Experience

L'Echelle Européenne

• France
• Retail
• 1 - 100 Employee

• DIRECTEUR DES VENTES

  • Nov 2020 - Present

  - Marché : protection antichute - Région de 19 m d'€ - 14% de progression annuelle - 25 collaborateurs en direct - 5 agences intégrées, 11 franchisés - Membre du CODIR - Pilotage des comptes d'exploitations - Management global et recrutement au sein des agences intégrées - Suivi des grands comptes du btp - Structuration de l'approche commerciale, juridique, financière - Relations globales avec les franchisés en approche conseil - Marché : protection antichute - Région de 19 m d'€ - 14% de progression annuelle - 25 collaborateurs en direct - 5 agences intégrées, 11 franchisés - Membre du CODIR - Pilotage des comptes d'exploitations - Management global et recrutement au sein des agences intégrées - Suivi des grands comptes du btp - Structuration de l'approche commerciale, juridique, financière - Relations globales avec les franchisés en approche conseil



FRENEHARD

• France
• Wholesale Building Materials
• 1 - 100 Employee

• SALES MANAGER

  • Oct 2018 - Sep 2020

  - Metal guardrails and safety protection within distributors, majors (BOUYGUES,VINCI) - €10m and 15 people managed - Actions & results : turnover, profitability, quality, efficiency, customer satisfaction, P&L, R&D, team building, prescribing - Metal guardrails and safety protection within distributors, majors (BOUYGUES,VINCI) - €10m and 15 people managed - Actions & results : turnover, profitability, quality, efficiency, customer satisfaction, P&L, R&D, team building, prescribing



COMPO France

• France
• Manufacturing
• 1 - 100 Employee

• KAM MANAGER

  • 2015 - Sep 2017

  COMPO FRANCE Garden products (potting soils, plant protection) - 83 p (27 sales staff) - Turnover: €50m - Markets: food, DIY, garden stores, e-commerce, private labels SITUATION : - 1st objective after takeover : to be cost effective in a tight turnaround - 1st step : improve margins in a changing market (glyphosate banned in 2019) - Structure and manage key account approach - Create sales KPI - Route to market for new market shares - European synergies with… Show more COMPO FRANCE Garden products (potting soils, plant protection) - 83 p (27 sales staff) - Turnover: €50m - Markets: food, DIY, garden stores, e-commerce, private labels SITUATION : - 1st objective after takeover : to be cost effective in a tight turnaround - 1st step : improve margins in a changing market (glyphosate banned in 2019) - Structure and manage key account approach - Create sales KPI - Route to market for new market shares - European synergies with headquarter - Answerable to the marketing and sales director of South Europe STRATEGY : - SWOT : analyze potentials, benchmark competitors, pricing, consumer trends - Manage ,with KAM team, annual negotiations and contracts - Present results and come up with new strategies in COMEX - Federate team around KPI and ROI spirit - Ensure national listings worked on the ground - Coaching during negotiations - Conduct tenders in project mode ACHIEVEMENTS : - Turnover: + €8m for €60m - Margins increased (rate and volume) - CARREFOUR: successful tender for €20m - Sustainable relationships with major accounts : AUCHAN, GAMM VERT, LEROY MERLIN, AMAZON - Profitability : better margins thanks to KPI customers, products, listings - Detention rate : 87% - Actions on expired and surplus stocks - Synergies with headquarter : marketing, merchandising, supply chain Show less COMPO FRANCE Garden products (potting soils, plant protection) - 83 p (27 sales staff) - Turnover: €50m - Markets: food, DIY, garden stores, e-commerce, private labels SITUATION : - 1st objective after takeover : to be cost effective in a tight turnaround - 1st step : improve margins in a changing market (glyphosate banned in 2019) - Structure and manage key account approach - Create sales KPI - Route to market for new market shares - European synergies with… Show more COMPO FRANCE Garden products (potting soils, plant protection) - 83 p (27 sales staff) - Turnover: €50m - Markets: food, DIY, garden stores, e-commerce, private labels SITUATION : - 1st objective after takeover : to be cost effective in a tight turnaround - 1st step : improve margins in a changing market (glyphosate banned in 2019) - Structure and manage key account approach - Create sales KPI - Route to market for new market shares - European synergies with headquarter - Answerable to the marketing and sales director of South Europe STRATEGY : - SWOT : analyze potentials, benchmark competitors, pricing, consumer trends - Manage ,with KAM team, annual negotiations and contracts - Present results and come up with new strategies in COMEX - Federate team around KPI and ROI spirit - Ensure national listings worked on the ground - Coaching during negotiations - Conduct tenders in project mode ACHIEVEMENTS : - Turnover: + €8m for €60m - Margins increased (rate and volume) - CARREFOUR: successful tender for €20m - Sustainable relationships with major accounts : AUCHAN, GAMM VERT, LEROY MERLIN, AMAZON - Profitability : better margins thanks to KPI customers, products, listings - Detention rate : 87% - Actions on expired and surplus stocks - Synergies with headquarter : marketing, merchandising, supply chain Show less



