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Business Manager

Work Experience

2009 – current France BUSINESS MANAGER – INGENOVA-
Develop the new Business, drive the strategy and manage the Team of 7.

2006 – 2009 Spain BUSINESS MANAGER - IMA IBERICA- SEMEA / France,Spain,Portugal and Italy. MADRID
Mission : Managed a team of 12.
Achievements:
- to drive sales and profitability for selected product lines ,
- Establish and manage a pricing policy that ensures growth and profitability,
- Ensure that proposals meet the customer requirements in terms of timing and content,
- Develop and lead sales strategy,
- Establish individual objectives in line with the annual goals and objectives of the business Development Manager on new product ideas. Support the new product development function,
- Responsable for new business development in recruiting and implementing partners.
Results:
+ New Opening Business = 5 Millions Euro, PSA GROUP, BMW,PELAYO, 111, ATANTIS INSURANCE, LAGUN ARO GROUP, SAGRES, FIAT = 100% Growth
+ Business Development = 3,5 Millions Euro. MACIF,MAIF, MATMUT. = More than 30 % Growth.
= Turn over 8,5 Millions Euro.

2005 – 2006 - Spain – BUSINESS DEVELOPMENT MANAGER - MADRID
Real time Business Intelligence market Development for PROGRESS SOFTWARE (BAM and CEP)
- Approached consulting selling, Suspect Stage, Prospect Stage, Qualified Opportunity, Value proven, Verbal Win, Formal Win, Invoiceable,
Quota-carrying sales performers to help us grow our loyal customer base for medium-to-large markets
- Responsibilities include generating new business in existing accounts and in new markets, as well as playing a key role as you drive strategic.
- lead qualification for all leads and sales opportunities.
- Up-selling and leveraging business from new and established customer relationships
Mission:
New opening business, in Banking, Insurance, Sectors in France, in Spain, in Portugal and Italy.
Achievements:
- Sold and piloted the implementation of integration projects in some first class financial and retail organisations.
- Defined a business development strategy in line with the overall geographic roadmap for south europe.
- Managed a training Alliance Program to certify more than 20 spanish GFI, Selesta, Atos consultants to handle new corporate projects in my geography.
- Changed market perception of them , principal product line from obsolete into leading edge.
- Launched the first south european pilot project.
- Develop a close relationship with the key players, Build strategic Channel partner, develop and manage channels and alliances.
Results:
BBVA, GRUPO SANTANDER, TELEFONICA, CAIXA, SABADELL, GENERALI, UNION-FENOSA, IBERDROLA, IBERIA, AXA, ASG, BNP PARIBAS, CREDIT LYONNAIS, = TURN OVER 650 000 Euro. More than100% .growth.

2000 to 2005 - France – BUSINESS DEVELOPMENT MANAGER – for INTEL
Mission:
BUSINESS DEVELOPMENT IN ARCHITECTURE AND IN SOTFWARE NETWORK AND TECHNOLOGY
In charge of Banking, Financial Large Account
Developing new levels of system intelligence ( Manageability, Cluster ready, Open Source, Visual computing)
Lead qualification for all leads and sales opportunities,up-selling and leveraging business from new and established customer relationships.
Achievements:
- Analyze, design of Business projects, execute and assist project definition workshops Understand customer business problems,
- Knowledge and selection of best partners solutions in banking for Intel deals ( Microsoft,DELL,Unysis, BEA, SAP, Siebel, Citrix, HP, Cisco, Oracle,orthers),
- Development of partner strategy for the French market,
Responsible for managing all aspects of partner marketing in EMEA. Full responsibility for helping the partner organization reach their revenue goals, helping to drive all partner marketing programs:_Establishing Marketing Plans for OEMs,
- Key account management of strategic consulting partners (Siebel,Citrix,SAP), software vendors (BEA, Oracle, SAS, others) and hardware vendors (DELL, COMPAQ, IBM, HP,FUJITSU, others)
- Development and implementation of French partner program,
- Worked on proposals and account penetration strategies together with partners and direct sales force
- Set up and executed strategic partnerships,
- Developed and controlled business plans with partners,
- Established sales and co-marketing activities,
- Build relationships with account executives at a CxO level, testimonials, videos, advertising and case studies.
Results:
Contract with AXA Insurance of 150 Million $, classification signal top five in the world of the most important CRM deal, Award signal five Word wilde. Win deal with SFR, France Telecom, Crédit Lyonnais, BNP Paribas, Euronext , ABM AMR, Orange.

