Gilles Laffay

Present Mission - France

BUSINESS INTELLIGENCE & COACHING FOR THE FRENCH MARKET

• Business Intelligence for the French market sizing
• Identify, research and create TOP 500 French companies
• Profiling companies with decision makers details for solutions selling proposal
• Organize Clients meeting for in country Business Directors
• Training & Coaching a sales junior team / 8 employees for France


Mission Example with : Anthea Languages Brussels - Sophia Antipolis

NEW BUSINESS DEVELOPMENT WORLDWIDE 2004 - 2007
• BI, research, identify / Qualify new international opportunities
• RFI / RFP / RFQ ( ex: Corel, Logitech, Aventis, Rockwell, Airbus )
• Hiring, training, coaching of telemarketers (18 ) / Calls platform management
• Plan & organize business trips / clients meetings
• Total new business growth 143% for the last two years
• USA, Canadian, European markets development
• Canadian office start up in Toronto
• Support CEO’s in term of strategies, directions and operations
• 2006 Best Belgium Export Award
• 2007 Close new deals up to 1 million.
• 2008 Acquisition by ART International


Mission Example with : AVERY DENNISON San Francisco - Barcelona

VENDOR MANAGEMENT / ORGANISATIONAL CONSULTING
• Worldwide translation & localization vendors benchmarking
• Avery RFI definition / acceptance
• Vendors audit / on site visits / validation / SLA’s
• Workflow processes definition with Avery localization group / divisions
• RFQ vendors management analysis
• RFQ validation
• Pricing analysis and vendors negotiation / SLA’s
• Vendors kickoffs meetings and follow up - Barcelona


Mission Example with : LOGOS GROUP - Modena - Italy

INTERNATIONAL MARKETING MANAGER & SALES DEPARTMENT CREATION
• International marketing / PR activities / International Business development
• Marketing database / Collaterals definition / Company image & strategy
• CEO management direct reporting
• Global account management / Strategic development ( TI, Corel, Microsoft )
• Technical documentation / Software localization in more than 31 languages
• Business Custom Solutions proposals ( Whirlpool, Polaroid, )
• Presence in all major WW exhibitions ( Comdex, Cebit, E3, Milia, Lisa, SIIA etc...)
• Direct people management 10 / BDM’s & Marketing coordinators


Mission Example with : GECAP / Bowne Global Solutions Paris - Munich

OPERATIONS MANAGER FRANCE
• Gecap / Bowneglobal Solutions Paris office management
• Team of 25 employees, account manager project manager, SW engineer, DTP specialist, translator
• Develop new clients, maintain existing clients
• Manage French administration relations
• Vendor management / SLA’s
• Telemarketing
• Assist in company strategies & reporting to CEO in Munich

1995 – 1996 ARKOPHARMA LABORATORY

LOGISTICS MANAGER
• Responsible for the total logistics organisation
• Production, Logistics, Transportation, Export departments
• Team coaching and people management
• 150 employees in direct


1993 - 1995 MIT MANAGEMENT INFORMATION TECHNOLOGY - UK

CHANGE MANAGEMENT CONSULTANT
• Organizational consultancy & processes analysis for HP divisions
• Change Management course materials creation
• Strategic consulting for HP / Test & Measurements / Professionals Services
• Cross-functional Project Management methodologies development
• Project / Program Management development training packages
• Custom Solutions development training package & HP awareness

DIGITAL EQUIPMENT CORPORATE - Sophia Antipolis - France

1991 - 1993 SERVICES PRODUCT MANAGER
• Corporate Engineering function - Double reporting / US and Geneva
• Responsible for HW &SW products worldwide introduction
• Phase Review Process Management / Product development team / PLCM
• Business plan / New Product Planning & negotiations with geographies
• Product team coordination with Engineering, Manufacturing, Logistics,
Marketing & Sales, Finances, Product Support and Training organizations
• Product life cycle management until phase down and end of service life
• Products internationalization / ISO 9000 standards / ( 52 languages )
• Pricing strategy / Marketing communications coordination / Exhibitions (WW)
• Outsourcing & Vendor management ww
• Direct people management 12 product managers located within geographies

DIGITAL EQUIPMENT EUROPE

1987 - 1991 EUROPEAN PROGRAM MANAGER - Sophia Antipolis
• Customer Services function - Reporting in Geneva / USA
• Product Phased Down / End of Service life worldwide implementation
• Define systems migration strategy for large accounts ( Schlumberger, Royal Navy)
• Phase Review Process Phase 5 creation - Managing End of life services
• Products services profitability follow-up
• Problem Management / Risk Analysis
• Interface with all the European countries / USA / Far East
• Direct people management 15 located in Europe

1985 - 1987 LOGISTICS MANAGER – Manufacturing - Sophia Antipolis
• Manufacturing function - Reporting in Albuquerque
• Operations start-up
• Hiring & training the logistics team - Staff performance evaluation
• Materials management – MRPII - APICS
• Production control
• Inventory control
• Direct people management 10


DIGITAL EQUIPMENT FRANCE

1982 - 1985 MATERIALS MANAGER - Evry - Rungis
• Customers Services Logistics function - Reporting France
• French inventory management - 10.4 millions de dollars
• Supplies provisioning - U.S.A
• Selection & Negotiation with suppliers
• Materials planning - MRP
• Direct people management 6

1979 - 1982 LOGISTICS SUPERVISOR - Puteaux la Défense
• Customer Services function
• Stock inventory - 700K$
• Sales and Services goals
• Direct people management 5


EDUCATION

• Bac B Economy Degree 1975 France
• First Certificate of Cambridge 1976 UK
• Dec Management career development plan
• Materials management - Apics - Digital Boston USA
• Logistics & Distribution management - Digital Nijmegen
• Product Life Cycle Management - Digital Maynard USA
• Program & Project management - Digital Stow USA
• Corporate Product Management training - Digital Maynard USA
• Engineering Methodologies - Digital Maynard USA
• Engineering & Phase Review Process Management - Digital Maynard USA
• European Management - IFEC - BCNET - BRE Bruxelles
• International Trade - IFEC - BCNET - BRE Bruxelles
• International Project Management Association Member IPMA
• LISA / International Localisation Industry Association
• SIIA / International Software publishers Association
• Maximizer / Act contact management
• Selling Solutions training / HP ww
• Windows 98 / Office
• Lotus Notes / Smartsuite
• Sales Force OnLine / CRM implementation
• MS Project 98