Laurent DESCHINS

En résumé

Entreprises

• Medtronic Intl Tolochenaz - Commercial Operations manager

  2011 - 2015 Drive Sales Execution – Align Sales Force on Sales Process in Account Planning –
  Coach Front Line Managers and facilitate Sales Reviews -
  Increase Sales Force competencies to find opportunities in change with Account Planning.
  

• Lilly Switzerland - Geneva - Sales Operations Manager - CRM Project Manager

  2008 - 2010 Responsibility of the full implementation of the Siebel/OnDemand CRM system all over the affiliate. (80 users)
  Set up all the business requirements.
  Managed the relations with the external vendors.
  Interface between Management, Sales, Call Center, Med info and IT for ad hoc requirements.
  Managed the training and organizational change management (OCM).
  Achieved the reintegration of all the business intelligence from the old system to the new system.
  Maintained an up-to-date database of all training records.
  Deployed surveys.
  Prepared new release.
  Extracted data (business object) for analysis

• Eli Lilly Critical Care Europe - Senior European Business Analyst

  2006 - 2008 Responsibility of the market and sales analysis for european countries due to high knowledge of the market..
  
  Contribution to the creation of the data warehouse.
  Creation of the sales and analytic reports.
  Forecasting sales and implementing reports from Siebel based on customer and account segmentation.
  Ensuring data quality and consistency of the sales figures delivered to sales reps and managment .
  Producing ad hoc queries in order to identify strengths and weakness in the market .
  Contributed in market research as part of launch for a new product.
  
  Member of the Strategic Lead Team and Network Competence Team. Enable to catch all the business intelligence in our CRM database from the field in order to increase ROI.
  Related to this role : creation of new marketing campains and key messages.

• Eli Lilly Critical Care Europe - Business Integrator

  2004 - 2005 Launch of the CRM system in 15 countries and integration of the business intelligence.
  
  Responsible of sucess of a full Siebel CRM system usage over the Critical Care Organization (250 users) and 15 countries.
  Liaising with the users and the business to identify and develop new requirements and implement new changes in order to increase business intelligence : Customer segmentation, Networks…
  Responsible for a team of 12 trainers and training program to support CRM.

• Eli Lilly Critical Care Europe - Senior Sales Representative

  2000 - 2003 Promotion and development of drugs in interventional cardiology and resuscitation.
  Support on a different way to sell, supporting customers in projects and interests.
  Responsible of KOL on my sales area.
  On own initiative worked closely with the customers to develop a new internal database in order to store records of PCIs Facilitated the hospital to perform their own analysis.
  Created a network between hub and spoke hospitals/departments in order to reduce transfer time to the cathlab for patients.

• Laboratoire THEA, Ophtalmology (France) - Project Support consultant

  1999 - 2000 Covering the French market
  Promoting and development of a new concept for delivering eye drops without damaging the eye
  Responsible to develop successful relationships with the KOL.
  Increased sales.
  Launched new product

• Laboratoire SANOFI (France) - Specialist Sales Representative

  1995 - 1998 Promotion of sales of LMWH and Anti ADP.
  Maintained the sales of LMWH despite arrival of competitors in the market.
  Began program of visiting Interventional Cardiologists with both products.

Formations

Pas de formation renseignée

Réseau

• Alain PELISSIER

• Catherine KARCHER GIRARDEL

• Cecile RIGUET

• Demba SIDIBE

• Laurence BEZU

• Michaël ARS