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Marc TROLLET

NANTES

En résumé

Ingénieur Télécom de formation, mon goût pour le relationnel et l'international s'est développé dès ma coopération au Canada.

Depuis, j'ai exercé des responsabilités dans la conduite du changement et de la croissance, le développement commercial de solutions industrielles et de prestations de services high-tech à l'international, d'abord au sein d'entreprises nord-américaines pendant une quinzaine d'années, puis d'un spin off sous LBO, d'une start-up anglaise, et enfin au sein d'ETIs nantaise, anglo-américaine, franco-suédoise, anglo-française et sud-africaine.

Ma valeur ajoutée se décompose en 5 domaines de compétences :

- Management de P&L: opérationnel et commercial
- Stratégie Marchés, Clients et Produits
- Développement des ventes internationales
- Amélioration de la marge
- Fusion / Acquisition / Right Sizing

Mon métier, c'est la Direction Opérationnelle et Commerciale de Business Unit en environnement industriel et Hi-Tech et international, et ce, sur marches B2B émergent, en forte croissance (ETI), en mutation (spin off sous LBO), en redressement (PMI) ou en phase d'accélération (start-up) via recherche de fond.

En 20 années d'expériences de management, j'ai notamment :

- créé et dirigé la BU SFR au sein de Motorola Infrastructures GSM,
- créé et conduit le segment Wireless & M2M au sein de Celestica,
- ai participé à la création d'une BU avec business plan en télématique,
- initié et participé à l'acquisition d'un site de production de 1200 personnes en Tchéquie,
- participé au repositionnement et à la réorganisation d'une société après spin off sous LBO (TES Electronic Solutions),
- au sein du CoDir, conduit la réorganisation et le redressement d'une ETI (Lacroix Electronique)
- ai conduit la stratégie marketing et développement sur marchés émergents pour des sociétés anglaises d' Intégration de Solutions de Géolocalisation (Eagle-i et Trafficmaster).
- et enfin, à l'ExCom, suite à fusion /acquisition, conduit la restructuration et la croissance de leaders européens franco-suédois (Elomobile/Vehco), anglo-français (Masternaut) et enfin sud-africain (MiX Telematics) en Gestion des Ressources Mobiles.

Mon profil et références complètes sont visibles sur www.linkedin.com


Marc TROLLET

Mes compétences :
Account management
Business
Business development
Commerciale
Corporate Development
Design
Direction operationnelle
EDMS
Electronics
EMS
Fms
High tech
Intégration
International
International Sales
International Sales Management
LBS
Location Based Services
M2M
Management
manufacturing
Marketing
Opérationnelle et commerciale
Outsourcing
Sales
Sales Management
Strategic
Strategic Marketing
system integration
Telecom
Telematics

Entreprises

  • MiX TELEMATICS - DIRECTEUR GENERAL EUROPE

    2015 - maintenant Managing Director of MiX Telematics European Operations covering Europe and North Africa.

    MiX Telematics are a market leading global provider of Fleet Management, Driver Safety, and Vehicle Tracking Services and Solutions with over 1000 staff, 130 dealers/channels covering 120+ countries and in excess of 736,000 connected vehicles end of December 2018.
    Subscription Revenue increased by 16% yoy .
    Adjusted EBITDA >30%
  • VEHCO - DIRECTEUR GENERAL FRANCE

    2014 - 2015 Vehco is one of the European Leaders for SaaS based Mobile Resource Management.
    Vehco develops and operates complete high-end Added Value Solutions for Transport & Logistics Fleets.
    This includes social management including RTDS, cold chain solutions, professional customised services for vehicles, real-time control and alerting, reporting and analysis, eco-driving, time management & mobile workforce applications based on BYOD approach based on Android OS.

    Launched Trailer solutions and implemented Key Accounts strategy.
    Turned around EBITDA from negative to positive.
  • MASTERNAUT - Directeur Général France et Indirect EMEA

    Suresnes 2011 - 2014 Masternaut is the European Leader for SaaS based Mobile Resource Management.
    Masternaut develops and operates complete B2B Fleet Management Services.
    This includes unique patented OBU reading CANbus allowing RTDS and professional customised services for vehicles & assets tracking, real-time control and alerting, reporting and analysis, eco-driving, time management & mobile workforce applications.

    In April 2011, Masternaut and Cybit merged to form a single pan-European FMS company owned by technology-focused private equity, Francisco Partners.
    In June 2014, the global provider of fuel cards, FleetCor Technologies and the growth equity investor Summit Partners acquired Masternaut.

