MONTPELLIER2004 - maintenantAcquisition Accounts Director, Dell France.
Previous Missions:
Prospect new big accounts and propose all the Dell portfolio : SW, HW, Solutions, Services…
Manage the WW contract implementation for new customers.
Commercial success 2013/2014 :
- Société Générale : Dell won the WW referencing for servers as the second supplier,
- Safran : Dell won the WW referencing as the sole supplier for servers,
- Safran : Dell won the WW referencing for Workstations as the sole supplier,
- L’Oréal : Dell won the possibility to be solicited on run rate servers demand..
- Others: Alcatel-Lucent, Schneider,
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Target reached :
- 119% in 2013
Jan 04-July 2012 : Global Account Manager, Dell France.
Awarded as the Best Global 500 Companies Worldwide GAM in 2010, 2011 & 2012.
Previous Missions:
Prospect new big accounts and propose all the Dell portfolio : SW, HW, services : Coordinates virtual sales & sales engineering teams (10),
80% direct business and 20% with channel (partners).
Accounts : Mulliez (Decathlon, Auchan, Leroy-Merlin…), PPR, Aviva, Carrefour...
Responsibilities:
Develops the long term 3 year Dell Account Management Business Plan, in collaboration with cross functional team to align with the customer’s long term growth and transformational business opportunities.
Prospects and builds strong commercial relationships within acquisition account by developing key customer relationships to CxO level in order to increase customer intimacy and gain trusted advisor status within the dedicated accounts.
Responsible for driving and executing on the achievement of quota carrying target aligned to the overall Emerging & Regional strategic account revenue goal.
Identifies and closes concrete business opportunities through established Dell Partners within designated Key Strategic Account to maximize Dell opportunity.
Drives the delivery of accurate business metrics across the Dell team and anticipates any change in the opportunities, market, resource and customer’s needs/requirements that could impact the overall revenue target opportunity.
Produces monthly forecast, weekly commit and pipeline development reports to provide Dell with accurate business metrics and intelligence
Provides thought leadership and account direction to customer and partner based on short and long-term business and industry drivers
Target reached :
- 125% in 2010 ; 157% in 2011 ; 117% in 2012
Darwin-Sys
- Chef des Ventes
2001 - 2003Sales director, Darwin-sys, Arcueil, France (SSII)
Mission:
- Management of sales reps
- Meeting individual and team targets
- Assessment of perspective clients
- Follow-up and development of customer loyalty
- Responsibility, management and coordination of complex Darwin-sys offers
- Assignment of engineers according to customer needs.
Computacenter
- Large Account Manager
Roissy-en-France1998 - 2001Large Accounts Manager, Computacenter, Roissy, France
Award for Salesman of the year 1999
Mission:
- Prospect and develop large accounts in the supermarket, public, semi-public, health and banking sectors
- Writing up of Computacenter offers for IT managers
- Products sold: big name manufacturers and editors (Compaq, HP, Novell and others)
- Services offered: project management, implementation, engineering, integration, maintenance support.
Target reached:
- Profit margin target for 2000: F 6.1 m, achieved F. 8.6 m. out of turnover of F. 32.7 m.
- Profit margin target for 1999: F 3.8 m, achieved F. 3.8 m. out of turnover of F. 28 m.
ISTA
- Sales Engineer
1994 - 1997Sales engineer, ISTA, Paris, France
Mission:
- Prospect for big name accounts in specific business sectors
1997-1997 : super and hypermarkets
1994-1996 : small and middle sized companies in the metal, aeronautic and textile industries
- Writing up of Ista offers for IT managers
Target reached:
- 1997 : 110% ; 1996: 125%
Ministere de l'Education Nationale
- Maitre Auxiliaire Enseignant
Paris1991 - 1993Public High school: teatcher in accounting and data processing to finance university studies
