Paul Thellier

Responsible for all ADB activities for France, ASECNA, NE Africa

Managed 20+ people ( 8 sales people, 3 sales assistants, 10+ agents, 2+ strategic partners )

DELTA manufactures sensors and systems for steel mill automation. DELTA high performance optical sensors are designed to withstand the severe steel mill environment and are installed around the world in more than 70 countries.

Overall responsibility:
Plan and implement sales and marketing activities in order to meet company targets for retention growth and profitability
Contribute, as a director, to the executive management of the company

Specific accountabilities:
Manage 8 sales people, 3 sales assistants, 10+ agents, 2+ strategic partners
Plan and implement sales strategy including distribution channel development
Plan and implement marketing strategy, including advertising and PR
Recruit, manage, train and motivate direct reporting staff
Manage R&D and NPD and new business development
Maintain and develop corporate image and reputation
Plan and manage internal communications and awareness of corporate direction, mission, aims and activities

Results :
Year 1 : +7% increase in sales
Year 2 : +23%

Managed 50+ people ( 4 sales people, 40 distributors, 10 engineers )

HORIBA is a key player in the Analytical Instrument Industry which serves a wide range of businesses requiring products for chemical analysis. Firms’ revenues are generated from three streams : initial equipment sales, after-purchase accessories, sales of upgrades and maintenance contracts.

Overall responsibility:
Establish, propose and apply the marketing plan of analytical instruments manufactured in France and sold in Japan. Establish a business plan and target operating profit. Advise actions needed to promote products. Investigate the competition and propose evolution on products.

Achievement:
My mission was to develop sales in collaboration with our local teams. I managed four sales people, forty distributors while growing sales to €20M on the Japanese market. Success was achieved through the development of sales in accordance with agreed business plan and the local adaptation of products.

Specific accountabilities:
Manage 4 sales people, 40 distributors, 10 engineers
Formulation of direction and strategy
Manage pricing and margins according to agreed aims
Monitor and report on market and competitor activities
Communicate, liaise and negotiate internally and externally to facilitate the development of profitable business and sustainable relationships
Provide formal and informal reports and analysis to senior executives
Implement indicators of performances ( Quality and Sales )

Managed 10 people ( 10 engineers )

The Analytical Instrument Industry is highly technology driven. Customers value good quality and quick after sales service. Instruments from HORIBA manufactured in France needed to be improved prior being sold in Japan.

My mission was to realize the “direct shipping” ( shipping of specialized products from production in France directly to customers in Japan ). After a first observation phase, a cross-functional team was established and I led the team to complete our mission.

Key competencies include Globalization challenges management, ability to motivate team to success, management of a technical team of 10 people

Managed 3 people ( 3 engineers )

I contributed to the development of a company “outpost” in Texas. I oversaw the repair and installation schedule of the products and led a team of three service engineers.

HORIBA JOBIN YVON Inc is headquartered in New-Jersey and is distributing scientific products from HORIBA group manufactured in France.

Based at the company headquarter, I installed and repaired products all over the US ( I visited customers from 30 states within one year ).

HORIBA JOBIN YVON SA, originally a French owned company, was bought by a Japanese company named HORIBA in 1998 because of its core technologies ( analytical instruments manufactured in France ).