Area Sales Manager
Technica International
مجموع سنوات الخبرة :18 years, 10 أشهر
Technica International: customized automation solutions provider for the FMCG industry (integrator of complete lines, manufacturer of end of lines).
Results:
Opening of multinational accounts: Unilever, Bel Group, Henkel, FrieslandCampina, Equatorial Coca-Cola Bottling Company.
Penetration of new territories: Algeria, Morocco, Tunisia, Ivory Coast.
Generation of 13% of 2019 and 15% of 2020 sales turnovers.
Duties & responsibilities:
Responsible for France and Africa markets. Territory ownership, development and management.
Market scanning, exploration and analysis
Prospection of new customers (multinationals, big local & regional groups…)
Follow-up and developing existing and non-active accounts
Identify & analyze customers’ needs and gaps in their operations. Generate leads & opportunities, pipeline management. Prepare customized solutions and offers in close collaboration with engineers and with customers (consultancy selling). Technical presentations, commercial negotiations & closing deals. Answer on RFIs, RFQs, RFPs. Follow-up on projects and handle claims.
Customers meetings and site visits
Management and coaching of Kenya sales engineer
Cooperation with OEMs, partners & suppliers
Reporting. Participate to exhibitions…
QUING MATERIAUX: importer & supplier of construction materials and industrial & residential equipment of international brands.
Results (under economic crises context and very competitive market):
2016: 12 new (active) B2B clients due to prospection that generated 29% of the annual B2B sales turnover.
2017: 14 new B2B clients that generated 30% of the annual B2B sales turnover.
Duties & responsibilities:
Sales Manager: Prospecting new B2B clients. Business development, follow-up, maintaining and managing business relation with large portfolio of customers. Key Account Manager of big accounts. Answer on RFIs, RFQs, RFPs. Commercial negotiations.
Marketing & Communication Manager
Procurement Manager. Products importation, cost price pre-calculation, supply & logistics chain management (international & local suppliers, sea freight companies, customs clearance agencies & transport companies), price negotiation.
Define and implement the company’s strategy
Co-general management of the company: HR, finance/accounting, operations (technical), stock, delivery, teams management.
Recovering of clients’ debts. Claims management. Conflict resolution.
Participate to professional seminars & workshops. Direct reporting to the CEO.
AMETRA: mechanical & electrical engineering service provider.
Fields of industry: Oil & Gas, Energy, Aeronautics/Aerospace, Nuclear, Military, Railway transport, Medical.
Results:
Objective: 10% of turnover growth every year at constant profit margin.
Achieved: 10% in 2012, 13% in 2013, 18% in 2014, 15% in 2015.
38 new clients in 4 years due to prospection.
Duties & responsibilities:
Sales & business development:
Prospecting new clients (opening of Siemens, Zodiac Aerospace, Vinci Energy, Alstom Power, Facom…).
Follow-up, maintaining and managing business relation with large portfolio of active customers (5M€ of annual turnover).
Key Account Manager of big accounts/multinationals (Schlumberger, Siemens).
Identify & analyze customers’ needs. Generate leads & opportunities. Propose solutions & offers. Commercial negotiations. Answer on RFIs, RFQs, RFPs.
Reporting. Develop clients’ organization charts. Elaborate annual forecast budget. Participate to international exhibitions. Conflict resolution…
LNE: French National Metrology & Tests Laboratory.
Working on European research project.
Technical environment: electrical metrology, microelectronic devices, cryogenics, vacuum techniques, measurements, high frequency radiations, optical microscopy.
International (& national) collaborations, oral presentations at international (& national) conferences, reporting.
Applications in microelectronics industry: stable and accurate current sources.
LNCMI: French National Laboratory for Intense Magnetic Fields.
Working on ANR (French National Research Agency) project.
Technical environment: microelectronic devices, semiconductors, cryogenics, vacuum techniques, measurements, high frequency radiations, superconductor magnets, optical microscopy.
International (& national) collaborations, oral presentations at international (& national) conferences, reporting.
Applications in microelectronics industry: micro-current generators, micro-detectors of microwave & Terahertz radiations.
Applications in biotechnology: molecular motors.
Courses & Internship
Micro Nano Technologies