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Pascal BORN

MOISSELLES

En résumé

• Professionnel confirmé du développement des ventes
• Négociateur de niveau direction générale concrétisant les opportunités de croissance
• Leader visionnaire et chevronné en matière de management d’équipes multiculturelles

• Accomplished Business Development professional
• Skilled C-level negotiator materialising opportunities for growth
• Strong inspirational leader with extensive multi cultural experience

Mes compétences :
Anglais
Anglais bilingue
COMMERCE
Distribution
Energie
Leadership
Logistique
Mobilité
OEM
Réseau de distribution
Supply chain
Vente
Vision
Export
Business development
Marketing
Négociation
Management
sales experience
presentational and motivational skills
managed Parts Marketing & Sales
Strategic Marketing Management
Responsible for sales
Responsible for business development
Responsible for Sales & margin
Responsible for MG Rover Parts Aftermarket
Process Improvement
Key Training
Forklift Trucks
Distribution Network
Diesel
Client Facing
Buses

Entreprises

  • Neovia logistics - Directeur Commercial EAME

    2012 - maintenant Caterpillar Logistics est devenue Neovia Logistics.
    J’y suis responsable du développement EAME des ventes aux grands comptes / OEM des secteurs automobile et industriel pour notre gamme de services logistique adaptés aux besoins de l’après-vente, la maintenance et la pièce de rechange.

  • Neovia Logistics (Caterpillar Logistics Services) - Business development Director

    2007 - maintenant Caterpillar Logistics Services LLC, now Neovia Logistics LLC (brand name change on 1st
  • Caterpillar Logistics - Directeur Developpement Commercial

    Saint-Denis 2007 - 2012 En charge du developpement des ventes de solutions supply chain pour l'Europe, Afrique et Moyen Orient
  • Caterpillar Logistics Services - European Parts Sales Manager

    Saint-Denis 2004 - 2007 * TUPE across a team of 28 former MG Rover employees ;
    * Led 8 multi cultural teams managing a network of 650 former MG Rover Dealers & AutoService Centres
    located in Belgium, Netherlands, France, EIRE, Spain, Portugal, Italy and Germany generating revenue
    of Euro 180 m pa.
  • XPart, entreprise du groupe Caterpillar - Directeur Commercial Europe

    2004 - 2007 En charge du développement du réseau de distributeurs et réparateurs MG Rover en Europe (8 pays)
  • Industrial Power Systems - Business Development Manager & Sales manager

    2001 - 2004 Business Development Manager: Sales manager for Perkins & Caterpillar small engine range

    * Successful sales ``champion'' for project ``100K'', aiming and achieving the tripling of sales of 400 series
    and Sub 3024C engines (range from 0.5L to 2.2L) from 26K pa to 100K engines pa in 2005 whilst
    increasing profit (+10 points). This Project was awarded with Caterpillar Chairman's top 10 AQI award
    and also the UK Government Queen's award for Export in 2004.
    * Trained and supported Global Perkins sales force to the 400 series and Sub 3024C benefits
    * Representing ``Sales'' in front of Marketing, Production, Technical department and Finance.
    * Promoted 100K project to our JV Partner, ISM of Japan ;
    * Led the signing of 3 new major OEM engine accounts: Dynapac, Atlas Copco Compressor & Kalmar for
    large engine businesses ranking from USD 1.5 m pa up to USD 5 m pa.
  • Industrial Power Systems, entreprise du groupe Caterpillar - Responsable de gamme moteurs diesels 0.5l à 2l

    2001 - 2004 Responsable des ventes monde pour la gamme de moteurs diesels 0.5 litre à 2 litres
  • Perkins Engines Company Ltd - Corporate Sales Business Manager & Sales manager

    1998 - 2000 Aftermarket: Sales manager for Perkins Parts to Forklift trucks OEMs
    * Grew Perkins & Caterpillar revenues (+10% CAGR) & margins (+8 points) through global corporate
    Original Equipment Manufacturer (OEM) customers. World-wide responsibilities for global accounts such
    as: Nacco, Linde, Clark, Manitou, Daewoo, Mitsubishi Caterpillar Forklift, etc...
    * Set up, managed & co-ordinated Marketing & Sales programmes in conjunction with Customers and
    Perkins Parts marketing department.
    * Initiated & drove process improvement and Total Quality programs to enhance delivered performance to
    our OEM customers
    * Represented Aftermarket needs for newly set up new products introduction (NPI) department
    * Supported and co-ordinated supply chain improvements activities with Customers and 3PL
    * Provided full support to OE engines business to win new customers by setting up and proposing
    complete Aftermarket packages (ie Nacco & Linde)
    * Developed OEM Aftermarket strategies for Products, Channel, Price, Marketing, Supply chain,
    Processes and Data
  • Perkins Parts Ltd - Business Manager Europe & Sales manager

    1995 - 1997 Business Manager Europe: Sales manager for Perkins Parts to European OEMs

    * Grew revenue (approx +10% CAGR) & margin (+12 points) from regional self service OEMs in Western
    Europe (excluding UK OEMs)
    * Promoted Perkins Parts business and grew market share (+15 points) with European OEMs: Volvo
    Group, Landini, Manitou, Linde, Lindner, Hyster, Melroe, Clark, RVI, Renault Agriculture, Pel-Job
    Mecalac, Mitsubishi Caterpillar Forklift, etc...
    * Steering group member of remanufacturing engine licence set up in France
    * Set up, managed & co-ordinated Marketing & Sales programmes with OEM and their dealers network
    * Drove process improvement and Total Quality programs to enhance performances
  • Perkins Engines, entreprise du groupe Caterpillar - Responsable Comptes OEM

    1993 - 2001 En charge des ventes de pièces de rechange Perkins aux grands comptes Européens puis mondiaux (OEM du secteur de la manutention)
  • Perkins France SA - Account Manager

    1991 - 1994 Account Manager Perkins Parts: Sales manager for Perkins Parts to French Distributors

    * Developed, managed & trained large part of existing French Parts Distributors (5 out of 12) for Perkins
    Parts business
    * Grew revenue (+7% CAGR) & margin (+10 points) from French distributors
    * Restructured Perkins Parts Distributor network in France (territory transfer)
    * Set up and managed Parts Marketing & Sales programmes ;
    * Facilitated relationships between French distributors, French legal entity and UK HQ & warehouse
    * Trained distributors & dealers employees to Parts business challenges & opportunities
    * Participated to the selection of our remanufacturing licence in France and revitalised remanufactured
    engines business via the introduction of new range and new pricing policy
  • GEC - Business Manager & Sales manager

    1989 - 1991 GEC Alsthom, division ``Robotique et Matériaux''
    Business Manager Pre-Fuel Filters: Sales manager for Filtration products to French customers

    * Managing and increased diesel engine filtration product range
    * Responsible for account management of large accounts in France : Renault VI, Mercedes, Kent Marine

    * Responsible for business development: won new accounts such as AutoDistribution, Scania, Man, Bus

Formations

Réseau