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Description

B2B Sales Director | Strategy & Sales Ops Expert

Do you experience these situations? Then we need to talk:

You feel like metaphorically headbutting a colleague but are looking for ways to get the message across without ending up in HR.
Your salespeople are waiting for the phone to ring as if customers are falling from the sky.
You're on your 4th follow-up with no response and are considering issuing an Interpol alert to check if your prospect is still alive.
By constantly "splitting the difference," you've started a forced diet for your profit margin.
Your CRM costs you the price of a Tesla, but your teams use it like an old dial-up modem.

I propose an "electric shock" approach to transform your frustrations into victories.

1. Strategy & Growth

Conquest & Saturation: Strategy to open and lock down your key accounts (Experience: +52 key accounts).

Funnel Optimization: Boost your quote conversion rate (+15% gain observed).

High-Flying Negotiation: Get the most out of your deals without sacrificing your profitability.

2. Sales Operations & CRM Transformation

Deployment & Audit: Launch or optimize your CRM (Salesforce, Dynamics 365).

Sales/Marketing Alignment: Implement Marketing Automation tools (Pardot).

Commercial Engineering: Redesign processes (variable compensation, offers, tools).

3. Leadership & Management

Structure Management: Management of multidisciplinary departments (BDR, KAM, Inside Sales) up to 70 people.

Manager Support: Coaching your executives to enhance their leadership.

Talent Acquisition: Recruitment, onboarding, and training in sales & negotiation techniques.

I act as an Outsourced Sales Director, Transition Manager, or Strategic Advisor.

Shall we discuss it via DM? (Promise, I'll reply before Interpol shows up)

Industry field of expertise

Languages

French
Native or bilingual
English
Fluent
Spanish
Native or bilingual

Workplace preferences

Can work on-site

Paris (up to 50km)

Maisons du Monde
B2B SALES DIRECTOR - WORLDWIDE
E-COMMERCE
April 2024 - Today (2 years and 2 months)
Paris, France
Sector Expertise & Targets
Key Segments: Hospitality, Restaurants (HORECA), Workspace (Offices/Coworking), Real Estate, and Architects
Result: Management of the conquest strategy that led to the opening of52 new Key Accounts.

Performance & Business Growth
Funnel Optimization:15% increasein quote conversion rate through sales process redesign and improved sales pitch.
Sales Acceleration: Generation of anet increase of 5%in sales within the global B2B scope.
Standardization: Deployment of sales rituals (Daily, Weekly), account scoring, and conversion funnel optimization.

Management & Scale (70 employees)
Department Management: Transversal management of Inside Sales, Business Developers, and Key Account Managers (KAM) departments.
HR Strategy: Complete management of recruitment, onboarding, and skill development (close coaching).
Omnichannel: Harmonization and performance management across 3 channels: E-Commerce, Retail (store network), and Direct Sales Force.

Strategy & Cross-Functional Projects
Business Model Transformation: Development of a new commercial policy (dynamic pricing, vertical-segmented offering, professional logistics services).
Tools & Data: Optimization and deployment of new features on the Microsoft Dynamics 365 CRM.
Financial Engineering: Redesign of the variable compensation plan and creation of a Credit Management policy (cash flow security).

Marketing & 360° Acquisition
Growth Marketing: Management of the digital strategy and optimization of acquisition budgets (Social Ads: Facebook, Instagram).
Sales Activation: Implementation of a dedicated Sales Animation Plan (SAP) and orchestration of CRM / Newsletter campaigns.
New Levers: Activation of reseller, distributor, and sales agent networks.
Sales Management Omnichannel Strategy Team Management Sales Performance CRM
Enodis
SALES DEVELOPMENT DIRECTOR
IMPORT AND EXPORT
March 2022 - April 2024 (2 years and 1 month)
Paris, France
Sector Expertise & Strategy
Key Segments: Hospitality, Restaurants (HORECA), Collectivities, Mass Retail, and Distribution Networks.
Network Development: Development of the conquest strategy for resellers, installers, and end customers.
Key Account Management: Strategic management of the PFL account (20% of global turnover): negotiation of framework agreements (price, discounts, bonuses) and conduct of quarterly business reviews.

Digital Transformation & Sales Ops
Salesforce Launch: Lead on CRM implementation (definition of functional scope, creation of business processes, and sales funnel modeling).
Sales & Marketing Alignment: Deployment of Pardot (Marketing Automation) to streamline lead generation and optimize nurturing.
Change Management: Training and support for 30 employees (Sales & Marketing) to ensure adoption of new tools and processes.

Commercial Support & Performance
Business Expertise: Support and skill development for a team of 30 employees (Inside Sales, Business Developers, and KAMs) in sales techniques and product expertise.
Onboarding: Training of new hires on the company's sales tools and processes.
Offering Strategy: Referencing new products and training customers in the resale of technical products.
Change Management Strategy SalesOps Key Account Management Marketing Automation CRM
METRO FRANCE
SALES DIRECTOR
AGRICULTURE
November 2016 - March 2022 (5 years and 4 months)
Strasbourg, France
Sector Expertise & Leadership
Key Segments: Leader in Hospitality and Restaurants (HORECA).
Management of Managers: Supervision of a structure of 4 Sales Managers, 3 Key Account Managers (KAMs), and 30 Field Sales Representatives.
HR Management: Recruitment, onboarding, and skill development for field sales forces and sales executives.

Strategy & Sales Performance
Strategic Direction: Development and deployment of the regional sales strategy to maximize market share in the HORECA segment.
Field Excellence: Support for employees in strategic meetings and direct negotiation with key accounts of high importance.
Performance Management: Leading sales rituals and weekly monitoring of sales executives' performance indicators (KPIs).
Sales Management Sales Team Management Sales Strategy Sales Coaching Sales Negotiation