Le Pont de Claix

En résumé

Goal: Definition and application of the commercial strategy in line with company objectives to secure business growth, considering cross functional team connections

Business development
o Identify and update the Pipeline of Opportunity using “”
o Develop customer risk & opportunity strategies based on market analysis and relationships
o Contribute to customer need conception and definition
o Prepare offers and amendments
o Negotiate all contract terms & conditions with customers, subcontractors and internal departments, until agreements and business awarding
o Anticipate customer needs and expectations in the area of : technology, quality, cost, timing

People management
o Set a direction and get results, aligned with company strategy and values
o Federate and motivate the team to reach objectives
o Drive performance management, define appropriate training and development plan

Project and sales management
o Project kick-off: animation, coordination, validation
o Manage and coordinate all functions among the organization to reach a common goal and influence decisions, using the Miller Heiman® methodology (Strategic Selling & Large Account Management Plan)
o Ensure agreements and contract terms applications
o Follow business and sales indicators: profitability, timing, customer satisfaction
o Follow financial key indicators: budget, business plan
o Define, rationalize and implement adapted tools across programs

Development of international projects
o Accountable for a Key Account in South America
o Deeply involved in cross-selling process and best practices analysis within multicultural industrial group
o Manage a network of subsidiaries and independent distributors abroad (North and South America, Europe, Asia)
o Develop and follow international industrial projects : relationship and negotiation for a partnership in China and India

o Promote innovation in front of customers during meetings, innovation days, exhibitions.
o Develop network of contact partners to get requests for quotation
o Collect and share with the organization information about competition, assessing implications on the business

French, English, Spanish

Mes compétences :
Key Account Manager
Management commercial
Négociation contrats
Négociation commerciale
Business development
International business development
Marketing produit


  • BECTON DICKINSON - Key Account Manager

    Le Pont de Claix 2011 - maintenant
  • ThyssenKrupp Sofedit - Key Account Manager - PSA

    Saint Barthélemy d'Anjou 2010 - 2011 En charge de la gestion du compte PSA représentant un CA de 160 Mio.€ annuel.
    Management de 2 ingénieurs commerciaux dédiés au client PSA.
  • AMG Industries - Directeur des Opérations Internationales

    2007 - 2009 Directeur des Opérations Internationales

    Responsable du service Export et du développement de l’entreprise sur les marchés internationaux : Europe, Amériques et Asie.

    Management de 4 personnes
  • INERGY Automotive Systems - Key Account Manager

    lyon 2005 - 2007 Responsable de la gestion du compte client PSA au Mercosur (Brésil & Argentine), avec prise en compte des facteurs économiques locaux.
  • INERGY Automotive Systems - PSA Sales Manager

    lyon 2000 - 2005 Responsable de la gestion commerciale des projets d’une « plateforme véhicule » du compte client PSA.
  • PLASTIC OMNIUM AUTO EXTERIEUR - Ingénieur Commercial

    1999 - 2000 Ingénieur Commercial compte RENAULT pour le suivi du développement et de la commercialisation des Boucliers avant et arrière.
  • Société Nationale des Poudres et des Explosifs (SNPE) - Stagiaire

    1998 - 1998 Centre de Recherche du Bouchet (Vert-le-petit, dept 91), au sein de l’unité Chimie, Département Futur et Propulsion

    Développement marketing et technique pour la Chimie des Hautes Pressions.



Annuaire des membres :