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Nicolas HIRSCH

Courbevoie

En résumé

I'm Committed, Successful, with +10 years Management experience, Capacity to create value, immediately operational, capacity to align team, Loyal, Involved, huge motivation, hardworking, efficient, organized, realistic.




Mes compétences :
Leadership
Créativité
Négociation
Gestion d'équipe
Ambition
Dynamisme

Entreprises

  • MicroStrategy - Directeur Commercial

    Courbevoie 2007 - maintenant I joined Microstrategy, leading worldwide provider of business intelligence (BI) software, with the mission to build company success “from scratch” on the Bank, Insurance Services and Industry territories.

    I built and coach my team (5 sales executives) and aligned it to existing sales, legal and finance processes. I also developed team work between Sales, Pre-Sales and Professional Services to ensure customer satisfaction and maximize business on new accounts (solid account management).

    In liaison with the Marketing department, I worked to build the strategy to generate new leads, improve the Company image, promote the satisfaction of our customers and generate new business opportunities. I coached the business development manager (BDM) to support and increase the account executives’ business and activity.

    2008/2010/2012: 95% licenses Goal
    2009: 138% licenses Goal (Presidence Club 2009 - 76% revenue with new references)
    2011: 120% Licenses Goal (Presidence Club 2011 – 80% revenue with new references)
    2013: 115% Licenses Goal (75% revenue with new references)

  • Compuware - Sales Representative and then Sales Director

    Boulogne-Billancourt 1996 - 2007  April 2002 to February 2007: District Sales Manager (5 years)
    Sales Management and Coaching (team of 7 Sales Rep). Running 30% of licenses revenue (6 M€) and 1,5 M€ of Services revenue.
    In charge of MVS and Distributed solutions on large accounts: BNP Paribas, Crédit Agricole, Caisses d’Epargne, Société Générale, France Telecom, Bouygues Telecom. 100% Club 2003.

    Execute sales transactions, participate in negotiations and manage customer satisfaction. Powerful method to monitor account and territory plans (accurate business reporting). In charge of the « Distributed Software Sales Club » to develop pre-sales and sales business skills and client reference accounts.
    Recruitment and training.

     April 2001 to march 2002: Professional Services Sales Manager (1 year)
    Increase of professional services activity and revenue. In charge, personally, of 50% of the objectives. Perfecting the business model for the Compuware sales force (3 districts).
    Reach the profitability objective. Cooperative selling through alternate channels.

     October 1996 to march 2001: (+ 4 years)
    Team Leader: Business coaching of a 4 sales representative on large accounts: France Telecom, Orange, PSA, SNCF, Ministry…. In charge of a team target of 4,5 M€ and of a personal target of 700 K€. 100% Club 2001

     Account Manager: In charge of the MVS and Distributed solution on large accounts. Responsible for the “Business Performance Club” with a mission to bring what the sales force needs to increase business (success stories, references accounts).

  • Xerox - Sales Representative

    Saint-Denis 1990 - 1996 January 95 / September 96: Trainer at the Xerox European training Center Training of the Xerox sales force : sales training, negotiation training, telephone training, presentation training. Field coaching – Recruiting and developing sales organization.

     January 92 / December 94: Sales engineer on strategic public accounts.
    Developing Xerox business (all products) on public accounts : government ministry, Social ministry. Turnover 760 K€ . Strong experience of developing and maintaining a high level of customer satisfaction. Managing business requirement of public account, win 7 takeover bid.

     December 90 / December 91: Team Leader - Vertical Market.
    Developing Xerox products sales (photocopier) to large lawyer firms and notary offices. Management of 4 junior Sales Rep. Developing businesses on new accounts
    100% of my goal reached (2 x Best sales Rep).

     Jun 90 / November 90: Sales representative mass market
    Increase in Xerox business in the prospect market. Goal reached.

Formations

Pas de formation renseignée

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