1998 to 2000 – France – SALES AND MARKETING MANAGER - for PROLOGUE SOFTWARE
Mission : Managed a team of 15.
Achievements:
- Implementation of the “Thin Client” program including certification, expertise & counselling, audit and set up (Proof Of Concept), ISP and ASP Program.
Promotion, Incentive : define, implement, quarterly promotions and incentive.
- Development and management of the sales department dedicated to this activity along with complete marketing & responsibility for strategic partnership venture with DELL, Compaq, HP, Microsoft and Citrix..
Marketing and Communications Operations:
Develop, Implement marketing and sales tools.
Lead Generation:
Implement Direct Marketing campaigns (mailing, e-mailing and telesales), organize monthly seminars.
Results:
Results-oriented, effective leader with ability to proactively identify and realize profit potential, Acquisition of the Euroview Company. Turnover more 45% in 12 month.

1996 to 1998 – France - SALES MANAGER - for INMAC SOFTWARE
Mission : Implementation and management of a sales team of 35 sales.
Achievements:
- Recruitment and training of a key account sales force,
- Follow up sales forecasts and weekly reports to General Management,
- Implementation of a new sales methodology based on selling solution,
- Definition of the group’s sales organization-business modeling based on segmentation, forecast, annual plan reviewed every quarter,
- Bringing out the best in people by setting an example of excellence.
Result:
Significant Development of middle market, Growth of the quality objectives in a 200%, Creation, improvement and update of the wage policy, hiring of 5 people. 30 % growth in annual sales achieved within the last 6 months at a level of 22 Million €.

1994 to 1996 - France - LARGE ACCOUNT MANAGER - for DELL COMPUTER
Sales engineer for the public large account.
Mission:
Opening a new account per week.
Achievements:
- I developed high level contacts in large accounts and increased,
- Implementation of target sales objectives achieving 2 Millions € / per quarter.
- Counselling and solution provider for integrated computer solutions.
Result:
Big deal with public account and the best sales account manager with more 300 % of target.

Education

2005 – 2005 / International School Madrid “DON QUIJOTE”
Spanish Certificat, D.E.L.E.

1994 – 1995 / French Master, Certificat Superior of financial management with specialization in European Company, INTS Paris.

1993 – 1994 / Maitrise degree in Marketing, IFAG Paris.
1989 – 1993 / Higher Business School of Trade, IFG Paris.
1988 – 1989 / French Economy Baccalaureate,Paris

Skills

- 15+ years selling technology solutions to Enterprise markets, successful history of new business sales, Ability to sell strategically, to negotiate & to close business, a background of prospecting, to forecast based on professional selling processes while building satisfied, loyal and referencable customers
- A passion for sales, to negotiate & to close business
- Consistent overachievement of quota and revenue goals

- >14 years of work experience with a strong emphasis on sales :
- 7 years sales and management for hardware and software solutions, Direct and Indirect Channel.
- 5 years Global Sector Manager and business development for Intel Architecture and e-business solutions
- >2 years Executive management for my company
- Successful sales of complex, high-end solutions CRM, BAM,.TSE, ASP.
- Experienced in negotiation at top management level (CxO, LoB, IT, Purchasing Department)
- International experience in Europe, France, Spain, Portugal, Italy.

Technical Background
- Knowledge of system architectures
- Good overview of networks, Wireless, e-business and e-commerce
- Proficiency in Thin Client and Application Service Provider

Entrepreneurial Background
- Established complete sales organization and company sales strategy for a software company
- Managed above average revenue growth
- Experienced in the development of sales contracts (software license, professional services and customer service)

Languages

Bilingual in French, Spanish, English,

Other

Personal Key to success: High capacity to make things happen

Sports: Fencing, skiing and snowboarding.
Personal: Passion of primitive art, nature, animals, pictures., and travels.

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