Michael LE SCOUEZEC

En résumé

Entreprises

• Dell - Business Development Manager - Client Solutions - Large Accounts

  MONTPELLIER 2012 - maintenant Leverage business of the following products (Desktops, Notebooks, Workstations, Tablets) on Large accounts sales teams.
  
  Work closely with sales reps supporting them with customer queries and calls, providing the best value/technical solution.
  Manage existing Pipeline, ensuring the right solution is pushed to meet customer’s requirements and satisfaction and optimize the “Winrate”.
  Analyse customer sales figures through Excel pivots in order to define new business priorities/action plans with the teams.
  Detect new pipeline by calling targeted C level contacts.
  Seen as a technical/market trusted advisor
  Communicate marketing news such as supply availability & new product launches to the sales teams via email, floor huddles and team meetings.
  Coaching of sales reps with knowledge gaps around products, solutions, tools and programs.
  Work closely with the sales managers reporting them key figures and defining new action plans when needed.
  
  Achievements:
  - 2014: Contributed on large deals that led Dell N°1 on the French Display market.
  - Overachievement by 145% the 2014 Revenue and Margin Target.
  - 2 individual Silver awards (2013 and 2014) for targets overachievement.
  

• Dell - Business Development Manager - Software - Large Accounts

  MONTPELLIER 2009 - 2012 - Software Business Development on focus editors: Microsoft, Symantec, VMWare, Veeam, Oracle, Adobe, CA, McAfee ...
  
  - Drive the software revenue and margin with the Sales teams.
  
  - Build, drive, and execute sales plans with the editors.
  
  - Coordinate with all internal departments (Sales, technical consultants, finance, sales operations...).
  
  - Pre-sales (qualification, upsell).
  
  - Deal registration optimization with the editors.
  
  - Sofware Activity Reporting to the management

• Dell - Inside Account Manager SMB

  MONTPELLIER 2005 - 2009 Direct selling of Client and Enterprise IT Solutions: Hardware, Software and Services - French Midmarket
  
  - Focus on a 40 customers portfolio
  - Account plan followup for each customer
  - Deal with different key contacts (CIO, IT Managers, Purchasers...)
  - CRM use and update(SFDC)
  - Work in project mode with internal Resources mobilization and coordination (Technical experts, finance, services...).
  - Quotes, negociations, closing till full customer satisfaction.
  - Reporting to the French sales director.

• IBM - Inside Account Manager SMB

  Bois-Colombes 2003 - 2005 - Detection and leads qualification
  - Deal transfer to IBM Direct or business partners
  - Leads followup to optimise closing and customer satisfaction
  - CRM Updates (Siebel)
  - Reporting to sales direction

Formations

• ISEG INSTITUT SUPERIEUR EUROPEEN DE GESTION

  Paris 2001 - 2003 commerce marketing

Réseau

• Alexandre BELOT

• Broca ALEXANDRE

• Clément ESPITALIER

• Emmanuelle BOURINET

• Mathieu FOURCADE

• Mehdi ACHOUB

• Mélanie AVIDANO WHELAN

• Michel CHÉRON

• Simon BESNARD

• Stephane PINSARD