Freelancer profile translated to English.
Back to original languageAbout Guillaume
Are you in control of your sales cycle?
Have you identified significant pain points?
Do you sometimes lose deals and not know why?
After several years in Commercial Management and Business Unit management in the service sector,
I help B2B commercial departments with Commercial Excellence, as well as strategic and offering marketing.
🔹 Commercial Strategy and Organization
- Definition of business strategy and new business models
- Organizational design aligned with stakeholders
🔹 Strategic and Offering Marketing
- Prospective watch, sector analysis, competitive analysis
- Definition of value chains
- Offering audit versus market/customer expectations
- Customer experience
- Support for the transformation of offerings and value proposition
🔹 Commercial Structuring and Excellence
- Sales Management - animation, steering
- Sales Enablement - recruitment, onboarding, sales methods, continuous training, and sales performance evaluation
- Sales Operations - structuring commercial data, commercial processes, commercial tools
My strengths:
- Ease and speed in understanding new environments,
- Strong ability in design and modeling (organizations and value chains),
Passionate about foresight and sociology, I find pleasure in engaging in projects and reflections related to progress.
Creative by nature, with insatiable curiosity and a strong taste for meeting people,
feel free to contact me to discuss your project and your needs.
French
Native or bilingual
English
Fluent
Can work on-site
Bordeaux (up to 50km), Paris (up to 15km), Toulouse (up to 15km)
Experience
- Pepper & CoConsultant in Commercial Management - Strategy, Offerings, Operational ExcellenceCONSULTING AND AUDITSJanuary 2022 - Today (4 years and 5 months)Business support on:- Positioning: purpose and values,- Sustainable transformation: business model definition, innovation, cultural change, organization, talent management,- Growth strategy: new revenue models, sales and marketing, pricing strategy, M&A study, startup cooperation,- Strategic and offering marketing,- Commercial execution: sales process, methods, training, recruitment
- Groupe SGS FRANCECommercial Director, Industry Business Line - 3 BUs - Global Revenue €36MCONSULTING AND AUDITSJuly 2019 - June 2021 (2 years)Région de Paris, FranceCommercial Management – Shared Activities- Definition of commercial strategies, strategic objectives (must win) and deployment- Budget monitoring, margin, reporting to the Industry Business Line management- Monitoring of innovative solutions, startup meetings, prospective pitches to our clients- Partnership management, joint tender responses (Accenture, MSA)- Recruitment and training of sales staff- Implementation of commercial operations with marketing- Definition of commercial processes and digitalization- Implementation of sales automation tools to accelerate customer acquisitionBU Field Services, Automotive Services - Revenue €6M - 100 FTE- Management of 1 Business Engineer- Vehicle inspection services, telematics installation- Growth objective from €6M to €10M revenue by end of 2022 and positioning as the key player in decentralized inspectionBU Testing Services, destructive testing laboratory - Revenue €15M - 120 FTE- Management of 1 Key Account Director, 1 Commercial Director, Customer Service (12 FTE)- Material testing, interior trim, mechanical systems, electrical and electronic systems- Challenge of rationalizing services offered, redefining offerings and target markets- Objective of implementing a diversification plan in the rail sector to reduce exposure to the automotive market (shift from 80% to 60% over 2 years)BU Aeronautics Services, inspection services - Revenue €15M - 170 FTE- Management of 1 Commercial Director, 4 Business Engineers- Non-destructive testing (90% of activity volume), MRO- Urgent and significant challenge of diversifying activities (revenue impact of -80% post lockdown June 2020)- Objectives: maintaining relationships with existing clients, opening accounts in wind energy and process industries
- Groupe SGS FRANCECommercial Director, BU Field Services (Automotive) and GDPR OfferingCONSULTING AND AUDITSJuly 2017 - June 2019 (2 years)Région de Paris, FranceBU Field Services - Automotive Services - Revenue €6M - 100 FTE- Management of 1 Business EngineerVehicle inspection services, telematics installation (first client diversification ARVAL €1M/year)- 2019: managing growth, exceeding annual objectives (+30% achieved - Revenue €4M -> €6M)- 2018: very high volume of tender responses (49 during the period / 30% conversion rate)- End-to-end sales cycle management (simple and complex offerings)- 1 Business Engineer- Diversification: won telematics installation contract (€1M)- Definition of strategic directions / Prospective / meeting startups/partners- Facilitation of internal workshops for transformation/offer creation- Clients: automotive manufacturers, distribution networks, insurance companies, manufacturer financial captives, and leasing companies.GDPR Offering: Creation of the offering and commercialization of services following the launch of the regulation (T0 Sept 2018 – Revenue €150K).Engineering activity for offer construction across 3 axes:- Internal Audit: includes audit of the organization's functions, identification of gaps, and proposal of an action plan- Compliance: exhaustive definition of deliverables necessary for compliance status and project management- Compliance Maintenance and DPO Designation: outsourced management of recurring compliance monitoring activities
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Education
- Master's DegreeIFAG - School of Management and EntrepreneurshipCCI Junior Angers Objectif: mettre en relation les formations professionnelles auprès des entreprises locales pour promouvoir les contenus de formation et mettre en visibilité les futurs diplomés.