Nicolas Cron
VP Europe du Sud, CDC Software
A strong experience in creating and developing sales and professional services activities across EMEA with US based companies, with a permanent focus on client’s satisfaction and new client’s attraction. A deep knowledge of industrials, CPG, Services, Retail and in a wide range of markets such as ERP, CRM, BI, SCM, HR Management, Financial...
Creative and innovative, yet pragmatic and highly results oriented. Motivational leader able to foster teamwork and energize others to higher levels of performance. Team player often called upon to assist in developing other areas of the organization.
SUMMARY OF QUALIFICATIONS
• Client focus, strong knowledge of negotiation art
• Extensive new business development
• Multi Cultural Management and P&L Experience
• Vision, Strategy and Execution
• Change Management in Organizations
• Development of both direct and indirect sales channels
• Selling solution at C and board levels
• Teams Mergers and team building strategies
• Consensus Building and Team Leadership
• Customer Satisfaction and Retention
PROFESSIONAL ACHIEVEMENTS
Restart from scratch of activities in France and Europe. Constant overachievement of budget by:
• Merging activities (sales, pre sales, professional services) with pertinent resources allocation
• Introducing specific clients analysis to define sales team priorities
• Retention rate of customers under maintenance over 97%
• Developing strong new business activities
• Introducing specific sales training programs to all company employees facing clients
• Developing a strong team spirit in the company and taking each acquisition as an opportunity to increase it
• Hiring the right people, rationalizing the local organization
135 contactsCDC Software has activities in different markets such as Front office (CRM Pivotal, Saratoga, Respond), Enterprise Solutions (Ross ERP, CDC Factory, ActivPlant, ...) and Supply Chain. Inside CDC Software EMEA, my mission is to manage the growth strategies, both organic and through acquisitions.
2008 - 2009Torex is one of the worldwide leader in software solutions for the Retail industries.
Responsible of the reorganisation of the French opearations (processes, organisations, commercial strategies) as part of the deep change of the company, from HW provider to added value solutions.
- French opeations reorganisation
- Management of P&L and development of contribution
- New sales strategies management
- Creation and development of new sales channels
- Direct and indirect management of Tier 1 clients
2007 - 2008Because ERPs are not covering all specific functions of your business, I have created Kobeo to offer both strong vertical expertise and solutions to our clients having activities in identified vertical markets. Based on both external and organic growth, my mission is to provide Kobeo's clients with the best solution for their market, creating value and long term relationship.
Company has been sold.
2002 - 2006During the last 5 years, my mission has been to recreate the SSA Global business in my territory, through different missions:
• Restarting of the activity in France and North Africa, rebuilding of the confidence of the customers and the partners (retailers and integrators). Recreate clients and partners confidence in SSA Global products and strategy
• Integration of acquired companies : MAX (ERP, 2002), Interbiz (ERP and SCM, 2003), Baan (ERP and CRM, 2004), Exe Technologies (SCM, 2004), Marcam (ERP, 2005) and Epiphany (CRM, 2005)
• New employees hiring, restructuring of acquired teams, introduction of relevant sales training programs to develop the “client attitude” of the whole company
• Focus on client retention (> 97%), cross selling, new business activity and high value professional services. Revenue is approx. 45% maintenance, 35% software and 20% PSO
• Definition, installation and constant adaptation of the “Go To Market” strategy and tools, in the respect of the company objectives
• Weekly reporting to the EMEA HQ in the UK
Results from 2002 to 2006:
• Turn over x 10 (from 2 to 31 M$)
• Constant overachievement, member of “President’s Club” in 2004 and 2005
• Number of employees x 12 (from 6 to 70 employees)
• Ebitda : 25% in 2006 (negative in 2002)
• In 2004 and 2005, France has been the fastest growing country worldwide. Licenses revenue has doubled every year (11 M$ software revenue in FY 05)
2001 - 2001Within the framework of the restarting of SSA Global activities in EMEA, I managed the partner’s network across EMEA through:
• The re-establishment of confidence in the company
• The re-establishment of business relations between local partners and customers
• The development of businesses
• The management of my team based in France, the U.K. and Germany
Results:
• Revenue grew 0 to 5 M$
• 50+ clients came back under maintenance
• All partners recommitted to SSA Global
1997 - 2000Dendrite Inc. is a software editor focused on CRM. I joined the company to manage the launch of the CPG solution, dedicated to sales and marketing organizations.
• Creation and development of the activity in France then in Europe
• Foundation of both commercial and marketing strategy, creation of the first partners network (Accenture, E&Y, Cap Geminy, …)
• R&D point of contact for product evolution
Results:
• 20 new names (major accounts) in 3 years time in EMEA
• Creation of a 15 persons activity
1995 - 19971997 Key Account Manager
1995 Sales Development Manager (head of the CRM project, training, in charge of “field marketing”)
1984 - 19951992 – 1995 Sales Information System Manager (head of CRM, SFA and BI projects)
1984 - 1992 Sales and management background