditors (PWC) linked to Sarbanes-Oxley regulation
- monthly review of treasury situation and set up of new credit lines with 2 banks (STANDARD CHARTERED/BNP PARIBAS)
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The Manitowoc Company
- Cost Controller
Manitowoc
2001 - 2004
- implementation of new reporting dashboard for each cost centre of the plant (300 employees)
- creation and management of monthly meetings with plant director and production lines supervisors to analyse costs and propose improvement actions (change in pre-welding process/reduction of paint consumption)
- leading new ERP project (QAD MFGPRO) with implementation in 14 months
- generation of Microsoft ACCESS macro-commands to calculate standard costs of cranes manufactured in the plant
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Groupe Legris Industries
- Project Manager Assistant
2000 - 2001
- support in implementation of new consolidation system (SAFRAN) in 4 subsidiaries of the groupe (LEGRIS/POTAIN/COMAP/SAVOYE)
- creation of reporting dashboard for monthly revenue
- participation in bi-yearly accounting consolidation process (revenue restatement/accruals analysis)
