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Vallourec Tubes France SA
- Key Account Manager & Senior Tendering Manager
2017 - maintenant
Key Account Management of a global customer EPCI (creation of a business plan, set-up of key account plan, global coordination of relationship and common targets, steer global relationship on different levels, etc.).
* Set-up Frame Agreement (contractual and technical)
* Animation of a Front-End-Innovation Circle with the customer.
* Launch new digital products from Vallourec.smart (entity set-up for digital services within Vallourec).
* Transversal management of key account core-team
* CSAM-certification: Strategic Account Management Association (SAMA).
* Tendering of big & complex projects: offshore line pipe projects being categorized as ``platinum project'' (strategic, complex, turn-over EUR 20 million, high grade of sub-contracting, etc.).
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Vallourec Tubes France SA
- Area Sales Manager
2009 - 2018
Area Sales Africa, agencies, partnerships, sub-contracts, etc.
Global coordination of complex projects in tender-phase (technical & contractual,sub-contracts, prep. of execution, etc.)
Introduction of new “Combined Offers”, pipe-offers including supply of products & services plus local content
Introduction of new products through value-propositions
Account-Management of customers like Total, ENI, Technip, Saipem (set-up of Frame Agreements with Total and ENI)
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Dillinger International
- Vice President Sales (at French sales-hub)
2003 - 2009
Markets: India, South Africa, Brazil, East Europe, Turkey, Russia, North Africa, Australia
2 sales-managers and 4 inside-sales
Negotiation of sales terms, payment guarantees via export insurance, documentary credits or bank guarantees, establishment of bid bonds, PG-bonds, etc.
Development of new markets or specific customer segments, market research, market surveys, etc.
Coordination of in-house, external sales agencies and exclusive partners
Establishment of new sales agencies and/or finding of new exclusive partners
Participation in the development of the CRM-system (Siebel)
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Steel24-7
- Key Account Manager
2002 - 2003
Representation and guidance of the key-account within the Steel24-7 organization to ensure and follow-up the development of their interests
Close follow-up of the “customizing” of the internet based tools for supply chain, messaging and sales on behalf of TK Steel
Key-contact for TKS’ customers and their guidance during the on-boarding process
Participation in the development of a billing concept for the Steel24-7 platform
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Arcelor International
- Sales Manager
2000 - 2002
Markets: India, South Africa, Brazil, East Europe, Norway, Finland, Turkey, North Africa
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USINOR SA
- Junior Sales Manager
1998 - 1999
USINOR SA ( www.arcelormittal.com ), steel industry, La Défense (92), for the sales of heavy-plates ex-« AG der Dillinger Hüttenwerke »
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* Annual sales volume: EUR 60 millions
* Markets: India, South Africa, Brazil, East Europe, Norway, Finland, Turkey, North Africa
* 5 sales assistants
* Realization of the budgeted sales volume per country market
* Negotiation of sales terms, guarantee of payments via export insurance, bank guarantees, establishment of bid bonds, PG-bonds
* Coordination of sales agencies and exclusive partners
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SOLLAC SA
- Junior Sales Manager
1998 - 1999
(packaging steel division, www.arcelormittal.com ), steel industry, La Défense (92), -------
* Markets: North America (via sales agency), Eastern Europe and UK (direct)
