Asnières sur Seine2008 - 2010Manage south west area ( Toulouse Bordeaux Limoges) named account (DSNA – Local gov – Meteo France -Infomil – Cofinoga – CIF – Lindegas – Lieberhaerospace ...)
Work in non-routine way, involving the application of advanced technical/business skills in area of storage and virtualization specialization.
Identify, qualify and develop Top 50 prospect list and annual revenue projection for these accounts .Account mapping and opportunity identification
Territory plan development including 30-60-90, 180-day strategy.
Prepares and conducts presentations providing customized solutions, resolution of issues and solidifying partnership.
I acquired a maturity to influence the field teams resellers, set targets, and manage skillfully through short and long-term sales cycles. I am involved as "hands-on" contributor and i am used to take full ownership of process and outcomes.
AWARDS : 2009 TOP PERFORMER FUJITSU
- Ingenieur commercial
Roissy-en-France2007 - 2007Toulouse
Laboratoires Pierre Fabre – Aeroconseil – colleges et Lycees Toulouse Bordeaux
Strong skills in prospecting, replacing an incumbent, and protecting the installed base
Increase revenue and retention rates for specified accounts
Formulating account strategies for education
- Responsable de compte senior
MONTPELLIER1998 - 2006DELL France 1998 – 2006
Creation, growing and developing FRENCH LOCAL GOUV business
1998 -2001 account manager
I ve managed sales through forecasting, account resource allocation, account strategy, and planning.
I developed solution proposals encompassing all aspects of the application due to a french specification of public offers
Participate in the development, presentation and sales of a value proposition.
Negotiate pricing and contractual agreement to close the sale.
2001 -2003 Key account manager
Identify and develop strategic alignment with key third party influencers and exercises judgment on seeking advice and counsel Consult with C-level executives and senior level relationships within medium and large organizations
to develop and implement an effective enterprise wide strategy that maximizes the value delivered by Dell . I won important customers and convinced more than 50% have Dell as a supplier
2003-2006 Senior key account manager
I improve my ability to penetrate accounts, to meet with stakeholders within accounts
Drive revenue growth ( 1M€ to 28 M € per Y) through selling research, advisory services within the commercial sector via face to face prospects and client visits
Planning a focus action to have copying method and implement an industrial model
I 've learned to Efficiently qualifying prospects and following a disciplined solution selling approach and I used rigorous follow-up and follow-through to align business unit resources (Operations, Marketing, Service) to see prospect opportunities to clos ure. I learned to have strong organizational skills to navigate inter-departmental resources and coordinate across different Lines of Business and be proficient in account planning and understanding of territory management,
I learned handle multiple tasks effectively and I can prioritize work to meet aggressive goals,
I am used to drive my achievement and consistently outperform sales quotas .
AWARDS : 2003 President Club -best sales EMC² solutions
2005 Circle Of Excellence -