Freelancer profile translated to English.
Back to original languageAbout Stéphann
Over 20 years of experience in transformation project management and Business Development (Hunting & Farming) in a "B2B Complex Sales" environment (tailored solutions with integration of various know-how: Consulting, staffing, Software, Hardware, ... / long sales cycle/Multi-stakeholder)
My career is based on 2 pillars of activity, commercial management and Business Unit activity management, for:
- Consulting firms
- IT Service Companies (Start-up & Scale-up)
- Service operators such as Engie for example.
- Multi-sector experience: MANAGEMENT AND ORGANIZATION CONSULTING, ENERGY MANAGEMENT (Software/Consulting/AI and DATA Management), DATA MANAGEMENT (Consulting and Software), SMART BUILDING (IoT, Network, Software).
Here are the main missions managed:
- Commercial Strategy: Development and deployment of commercial strategies
- Management: Management of sales and project teams/Training and coaching of sales teams
- Sales & Negotiations: Sales of high value-added solutions in a "Complex Sales" environment (tailored solutions with integration of various know-how: Consulting, staffing, Software, Hardware, ... / long sales cycle/Multi-stakeholder) - Partnership development - Key account management
° Mastery of different business models: Fixed price/Success fee/Subscription
- Management of high-stakes human and financial projects across key business processes: Purchasing/Logistics/ Production and Maintenance/ CSR/ R&D/ Sales
Here are my skills and qualities:
- Leadership
- Results-oriented
- Interpersonal skills (Empathy / Assertive)
- Strong resilience
- Results-oriented
My values: Total commitment, Enjoyment in work, Integrity
Feel free to contact me to discuss your project and development challenges to identify collaboration synergies together
French
Native or bilingual
Can work on-site
Paris (up to 50km), Lyon (up to 20km), Lille (up to 20km), Rouen (up to 20km), Bordeaux (up to 20km)
Experience
- Executive-AccessCommercial Director / Business Developer - OutsourcedSeptember 2023 - Today (2 years and 9 months)Paris, FranceDual expertise for your commercial development:> Strategic vision (market structuring, positioning, offerings)> Operational execution (prospecting systems, lead generation, closing)B2B Go-To-Market Structuring> Ability to transform innovative offers/products into "irresistible offers" focused on business results.> Creation of sales pitches and funnels (AIDA method) to maximize conversion.> Development and deployment of commercial strategies
Design and deployment of a lead generation machine
> Implementation of a scalable, duplicable, and predictable system, combining:Cold calling (scripts, SDR routines, targeted sourcing)> Multi-channel prospecting (LinkedIn, email, warm calls, weak signals)Semi-automated inbound (GPT content factory, lead magnets, newsletters)Ability to quickly generate 30 to 40 qualified appointments in 4 months, then a pace of 25–35 leads per month.
Industrialization & Automation> Deployment of CRM tools, KPI dashboards, and forecasting models to manage revenue.> Integration of marketing and sales automation to optimize productivity.Team transfer & empowerment
> Training and coaching of SDR teams to internalize the approach.> Writing of playbooks, SOPs, and sales routines to ensure continuity and internal autonomy.Measurable business impact
Industrial SMEs: +30% Revenue in 8 months with the deployment of a key account strategyIT Service Companies (SaaS): implementation of a lead generation system in 4 months, multiplying revenue by 2 in 12 monthsTraining organization: Go-To-Market strategy to launch a B2B offer - ENERGISMEBusiness Development Director - (dedicated to LOAMICS solution)January 2023 - May 2023 (4 months)Paris, FranceMissions: ° Redefinition of the commercial strategy (positioning, client targets, pricing policy) with General Management ° Prospecting key accounts (public and private) ° Setting up a commercial and technological partnership with an international IT company Results:- Acquisition of the first industrial client- Launch of 2 high-potential pilot projects, including an international industrial group
- ENERGISMEKey Account DirectorJune 2021 - December 2022 (1 year and 6 months)Paris, FranceMissions: ° Redefinition of the commercial strategy for existing key accounts (review of offerings and pricing policy) ° Team management: a distribution network of 10 sales representatives and a project team of 3 people ° Prospecting new clients Results:- Annual Recurring Revenue (ARR) multiplied by 10- Key account client base multiplied by 4
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Education
- Master en management et marketing international (Formation Bilingue), Business Administration and ManagementMBA - Ecole Supérieure de Gestion (Paris)1990Master en management et marketing international (Formation Bilingue), Business Administration and Management