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Philippe LARDY

ROUEN

En résumé

18 years of experience in 5 different groups (Laboratory equipment, Construction material, IT, Transportation) including:
15 years in international business development
13 years of Management ( > 20 people)
~3 years as General Manager in Asia

Experienced in managing a profit center/international based subsidiary, Strong analytical capability, P&L, reporting

Extensive experience in Direct & Channel sales environment, promoting Hardware, Software and Professional Services

Proven record of success in creating and maintaining relations at the highest level with customers and in developing network of distributors, OEM and system integration partners.

Speaker and official member of several professional organizations

Willing to travel and relocate, past living & working experiences in the UK, Russia, Ukraine, Singapore, France

Mes compétences :
Vente
General Manager
Healthcare

Entreprises

  • TRESPA International BV - EMEA Sales Director

    2013 - maintenant Sales and Marketing responsibilities for the Scientific Solution Division for Europe, Middle East and Africa

    Region Sales Objectives: 20 millions EUR
    Managing a team of 5 people

  • Erlab DFS SAS - International Director International Director Operations & Services (ASURA)

    2010 - 2013 Executive Director Customer Service Operations (ASURA) (Member of the executive committee)

    Hold full P&L and general management responsibility for this 25 people division operating in 5 locations around the world and servicing 4000+ customers. Directing all planning, budgeting, forecasting and administration initiatives.

    Develop and incorporate pricing, direct and channel sales creation, product development and customer service

    Facilitate delivery of end-to-end customer experience, including inbound / outbond customer service, network repair and control operations with more than 30 licensee partners worldwide

    Selected accomplishments:
    - Annual revenue: €5M with average growth of 20% since 2010. Contribution to profit margins of 65%

    - Launched a new range of replacement molecular filters and consumables compatibles with devices from the competition: 60 news filters; 1500 filters sold after 18 months of operation; launch of an e-commerce website

    - 30+ technical partners worldwide: optimization of the European network, set-up of the US and Indian network

    - Complete renewal of certification, maintenance and IQ-OQ protocols in 5 languages

    Director GreenFumeHood® Europe (additional responsibility started late 2011)

    Develop OEM partnership with major Lab furniture manufacturers and promote direct sales in Europe for GFH technology

    Selected accomplishments:
    - Contract phase with 2 major European lab furniture manufacturers, negotiation phase with 2 other main players.

    - 5 major national and international accounts (University, Pharmaceutical and Cosmetic industries) newly equipped

    - Official Speaker at several conferences (targeted at laboratories, lab planers and architects)

  • IER - Groupe Bolloré - General Manager - IER Pte Ltd Singapour

    Suresnes 2007 - 2009 Annual revenue: US$ 18M / 20 employees; offices in Singapore, Hong-Kong, Shanghai and Tokyo

    Management of the incorporated subsidiary in terms of business development, finance, HR, budget and operations

    Responsible for the development of the company’s activities in Asia/Pacific (Hardware, software, services)

    Sales team and Product training

    Development of regional partnerships with System Integrators, Third Party Maintainers and Distributors

    Reporting to the HQ’s General Management (monthly activity, sales and financial reports, budgets, etc…)

    Selected accomplishments:
    - Saved ~$0.8M on business travel expenses and reduced office leasing by 15%

    - Closed down the Japanese branch (3 people) and trained newly recruited sales team in Singapore and China

    - Improved an existing channel partner that generated 35% of total annual revenue

    - Lead and won major RFP for Self Service kiosk to Hong-Kong airport and Virgin Blue (Australia)

  • IER - Groupe Bolloré - Sales Director (Europe, RUSSIA & CIS)

    Suresnes 2003 - 2007 Yearly revenue of the Region: €12M. Extensive Travel Abroad (>50%)

    Responsible for the development of the Transportation Division (Airports, Airlines, Railways, GDS)

    Management of an 8 people team (technical, sales and administration).

    Key Account Management of SNCF and TRENITALIA with an active role in the RFP process.

    Project Management for complex solutions: internal and external oversee and liaison during implementations

    Selected accomplishments:
    - Average increase of the turnover of 20% per year

    - 20 Russian regional airports fully equipped for check-in and boarding application

    - Lead and won major RFP for the Self Ticketing Machine of the French Railways

  • IER - Bollore Group - Area Sales Manager

    2001 - 2003 Average yearly achievement of €5M

    Sales activities, new client's acquisition (large and regional airports, low costs airlines...)

    Manage complex, enterprise solution sale with a 6 month to 12 month purchasing cycle

  • Sagem - SAFRAN Group - Sales Executive

    2000 - 2001 SME Sales executive for Terminals and Internet Division in the region of Paris. Prospecting and Developing a installed base of Fax solutions

  • Sopexa - Russie - Product Manager

    1998 - 2000 Product Manager : organising operational marketing events (in-store promotions, contests and sweepstakes; setting up mini-exhibitions and organising French Food Weeks in several Russian cities) and negotiations with distribution channels for French food producers

Formations

  • ICN (Nancy)

    Nancy 1996 - 1997 Marketing et Gestion Commerciale des Produits

  • University Of Central England UCE (Birmingham)

    Birmingham 1995 - 1996 BA in Business Studies

  • Université Clermont 1 Auvergne IUP

    Clermont Ferrand 1994 - 1996

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