MILLET

• Laval en Brie

• GENERAL MANAGER

  • 2010 - 2014

  SAS MILLET Carpentry - 42 p - Turnover: €6m Products : made-to-measure furniture, wood doors, floor Markets: public authorities, majors, architects SITUATION : - Face financial and commercial challenges around profitability, quality, customer satisfaction STRATEGY : - Analyse and manage P&L - Improve performance, productivity, technicality, professionalism and mindset - Priority on public tender, recruitment, training and investment - Prospect major… Show more SAS MILLET Carpentry - 42 p - Turnover: €6m Products : made-to-measure furniture, wood doors, floor Markets: public authorities, majors, architects SITUATION : - Face financial and commercial challenges around profitability, quality, customer satisfaction STRATEGY : - Analyse and manage P&L - Improve performance, productivity, technicality, professionalism and mindset - Priority on public tender, recruitment, training and investment - Prospect major accounts and architects - Deal annual negotiations and contracts - Remove hidden costs - Report to the stakeholder ACHIEVEMENTS: - Net income 2012 : + €75k - Order book 2014: €8.2m - Margins : +11% - Customer mix : architects, public authorities, VINCI, LEON GROSSE - Key performance indicators : order book, margins, break-even, forecasts, cash flow, purchases, debt recovery actions, aggregate payroll - Relationships with suppliers and banks - Sales, financials, HR processes - Talents promoted, recruited and retained - Incentive, performance review, training initiated Show less SAS MILLET Carpentry - 42 p - Turnover: €6m Products : made-to-measure furniture, wood doors, floor Markets: public authorities, majors, architects SITUATION : - Face financial and commercial challenges around profitability, quality, customer satisfaction STRATEGY : - Analyse and manage P&L - Improve performance, productivity, technicality, professionalism and mindset - Priority on public tender, recruitment, training and investment - Prospect major… Show more SAS MILLET Carpentry - 42 p - Turnover: €6m Products : made-to-measure furniture, wood doors, floor Markets: public authorities, majors, architects SITUATION : - Face financial and commercial challenges around profitability, quality, customer satisfaction STRATEGY : - Analyse and manage P&L - Improve performance, productivity, technicality, professionalism and mindset - Priority on public tender, recruitment, training and investment - Prospect major accounts and architects - Deal annual negotiations and contracts - Remove hidden costs - Report to the stakeholder ACHIEVEMENTS: - Net income 2012 : + €75k - Order book 2014: €8.2m - Margins : +11% - Customer mix : architects, public authorities, VINCI, LEON GROSSE - Key performance indicators : order book, margins, break-even, forecasts, cash flow, purchases, debt recovery actions, aggregate payroll - Relationships with suppliers and banks - Sales, financials, HR processes - Talents promoted, recruited and retained - Incentive, performance review, training initiated Show less



