Avec une expérience de plus de 20 ans en tant que Directeur Commercial et Dirigeant au sein d'entreprises des nouvelles technologies (éditeurs de logiciels), de manufactures industrielles, ainsi que du secteur retail/CHR, je consacre désormais mes compétences à aider des entreprises de toutes tailles et/ou Business Units à mettre en place une structure efficace pour favoriser et accélérer la croissance de leurs revenus.

Cellos

Le Vésinet

Directeur Commercial et Marketing France et EMEA I Transformation Digitale I Acquisition Clients I Business Growth I Ventes Comp

Expériences professionnelles

CMB Consulting
Paris

Consultant en Stratégie de Développement Commercial

Mars 2018 - Aujourd'hui

Depuis 2008, j'aide les start-ups et scale-ups à vendre plus et les TPME classiques à se transformer pour profiter du digital pour croître. Mon objectif est d'apporter un impact fort en proposant les stratégies sur mesure aux organisations et en soutenant le cas échéant les équipes Sales pour maximiser leur performance commerciale.

Malou

Head of Sales

Avr 2022 - Août 2022

HR : Team of 6 (+6 hired to start later on). Changing contracts to align with strategy ACHIEVEMENTS : Building 22's strategy, goals and a hunting culture. Leading CRM migration.
Simplifying Sales processes.
22's GOAL : 500% growth I OUTCOMES : +35% MoM

Wemind

Chief Sales Officer

Juin 2020 - Mars 2022

PEOPLE : Team of 4 (me included) Developing, hiring, coaching, and motivating a team of Sales Teaching how to improve solution selling, prospecting and closing Providing strategic direction to internal stakeholders, including Marketing, Customer Success, and Product Management, EXECUTION :
Rigorously managing sales pipeline to create accurate revenue forecasts using CRM datas, Networking with partners to promote Wemind, Successfully built transformative B2B data driven policies and road maps with strategic business impact for upcoming years STRATEGY :
Building and executing BtoB go-to-market plans including sales and channel strategy RESULTS :
> Leads : +47% YoY > MRR : +68% YoY

GoCater SAS

Head of Sales and Supply Partnerships

Mai 2019 - Mai 2020

SUPPLY : Caterers, Restaurants and Chains Acquisition strategy and action plans for 2019 /2020, Scaling the Partner Sales Team from 3 to 5 ppl, Process and pitches (objection handling) DEMAND : Midsized and large companies Acquisition strategy and action plans for 2019/2020 Scaling the Corporate Sales Team from 3 to 9 ppl, Process and framework : 3 tools merged to one CRM (Hubspot)

RESULTS

Mai 2019 - Mai 2020

Supply : from 700 partners mostly in Paris to 2200 within 10 biggest French urban units + commission rate increased from 8 to 14% + PAC from 597€ down to 321€ (goal : 200€) Demand : from 11K customers to 22K + ARR from 1300 to 1900 € + CAC from 650 to 404€ (goal:250€) + GMV 2018 = 600K€ up to 2019 = 4,5M€

StarOfService

Head of Sales

Oct 2018 - Avr 2019

Full-time - La Défense - France SALES :
Being the voice of SOS in all service, categories, in charge of educating the market Guiding product strategy, CS and Tech Creating the sales playbook and process HR :
Scaling from 7 to reach 40 salespeople while remaining ROI positive, Building a recruitment machine Hiring, onboarding and training team leaders and sales, Creating an onboarding process, Building from scratch a assessment form for monthly and quaterly meetings RESULTS :
Customers : 140K + in Fr & 1M+ WorldWide | Cash : +20% MoM | ARPA : +35% in 6 months | Churn :
- 15% MoM | ROI : Positive since day 45 after beginning of collaboration

IDnow GmbH

Country Sales Manager

Nov 2017 - Oct 2018

LAUNCHING THE FRENCH BRANCH (1st employee) :
Adapting offers to the French & Southern Europe markets, Simplifying remote operation processes with the HQ in Munich, Building key partnerships to develop our brand, Deploying, monitoring CRM + Pipeline processes + KPIs, CREATING THE 2 YEAR SALES STRATEGY :
Tactics of approach of the national authorities, Proper segmentation of accounts data base, Defining technical means and tools SALES OPERATIONS :
Selling Saas solutions for KYC/AML, eIDAS, MiFID2, PSD2, GDPR etc. compliance, Verticals: financial institutions, Telco, Automotive, Mobility, Share Economy, Fintechs (ICO), Gaming, Hospitality, etc., Adressing C-level managers among which CEOs, CIOs, CTOs, CMOs, CCOs, DPOs, and so on, Customer conversation and summary of their commercial, marketing, IT and regulatory issues or pain points, Designing use cases scenarios allowing our customers to reach their objectives RESULTS :
4 opportunities a week + 2 meetings a week and 1 event per month A 3 year deal over € 1 M closed within a 4 months period

MY Target SAS

Sales Director | Founder

Sep 2014 - Oct 2017

MISSIONS AND ORGANIZATION :
Responsible for business strategy and results, Project Management : Creating a 7M professional database + a 14M consumer file from scratch, In charge of P&L + the relationship with suppliers + Public Administration OPERATIONAL EXECUTION :
Selecting and collaborating with up to 12 freelance sales workers, Establishing the partner/channel recruitment policy, Controlling KPIs against expenses day to day to meet financial goals, Defining standards to both follow-up customers satisfaction and avoid churn, Benchmarking competition and market changes to meet customer expectations RESULTS :
2016 : €105K | > 2017 : €353K | > 500 clients

Kompass International S.A.

Head of Global Sales France

Sep 2009 - Juin 2014

DUTY AND ORGANIZATION :
Managing the sales team (9 team leaders, 55 field vendors & 25 inside sales) Responsible for all sales activity within the country, Financial, revenue and budgetary responsibility including: setting annual expense and revenue plans, quarterly re-forecasting of expense plan, continuous monitoring of actual expense Vs actual revenue to ensure it remains within forecast plan OPERATIONS AND MANAGEMENT :
Managing group and individual performance and productivity with a clear KPI policy, Paying positive and close attention to high performers, Ensuring a collaborative working relationship with other departments and mainly marketing teams PROJECT MANAGEMENT : CRM Migration Defining specifications with the IT team and the product owner, Setting up KPIs and user access rights Planning teams training Reporting, forecasts and defense of P&L with Top Managers (CEO and Deputy) RESULTS 2013 :
Field : € 12M | Inside : € 5M | over 7K BtoB clients

Kompass International

Head of Inside Sales

Sep 2003 - Juil 2009

France Executing the Sales Director's strategy to meet and exceed targets, Reducing the employment "churn" Increasing the ARPA (from 700 to € 1800 in 3 years) Creation of the Knowledge Management Datawarehouse (on premise) RESULTS :
> 2004 (3 people in charge of channel sales) : € 600K > 2008 (15 team members + 2 leaders) : € 4M

Formation

2001 CEGOS, DEMOS, PRACTIS CONSEIL, HEC-ELITE SALES PEOPLE - Business Strategies and Execution Plans +; Various Training Organizations

1996 Université De Cergy-Pontoise (UCP) - Master of International Business and European Trade

Langues

Anglais : Niveau avancé

Francais : Bilingue ou langue maternelle

Italien : Connaissances de base

Espagnole : Connaissances de base

Directeur Commercial et Marketing France et EMEA I Transformation Digitale I Acquisition Clients I Business Growth I Ventes Comp

Note Globale

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