Steeve DUFLOTS

Sales Development Manager - Managed Communication Services for Alcatel-Lucent Enterprise

In charge of Business Development for Managed Unified Communications solutions;

Country: France-based; covered regions: EMEA, India

Business Development & Sales Management
- Market development of new unified communications solutions in the Cloud (Managed Communication Services) to mobile and fixed operators.

Business Developer - Wireless Microwave Transmission for Alcatel-Lucent - Customer Services & Sales Support APAC

In charge of Business Development

Country: Malaysia-based from 2007 to 2010 and India from 2010 to 2011. Areas covered: South Asia & India Great

Business Development
- Develop market share and visibility of a new product range in the region (road show organization, participation in forums, seminars, preparation of equipment for demonstration and field test ...)
- Analysis of competition: price positioning, positioning technology;
- Development of customer relationship;
- Preparation of the response to tenders, technical and commercial;
- Defence of bids for technical and commercial negotiations;

Leader:
- Recruitment and training of pre-sales engineer to provide appropriate responses and monitoring of customer needs;
- Set priorities, the strategy per account with the team and followed on a regular basis;

Management tasks:
- Set the Orders and sales of each country;
- Develop account plans;
- Develop strategies and presentation (technical and commercial) with Top Management;
- Monitoring of objectives and implementation of action plan;
- Monitoring of priorities and resources required;
- Ensure that profitability is maximized for each project in close collaboration with the responsible services and operations;
- Direct contact with product managers on customer needs and requirements of the market to adjust the development of solutions;

Main references:
- BSNL (India) - Solution for Very High Capacity Transport in rural areas (budget: 5MEURO)
- Globe Philippines offer IP Packet Microwave Radio won (1.5MEUROS).

EXPORT SALES EXECUTIVE (Internship) for Alcatel-Lucent France (VELIZY)

Reporting to Regional Sales Leader (West Africa)

Countries: Nigeria, Burkina Faso, Guinea, Ghana…

- Offer preparation for Western Africa area
- Coordination with main Central Departments (Financial, Corporate body, Fiscal, …), the Tendering Department in charge of the technical part and the Operation/Project Department
- Dialogue & arguing with the customers (Ex: organization of customer visit in Alcatel Head Quarters)
- Bilingual environment (French – English).

Major Reference: Shell Nigeria – DSL Network (500kUSD)

Internship: Realization of market study for customers, results summarization, anonymous hearer recruitments and monitoring, field organization, forward planning, administrative tasks.
Main customers: Groupe Accord, Renault, Air France

RESEARCH ASSISTANT in the Helsinki University of Technology (HELSINKI)
Realization of a study on the implementation of super capacitors in a stabilized power supply. Presentation of the result to the Power Electronic Laboratory researchers of Helsinki University.

+ Commercial presenter for Contigo et @tmosphère (FRANCE) – 2005/2006
Presentation of software, hardware, video game consoles to public
Main customers: Microsoft, Nintendo