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Rodolphe D'AVEZAC

PARIS

En résumé

- 10+ years experience working for an american based B2B software vendor in an international environment (5 years based in London).
- Roles of sales director (up to $40 million annual turnover) and business unit leader (30 people - $4 million turnover).
- Technical and soft skills around 2 main subjects : Increase turnover and multi-disciplinary team management.

- Agile in a matrix and multi-cultural organization

- I have dedicated 16 months to follow an Executive MBA program to practice my leadership style and expertise around Harvard Business cases in an "Executive Committee approach".

- I am now open to new challenges as P&L owner for an activity at a B2B software vendor, distributor or integrator.

Mes compétences :
Recrutement
Marketing
Leadership
P&L management
English (TOEIC : 990 / 990 - Février 2014)
Negotiation
Sales management
Entrepreneurship
Multi-cultural & Multi-disciplinary management
Operations
Strategy
Partnership

Entreprises

  • NewCom - Co-owner

    2014 - 2015 Start-up project & EMBA professional thesis:
    "Creation of a General Management consulting firm dedicated to support manufacturers?"​

    Results:
    - Strategic positionning and 3 years Business Plan
    - Action plan on key success factors (Sales / Sourcing / partnerships)
    - Graded "Excellent"​ by the HEC jury including Laurence Lehmann-Ortega, well known strategy expert
    - My colleague plans to launch the company in September executing on this positioning and I might stay onboard as an "external advisor"

  • Parametric Technology Corporation - Business Unit Development

    2011 - 2014 My goal is to rebuild the PLM activity (Product Lifecycle Management - Collaborative software platform dedicated to increase manufacturer performance) on the French and Swiss market for companies under $1 billion turnover.

    - Development and execution of a 3 years business plan to increase annual turnover
    - Resellers and software integrators alignment strategy
    - Co-creation and execution of partner business and action plan (Strategic positioning + marketing + sales + technical + profit & loss)

    - Management and development of 5 colleagues (Sales + Technical)
    - Partner ressources coaching on key sales campaigns ( 25+ people including sales, marketing, technology and process expertise)
    - Support ressources to:
    * Increase profitability and turn over of the activity
    * Move to a dedicated PLM activity from an organization point of view
    * Implement value selling processes
    * Build PLM pipeline
    * Develop accounts
    * Turn prospects into customers
    * Close sales campaigns

    Results:
    - In 3 years turnover of the activity increased from $1 million to $4 million (including $1.3 million in software)
    - 30+ people trained to identify and run PLM sales campaigns
    - Win 3 major software opportunities in the last year (200K$+ each)

  • Parametric Technology Corporation - Directeur Commercial (France/Suisse)

    2006 - 2011 Based in London then Paris, my goal is to increase the turnover of my business unit and be very predictive on the forecasting activity.
    - Hiring, management and development of a sales team (5 people)
    - Indirect management and coaching of Key Account Managers (25+ people)
    - Channel management of Value Added Resellers (10+ people)
    - Marketing and sales campaigns on specific topics: Winbacks, Upgrades, premium services, etc.
    - Direct support and negotiation on request for proposal, volume purchase agreement, pricing agreement, etc.

    - Results:
    * Annual turnover up from $20 million to $40 million in 5 years
    * Quota achievement year over year
    * President Club

  • Parametric Technology Corporation - Strategic Account Sales Manager

    2004 - 2006 Main goal is to grow the service activity turnover by 10% year over year.
    In charge of strategic accounts like AIRBUS, Areva, Thales, Richemont, Schneider Electric, SAFRAN, etc.
    Cold calling to reactivated lost customers.
    Teaming up with software strategic account managers to build millions $ worldwide deals.
    Running specific campaigns: software reengineering, service level upgrades, cross-selling.

    Results: Quota overachieved year over year up to $6 million

Formations

  • HEC

    Paris 2014 - 2015 Executive MBA

    Business & corporate strategy I Finance I Accountability I Marketing I Operation I Human Ressources I Innovation I Start-up I Build-up

  • Ecole De Management Léonard De Vinci

    Paris 2000 - 2004 Sales-Marketing-Services

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