Chief Commercial Officer

Missions:

▪ Deployer le plan de Transformation de la nouvelle organisation commerciale (85 commerciaux))

▪ Coacher le CCO ainsi que ses collaborateurs directs

▪ Bâtir le programme de “Sales Effectiveness” / Elaborer le descrition de fonction des Directeurs de Marché

120 M €, Interim Executive Mgt role

Excom Member reporting to the CEO

Missions :

• Renegotiate target large customer contracts
• Establish Group key account management processes.
• Develop Group commercial growth strategy for 2021/23.
• Establish commercial pipeline process, KPIs and Organisation.
• Calibrate existing team/capabilities and development plans
• Elaborate and execute the Digital Marketing strategy (Inbound tactics)

2,2 Billion €

European Excom Member reporting to the EMEA MD

Missions :

• Drive profitable 2,2 Billion € revenue growth in Europe, cross Line of Businesses (LTL – FTL – Last Mile - GF)
• Elaborate and implement an innovative 2 to 3 years pan European Sales Effectiveness Strategy
• Manage a team of 220 sales rep with 6 country Sales Directors (direct reports)
• Manage in-person the SAM (Strategic Account Mgr Europe) and NAM’s (National Account Mgrs France) : 9 individuals / 450 M€ revenue yearly
• Prepare and conduct together with the Excom, the MOR (Monthly Operating Review) for the US XPO Board
• Contribute effectively to the “One XPO Europe” Sales Transformation (SAM programme)

Results :

• 2017 / 2018 sales target met, with respectively 5.5 % and 4.5 % Organic Growth Europe-wide
• “Winbook” and “Win Room” concepts deployed predominantly in France to ensure fast track new business development (conversion rate grew from 30 % to 65 %) & retention (94 % retention rate)
• Learning & Development Plan executed with 220 sales rep trained on the XPO Corporate PSM programme (Persuasive Selling Mode) + digital course deployment to address the sales community freight expertise needs
• 99 % Sales Force CRM usage to drive actionable and qualitative reporting to the board and country MD
• Partnership management (McKinsey / Implement) to guarantee key projects are On Time and At Cost

Excom member reporting to the Managing Director

Missions :

• Lead the Commercial strategy for Amex France
• Manage a team of 16 Client Managers with 2 direct reports covering 300 customers
• Manage the Global Client Service Group composed of 20 Customer Service Agents with 2 direct reports
• Develop and retain a profitable total turnover of 600 M€
• Full P&L responsibility with creation of the Long-Range Plan (2014-2017) for the Large Market
• Employee: Restructuring, talent Mgt. Inspire people during turbulent times

Results :

• Shareholders: 25 % Consulting revenue growth Year on Year and 4 % on core business
• Contribution Margin improvement: + 5%
• Customers: 99 % retention rate current year vs last year

Reporting to VP Commercial Director

Office supplies / 250 M€- 720 people

Execom member, reporting to France MD

Missions :

• Define and implement a 2 years strategy to restore and develop outbound sales
• Manage a commercial group composed of 55 employees and support functions
• Build up a relationship sales structure complementary to mail order sales channel
• Design and make Budget both in terms of sales and operating costs

Results :

• Implementation of a new sales organization by customer segment (Telesales & Field sales rep)
• Key Accounts retention rate improved by 8 bps to achieve 95 %, for 20 M€ revenue
• Return to revenue growth on small and mid-size markets with 2 % turnover increase to reach 30 M€
• 35% conversion rate achieved on Tender Business opportunities

• Network Global Account Manager (Worldwide)
• Regional Global Account Manager (Europe)
• Key Account Manager (France)
• Major Account Executive

VSNA / URUGUAY