Think big and Never Give Up
Bertrand Directeur commercial, CCO
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Profil mis à jour le : 27/11/2019

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Bertrand

61 ans

Montgeron

Bertrand
Directeur commercial, CCO

Expériences professionnelles

 

Société de Conseil et de Management de Transition

Owner & founder

Jan 2016 - Nov 2019

- Strategy definition, Growth acceleration & Go to Market alignment,
- Missions carried out in France and Germany at Biotronik Berlin & in several start-ups such as Virtualisurg, Wistim, Labtoo, Sancare & Urgentime
- Member of several expert communities & start-up accelerators
- Senior advisor for private equity & market research organizations


B.Braun Medical AG

Jan 2004 - Déc 2015

Family-owned company, leader in Infusion, Surgery, Implants & Dialysis, €5.5 billion revenue & 52 000 people.


B.Braun Medical France

General Manager - Business Operations & Supply Chain

Jan 2010 - Nov 2015

(Revenue 2014, €185 million - 420 people located on different sites)

Role & Mission
- P&L management of several divisions & support functions including logistic Hospital Care (Infusion, Clinical Nutrition & Regional Anesthesia), Aesculap (Surgical equipment & Implants) & OPM (Stoma therapy & Incontinence & Wound Care),
- Legal representative & member of the local Executive Committee,

Achievements
- Defined & Implemented 2012-2015 Strategic plan based on 4 pillars:
Customer Intimacy, Operation Experience, Innovation & Talents Management
- Implemented a matrixial go to market organizations (12 dedicated sales teams & 7 KAM),
- Developed Solution selling offerings to national GPO's,
- Set up CRM "Salesforce" within a large team of 260 people,

Results
- Sales growth above the market, for all three Divisions,
- Reduction of Expense on Sales ratio according to the plan,
- Margin improvement delivered by a better product-mix management & with Clinical value selling proposition,


Hospital Care & Aesculap Division Director, France

Manager

Jan 2004 - Nov 2009

(Revenue 2008, €123 million/140 people)

Role & Mission

- Manage 2 BU’s Hospital Care (Infusion, Clinical Nutrition & Regional Anesthesia) from 2003 to 2010 and simultaneously HC & Aesculap (Surgical instruments, Sutures & Implants) from 2008 to 2010

Achievements
- Aligned the two Business Unit on a unique Operating mechanism,
- Positioned the portfolio according to decision making process,
- Set-up, distributors sales channel for small customers in surgical instruments,
- Launched LVP Bottle Pack “Ecoflac” concept, in a very competitive market,
- Implemented 12 regional scientific experts to boost sales of pharma portfolio,

Results
- Budget achieved all along the period,
- +3.6M€ operating profit due to cost management & digitalization (new tools),
- 50% market share in infusion therapy (LVP),
- 25% market share in parenteral clinical nutrition,


General Electric Medical Systems Europe

EMEA Sales & Marketing Director

Jan 2001 - Jan 2003

Worldwide leader in Diagnostic Imaging, $7 billion revenue in 2003.
Multi-vendor Services Diagnostic Imaging,

- Re-energized Multi-vendor Services DI business in Germany, UK, Italy & Turkey,
- Set-up European Pricing Committee reviewing profitability of each major deals,
- Generated revenue of 21M€ with a team of 70 people in 7 countries,


Dräger Medical S.A. , France

Sales & Marketing Director

Jan 1989 - Déc 2000

From 1998 to 200 Sales & Marketing Director, France (Revenue in 2000, €34 million – 60 people)
- Definition and Implementation of operational business plans,
- Reorganized Customer Service department improving efficiency,
- Boosted sales of accessories/consumables business (+70% Revenue in 3 years),

From 1996 to 1997 Business Development Manager, South West Europe (Revenue’97, €17M)
- Successful sales development in Italy, Greece & Switzerland in ventilation care,

From 92 to 95 Sales Manager, “Operating Room” & Product Manager “Neonatal care”

From 89 to 91 Sales Manager, Emergency products


General Electric Medical System, France

Sales Representative

Jan 1985 - Déc 1988

Developpement commercial in X-Ray & Ultrasound equipment’s


Formation

 

2007     ESMT , Berlin, Germany - Executive Leadership Program

2002     GE Education Center , Crottonville, USA - Advanced Management Course

1997     ESCP Graduate Management School - Master's degree in management

1983     IDRAC Business School , Paris, France - Bachelor Business & Marketing

Langues

 

Francais : Langue maternelle

Anglais : Courant

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