Timothée CARGILL

En résumé

Entreprises

• EADS - VP Middle East - International Development

  Blagnac 2008 - maintenant • Lead, promote and support EADS development strategy:
   Define and implement with the divisions the regional marketing and sales strategy (from € 50 million to € 1.5 billion/year/campaign, from scratch in Iraq, Iran and Syria with contract signature of >€ 600 million).
   Elaborate and track regional campaigns key parameters of success (identification of new business opportunities, local decision making process and decision makers mapping, lead cross function/cross division winning strategy).
   Lead pre/post deal operational support locally (client requirement, budget allocation, competitor activity, bidding process, offer elaboration and adjustment).
   Support the implementation of division local industrial footprint (industrial cooperation, regional MRO and training centers).
   Ensure EADS divisions local actions coherence (offer priorities, one voice communication, industrial and offset complementarity).
   Report on current/future sales campaign and country/region status to EADS top management.
  • Influence local political decision making process and deliver market intelligence:
   Create and develop local political support and recommend a regional lobbying strategy.
   Engage personally with executive stakeholders and senior company or governmental staff to influence decision-makers and processes.
   Represent EADS Group interests towards local governments and French/German/Spanish ones (group Ambassador towards local embassies and other local/home countries political authorities to ensure support for running campaigns and future projects).
  • Select and manage local partners and consultants:
   Control appointments of partners and representatives in the region.
   Coordinate the local support provided to the divisions in the region.

• Eurocopter SA - Commercial Director Middle East

  2005 - 2008 • Develop and lead successful commercial strategy generating deals worth > € 500 millions:
   Define overall sales campaign, elaborate capture plan, commercial offers, pricing, lead bid management and complex negotiation, close deals.
   Penetrate new civil and governmental markets (sale of new aircrafts, and support contracts of existing fleet in Iraq, Iran and Egypt).
   Develop existing markets (Kuwait, Jordan, Syria, and Lebanon).
   Manage a support sales team.
   Lead cross functional and multicultural teams (industrial, marketing support, finance, legal).
   Coordinate sales, after sales, training and communication activities in the region.
  • Establish local network and partnerships.
  • Report to Head-quarters and French authorities (interface and cooperation with Ministers of Foreign affairs, Defense and Finance).
  

• EUROCOPTER SOUTH EAST ASIA PTE LTD - Commercial Director South East Asia

  2002 - 2005 • Define and deploy regional sales strategy and marketing guidelines in the region:
   Lead, capture and close sales campaigns.
   Promote Eurocopter range in the region (exhibition, partnership, company representation).
   Manage local commercial and administrative teams.
  • Penetrate new governmental markets (Thailand >€ 30 million and Philippines >€ 5 million).
  • Win new Off-Shore contracts (Vietnam >€50 million, Malaysia>€40 million, Brunei >€10 million).
  • Grow civil market (corporate/VIP) in South East Asia :
   Sale of 8 to 10 aircrafts/year (>€ 35 million/an).
   Set up financial partnership for sales financing.
   Set up a network of partner and finder’s fee.
  • Elaboration of a new strategy (volume/support) :
   Development of regional presence (opening of an office in Thailand, consolidation of the Philippines subsidiary).
  • Significant growth of regional market share (+60% in 2004).
  

• Sagem Australasia - Commercial Director Australia, New-Zealand, Pacific

  PARIS 2000 - 2002 • Partnership with Australian, New Zealand and Pacific carriers :
   Set up of a partnership with the historical carrier (Telstra- > 500 000 terminals - >€ 10 million).
   Penetrate and grow traditional leading carriers (Vodafone Australia and New-Zealand, Optus).
  • Define and deploy the commercial, marketing and communication strategy in the region.
   Set up of a GSM distribution network in Australia, New Zealand and in the Pacific islands:
   Negotiation, management and follow up of contracts with local carriers and distributors (10 direct sales representatives and >100 distributors).
   Set up of a network of after sales service centers (10 centers in Australia and 3 in New Zealand).
  • Launch of a range of new products:
   Negotiate with Sagem Headquarters on production orders as well as technical assistance.
  

• Sagem SA - Telecom Department - Key Account Manager

  1997 - 2000 • Market share increase in existing customer accounts and development of customer loyalty and retention (Renault, Pechiney, Sita…).
  • Signature of new key account (Indosuez, Laboratoire Fournier, public administrations…).
  • Negotiation and set up of short and long term, national and international framework agreements.
  • New products launch and market share acquisition (+120% in 1999).
  

Formations

• Harvard Business School (Boston)

  Boston 2009 - 2010 Leadership
  
  Leading Change and Organizational Renewal
  Program for Leadership Development
  Negotiation and Competitive Decision Making

• INSEAD

  Fontainebleau 2004 - 2004 Young Manager Program: Training program for young high potential managers.

• European Business School

  Paris 1992 - 1996 Commerce International

Réseau

• Alex BARET

• Association Des Diplômés De L'EBS

• Charles DE BAUDUS

• Christophe SICOT

• Dominique VINCENT

• Elise PERL

• Eric DE CHABOT

• Henri CHEVREUL

• Isabelle HERVY-DEMAIZIÈRE

• Yvan TCHEMENIAN