GAZINOX

• Champs sur Marne

• GENERAL AND SALES MANAGER

  • 2007 - 2010

  Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce Internal promotion SITUATION : - One objective : improve profitability - Implement the new organisation : 160 salesmen on 5 five locations, shared with BUTAGAZ - Submit strategy and figures in COMEX - Answerable to the executive board STRATEGY : - To do more for less and more quickly : cost-effective approach optimizing P&L and keep the costs down - Convince… Show more Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce Internal promotion SITUATION : - One objective : improve profitability - Implement the new organisation : 160 salesmen on 5 five locations, shared with BUTAGAZ - Submit strategy and figures in COMEX - Answerable to the executive board STRATEGY : - To do more for less and more quickly : cost-effective approach optimizing P&L and keep the costs down - Convince clients to retain listings on the long run - Conclude industrial partnerships to improve margins and to face a threat from worldwide competitors - Maintain a high level of quality with partner - Marketing : establish a new SWOT, benchmark with competitors, launch on a shoestring markets surveys, opinion poll about brand and product awareness, make adjustments (packaging, in store film, in-store promotions, pricing, margins, sales incentives) - Federate the new organisation in a team building spirit ACHIEVEMENTS : - Net income 2010 : + €110k - Margins : +7% - Customers' satisfaction rate : 98% - Aggregate payroll, overheads, operating expenses reduced - New sales representation trained and managed - European sourcing dealt with Italian manufacturer after industrial and normative process - Market shares developed : 45% for our loss leader - Market segments positively balanced : 60% with DIY, 40% with wholesalers - Trends surveyed to fit profile of what customers were looked for - Packaging and merchandising improved - In-store promotion and cross-marketing multiplied - Brand awareness consolidated - Due diligence process handled Show less Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce Internal promotion SITUATION : - One objective : improve profitability - Implement the new organisation : 160 salesmen on 5 five locations, shared with BUTAGAZ - Submit strategy and figures in COMEX - Answerable to the executive board STRATEGY : - To do more for less and more quickly : cost-effective approach optimizing P&L and keep the costs down - Convince… Show more Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce Internal promotion SITUATION : - One objective : improve profitability - Implement the new organisation : 160 salesmen on 5 five locations, shared with BUTAGAZ - Submit strategy and figures in COMEX - Answerable to the executive board STRATEGY : - To do more for less and more quickly : cost-effective approach optimizing P&L and keep the costs down - Convince clients to retain listings on the long run - Conclude industrial partnerships to improve margins and to face a threat from worldwide competitors - Maintain a high level of quality with partner - Marketing : establish a new SWOT, benchmark with competitors, launch on a shoestring markets surveys, opinion poll about brand and product awareness, make adjustments (packaging, in store film, in-store promotions, pricing, margins, sales incentives) - Federate the new organisation in a team building spirit ACHIEVEMENTS : - Net income 2010 : + €110k - Margins : +7% - Customers' satisfaction rate : 98% - Aggregate payroll, overheads, operating expenses reduced - New sales representation trained and managed - European sourcing dealt with Italian manufacturer after industrial and normative process - Market shares developed : 45% for our loss leader - Market segments positively balanced : 60% with DIY, 40% with wholesalers - Trends surveyed to fit profile of what customers were looked for - Packaging and merchandising improved - In-store promotion and cross-marketing multiplied - Brand awareness consolidated - Due diligence process handled Show less



GAZINOX

• SALES DIRECTOR

  • 2006 - 2007

  GAZINOX Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce SITUATION : - Level out and develop key accounts in a strong competition - Put a plan into action to improve morale, commitment and efficiency of salesmen ( 7 p) - Survey a new marketing strategy - Answerable to the CEO STRATEGY : - For a start, set clear sales targets : turnover, promotions, reports, benchmark - Based on prior experiences, stand out from our… Show more GAZINOX Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce SITUATION : - Level out and develop key accounts in a strong competition - Put a plan into action to improve morale, commitment and efficiency of salesmen ( 7 p) - Survey a new marketing strategy - Answerable to the CEO STRATEGY : - For a start, set clear sales targets : turnover, promotions, reports, benchmark - Based on prior experiences, stand out from our competitors with innovative merchandising - Roll out a unique selling proposition for one or two major accounts - Federate sales team thanks to a new business vision, new incentive - Outsource merchandising tasks to allocate priorities to our salesmen - Report to the CEO ACHIEVEMENTS : - Pricing, packaging and branding strategies decided in a cost-effective approach - New concept for an exclusive offer built - Consumer digitization service called ALLO TUYAU implemented - Finally, successful tenders with LEROY MERLIN, WELDOM, DARTY, DSC CEDEO, POINT P - Turnover increased : +11% - 350 stores gained - KPI created with different objectives : sales quota, margins, promotions, market penetration - Coaching, training, performance review, internal promotion initiated Show less GAZINOX Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce SITUATION : - Level out and develop key accounts in a strong competition - Put a plan into action to improve morale, commitment and efficiency of salesmen ( 7 p) - Survey a new marketing strategy - Answerable to the CEO STRATEGY : - For a start, set clear sales targets : turnover, promotions, reports, benchmark - Based on prior experiences, stand out from our… Show more GAZINOX Gas hoses - 6 p - Turnover: €7.3m Markets: DIY, food, sanitary wholesalers, e-commerce SITUATION : - Level out and develop key accounts in a strong competition - Put a plan into action to improve morale, commitment and efficiency of salesmen ( 7 p) - Survey a new marketing strategy - Answerable to the CEO STRATEGY : - For a start, set clear sales targets : turnover, promotions, reports, benchmark - Based on prior experiences, stand out from our competitors with innovative merchandising - Roll out a unique selling proposition for one or two major accounts - Federate sales team thanks to a new business vision, new incentive - Outsource merchandising tasks to allocate priorities to our salesmen - Report to the CEO ACHIEVEMENTS : - Pricing, packaging and branding strategies decided in a cost-effective approach - New concept for an exclusive offer built - Consumer digitization service called ALLO TUYAU implemented - Finally, successful tenders with LEROY MERLIN, WELDOM, DARTY, DSC CEDEO, POINT P - Turnover increased : +11% - 350 stores gained - KPI created with different objectives : sales quota, margins, promotions, market penetration - Coaching, training, performance review, internal promotion initiated Show less



