Alexandre Naffati
CRM Project manager, Areva T&D
Project manager with 8 years experience in implementing and deploying CRM application.
Since 2008, I’m working as Business Project manager for Areva T&D (then Schneider) to improve the sales force efficiency by deploying a unique CRM tool on a worldwide scale (90 countries).
The objective of this project is to harmonize the Sales Process in a complex Business environment: 15 Product lines with a transversal Commercial Unit each of them with dedicated sales processes and tools, large scope of business (1K€ to 400M€), several channel to markets and 3.200 users spread into 90 countries.
Among my tasks for this project, I animated workshops with T&D Sales Engineer and Commercial Director to define their needs and the appropriate solutions. I managed a 10 consultant’s team with a strong commitment to keep the budget, the planning and the quality of deliveries. I also animated trainings (France, India and Poland) to improve the use of tool and deploy a unique pipeline/forecast methodology.
39 contactsEnhancement of the salesforce efficiency (3.200 users in 90 countries) in a complex business environment (more then 30.000 customers, several channels to market, long business process):
- Definition of a structured approach to achieve all the objectives on time within the budget
- Management of the Design team (4 Business consultants): Five Releases delivered
- Management of the Data migration team (3 Business consultants): 100.000 entries migrated
- Management of the Integration with tendering, BI & Customer Referential tools (2 consultants
2005 - 2008- Data migration manager (2 business analysts) for a leader in energy Transmission Distribution, in a context of CRM deployment.
Strategy definition, Data analysis (scenarios based on effort vs. business value), Transformation rules definition, Testing and Production support
- Project manager for a leading electro-domestic distributor for a CRM deployment:
- Design of the Integration Platform (Unix, DB2, Siebel 7.7, MQ-Series,CTI)
- Deployment in three call centers (Paris, Lyon, Bordeaux)
- Consultant in telecom fields:
- Improvement of emails Process on the web portal
- Enhancement of the KPI for the after-sales department (Business Object)
- Project Authority Assistant for the French energetic utility to deploy a Pricing tool:
- Impact studies of the marketing and legislative evolutions on the Pricing Tool
- Functional analysis, functional specifications & testing of the new releases
2003 - 2005Analyst for a French insurance leader to deploy the CRM (8.500 itinerant users):
- Analysis of the commercial activity to secure the user deployment
- Design of the execution, production, and security architecture
- Migration from Siebel 7 to Siebel 7.5 (Planning, strategy, analysis, deployment)