    End of 2013, 300k assets were managed in EU for > 15k Customers.

    My achievements:
    Full P&L ownership on 45% of Masternaut Group results such as bookings, activations, churn & EBITDA.
    Managed growth over 3 years: Revenue @10% CAGR, GM @15% CAGR & Installed Base @16% CAGR.
    2012: Completed turn around of GTM team >50 people.
    H1 2014: Achieved 107% of booking targets and 150% vs H1 2013
    Managed right sizing to 200 people in France in 2014.
  • ELOSYSTEMES - Directeur Commercial et Marketing

    2011 - 2011 Since March 2011, ELOmobile and VEHCO have merged to create a European leader in Fleet Management Solutions for Transport & Logistics.

    Turnaround & Transition management of 10 people through the M&A.
    Improved Booking by 43% and ASP by 65%.
    Improved Billing by 20%
    Improved EBITDA from 2% to 10% .
  • TRAFFICMASTER - VP Europe Business Development

    2009 - 2010 UK and US Fleet Management & Location Based Services provider.
    Traffic info provider in UK.

    Telematics is about asset and risk management through system integration of remote network devices enabling Location Based Services.
    Targeted sectors / value propositions: Usage Based Insurance, Road User Charging, Leasing & Rental Fleets, Roadside & Personal Assistance, Auto OEMs, SVT & R, Eco-Driving.

    Acquired by Vector Capital in June 2010.
    TO is $100M
  • EAGLE-I TELEMATICS - VP Europe, CoDir

    2008 - 2009 European Fleet Management & Location Base Services Provider.
    Business Plan preparation for 2nd fund raising: strategy for organic growth and through acquisition within Europe.

    Contract negotiation & management of the strategic Pan-European geo-localisation deal with Axa Assistance.

    Went bankrupt in January 2010.
  • Lacroix Electronique - VP/GM Sales & Marketing, CoDir

    2006 - 2007 Manage €100M business, 25 people among 4 geographies and 30 customers.
    Managed return to profitability from -1% to +2% within 1 year.
    Change and transition management in a family business 70% owned by Bedouin family.
  • TES Electronic Solutions - EMS Sales Director & Telematics Segment Director

    2005 - 2006 Managed €70M business, 12 people and 20 customers.
    Managed the Custom Design for Manufacturing value proposition, including on Telematics Segment.
    Change and transition management for this new spin-off under LBO from Thales.
  • CELESTICA - Global Sales Director for Telematics

    Saumur 2003 - 2004 Set up the strategic Telematics product BU, its business plan and roadmap.
    Managed the business development and implementation of the "Telematics ODM" value proposition to System Integrators such as IBM with the PAYD trial with NUI.
  • CELESTICA - Sales & Marketing Director for Wireless Segment

    Saumur 2002 - 2003 Set up the Wireless & Telematics sector to better differentiate.
    Managed remotely an international sales team.
    Won $85M of business in 03 with TTPcom, Tiger, IBM.
    Developped the "Virtual ODM" model by teaming with Design Houses.
  • CELESTICA - Key Acount Director for Alcatel & Sagem

    Saumur 2000 - 2001 Owner of the Strategic Alcatel Plan including all M&A projects.
    Got in Alcatel and managed $45M on 2 business lines in NA.
    Signed a $500M deal over 3 years with Sagem by acquiring its Czech plant.
  • MOROLA European Cellular Infrastructure Division (GSM/3G) - SFR General Manager

    1995 - 1999 Managed P&L and 15 people.
    Improved revenue from $10M to $30M.
    Best profit in EMEA with MCO contract over 3 years.
    Best SFR customer sat among the 3 suppliers
  • MOTOROLA Information System Group (WAN/LAN) - KAM & System Integrators Sales Director

    1991 - 1995 95: System Integrators Sales Manager for DEC & local SI.
    94: Top 3rd best salesmen out of 15 in revenue
    93: Top best salesman on new wins out of 15
    92: Top best relationship with pre & after sales team
  • NORTHERN TELECOM MERIDIAN (PBX) - Key Account Manager

    1988 - 1991 KAM on international accounts and ACD.
    Won Fedex, Hotel Meridien, Microsoft.
    Managed Eurotunnel, Canal+.
  • Ambassade France à Ottawa, Canada - Attaché Scientifique VSNA

    1984 - 1985

Formations

  • Institut National Des Télécommunications (Evry)

    Evry 1981 - 1984 Commutation
  • Lycée Voltaire

    Paris Ème Arrondissement 1979 - 1981
  • Lycée Voltaire

    Paris 1972 - 1979 C

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