N/O

• Montigny sur loing

• SALES TRAINING CONSULTANT

  • 2004 - 2006

  Trainings around : - Sales tactics - Marketing, merchandising strategies ACHIEVEMENTS : - 40 customers trained : CEO, sales directors, salesmen - Personal challenge combining prospection, training, paperwork and a strong pugnacity Trainings around : - Sales tactics - Marketing, merchandising strategies ACHIEVEMENTS : - 40 customers trained : CEO, sales directors, salesmen - Personal challenge combining prospection, training, paperwork and a strong pugnacity



CHRISLIGNE

• France

• NATIONAL SALES DIRECTOR

  • 2000 - 2004

  CHRISLIGNE - CADAP Hardware (door, furniture handles) - 40 p - Turnover: €11m Markets: DIY, wholesalers After internal promotion : SITUATION : - Establish a solid plan to differentiate Chrisligne (DIY) and Cadap (wholesalers) - Conquer new buying groups and professional wholesalers - Develop in-store and out-store promotions - Manage and train 12 p (head of sales, salesmen, assistants) - Take part and lead pilot projects : sourcing, indicators, CRM -… Show more CHRISLIGNE - CADAP Hardware (door, furniture handles) - 40 p - Turnover: €11m Markets: DIY, wholesalers After internal promotion : SITUATION : - Establish a solid plan to differentiate Chrisligne (DIY) and Cadap (wholesalers) - Conquer new buying groups and professional wholesalers - Develop in-store and out-store promotions - Manage and train 12 p (head of sales, salesmen, assistants) - Take part and lead pilot projects : sourcing, indicators, CRM - Report to the CEO ACHIEVEMENTS: - Turnover increased by more than +12%(per years and market segment) - New clients gained : Mr BRICOLAGE: + €1m, BRICORAMA: +€900k, SEBA, DESCOURS, LEGALLAIS, TRENOIS - First in-store concept combining bulk products and skin pack - CRM including different indicators : sales quotas, turnover, ranges, promotions, customer's purchasing motivations Show less CHRISLIGNE - CADAP Hardware (door, furniture handles) - 40 p - Turnover: €11m Markets: DIY, wholesalers After internal promotion : SITUATION : - Establish a solid plan to differentiate Chrisligne (DIY) and Cadap (wholesalers) - Conquer new buying groups and professional wholesalers - Develop in-store and out-store promotions - Manage and train 12 p (head of sales, salesmen, assistants) - Take part and lead pilot projects : sourcing, indicators, CRM -… Show more CHRISLIGNE - CADAP Hardware (door, furniture handles) - 40 p - Turnover: €11m Markets: DIY, wholesalers After internal promotion : SITUATION : - Establish a solid plan to differentiate Chrisligne (DIY) and Cadap (wholesalers) - Conquer new buying groups and professional wholesalers - Develop in-store and out-store promotions - Manage and train 12 p (head of sales, salesmen, assistants) - Take part and lead pilot projects : sourcing, indicators, CRM - Report to the CEO ACHIEVEMENTS: - Turnover increased by more than +12%(per years and market segment) - New clients gained : Mr BRICOLAGE: + €1m, BRICORAMA: +€900k, SEBA, DESCOURS, LEGALLAIS, TRENOIS - First in-store concept combining bulk products and skin pack - CRM including different indicators : sales quotas, turnover, ranges, promotions, customer's purchasing motivations Show less



CHRISLIGNE

• SALESMAN

  • 1995 - 2000

  CHRISLIGNE - CADAP Hardware (door, furniture handles) - 40 p - Turnover: €11m Markets: DIY, wholesalers Customers : CASTORAMA, LEROY MERLIN, LEGALLAIS BOUCHARD, TRENOIS DECAMPS on 30 departments ACHIEVEMENTS : - Successful development with DIY : sell-in / out, excellent relationships with stores and regional offices - Sales increased with wholesalers : prospection, prescription, tenders oriented, framework contracts CHRISLIGNE - CADAP Hardware (door, furniture handles) - 40 p - Turnover: €11m Markets: DIY, wholesalers Customers : CASTORAMA, LEROY MERLIN, LEGALLAIS BOUCHARD, TRENOIS DECAMPS on 30 departments ACHIEVEMENTS : - Successful development with DIY : sell-in / out, excellent relationships with stores and regional offices - Sales increased with wholesalers : prospection, prescription, tenders oriented, framework contracts



PUM - SGDB France

• France
• Building Materials
• 700 & Above Employee

• SALESMAN

  • 1990 - 1994

  PUM PLASTIQUES Customers : plumbers, builders Prospect, increase sales at first in Melun (77) and after internal promotion in Evry (91) PUM PLASTIQUES Customers : plumbers, builders Prospect, increase sales at first in Melun (77) and after internal promotion in Evry (91)