Marc Fullenbaum
Account Management, Marketing and Business Development
ACCOUNT MANAGEMENT, MARKETING & BUSINESS DEVELOPMENT
PROFESSIONAL GOALS:
Embrace a new marketing and sales challenge. Work independently in a project oriented mode for a wide scope endeavor which will yield a concrete application. I am looking to operate in a niche market for a company having strong technical expertise and business knowledge over its sector.
KEY COMPETENCIES:
* Strategic & Solution Marketing (Market Development Plan, Business Plan, Account Planning) for 10-20 M € business volume
* Management of Sales Cycle & Negotiation
* Program management
* Technology watch and benchmarking
* English, International and Multicultural environment
* Sector: Optics, RF, Alignment, Cable, Transmission, Imaging - with a Solution, Product and Services view
REFERENCES:
Alcatel-Lucent France (Paris area)- 4 years
Alcatel Submarine Networks (Paris area) - 7 years
Com Dev International (Ontario, Canada)- 3 years
French Delegation for Armaments (Paris area)- 3 years
IBM TJ Watson Research Center(New-York, USA)-1.5 years
MAIN CLIENTS/PARTNERS:
Millicom Cellular International, Telefonica, Singtel, France Telecom, Level3, BT, Portugal Tlecom, Total, Statoil, Gazprom, BP
Corning, Sumitomo, Draka, MPB Technologies, Bharti, Etisalat, RFS, IT Telecom, Nexans, JDSU, Exfo
DIPLOMAS:
* MBA Sorbonne Graduate Business School 2008-2010
* ECOLE SUPERIEURE D'OPTIQUE 1991
VALUE ADDED:
I have repeatedly demonstrated the ability to conceive and launch novel approaches for concrete applications in a high tech environment through transversal relationships with all of the necessary stakeholders - after having analyzed the current situation, proposed the new ideal situation to be reached and laid out the plan to get there.
4 years working experience in North America. Good presentation and didactic skills (gave presentations at numerous conferences). Strong industrial background.
49 contactsSince June 2008:
Key Account Planning (Analysis, Growth Plan, Attack Plan, Reporting); Business Development; Negotiation of Terms & Conditions; Co-ordination with local sales team for local hunting; Direct Management of two Affiliates
• Sales & Closing: Steer T&Cs, Ensure pricing and Key Performance Indicators consistency, Negotiate; Propose financing; Co-ordinate H/Q and Affiliates; Leverage local relationships
* 2009: Direct negotiation with Global Procurement H/Q for inception of a microwave Frame Supply Agreement and Global Price Book; Penetration of a new affiliate
* 2010: 10 M $ booked; Penetration of two new affiliates
• Business Development: Understand and generate needs; Get solutions referenced through H/Q and the Affiliates; Promote Innovative Solutions; Match Solutions versus Opportunities; Share Best Practices & Experience; Propose Business Consulting Studies
* 2010: Call for bid for Managed Services in one affiliate, IP in two affiliates, Optical Fiber Networks in three affiliates, Microwave in three affiliates
* 2011: Pipeline build up to 35 M $ including LTE
January - May 2008:
• Market Development Plan: Information & Communication Technology Services for Real Estate Green Field in Middle East /Africa (Segmentation, Positioning, Market Action & Engagement Plan)
2000 - 2007• Product & Solution Marketing: Management of the Solution Strategy Meeting, Elaboration of Marketing Requirements Specifications through customer meetings and market analysis, Value and cost analysis, Solution and product roadmap, Elaboration and proposal of catalogue prices; Interface system design, product group, supply chain and finance; Modeling of cost, price and performances of competition’s solutions and products
* Launch of: new cable, dynamic riser, OEM deal for terminal equipment, new modulation format, statistical approach for link budget, regional solution (25 % cost reduction) to block new entrants; Scheme rationalization (from 6 to 3 configurations) and improvement (+ 100 km) of repeaterless solution; Cost reduction of armored cable line ( -20 %)
* Definition of Unique Selling Propositions, White Papers, Collaterals, 15 papers, 13 presentations, « Alcatel Best Speaker » 2002; Sales Force training
• Pre-sales Support: cost & performance tradeoffs analysis, competitive analysis, R&D challenge, budgetary proposals (5-900 M $), strategy recommendation, customer meetings
* Contracts won over 2 B $: APOLLO, IMEWE, WIND, AAG, EASSY, Guadeloupe Numérique, Atlas Offshore, Gondwana, Pencan 6&7, …including two regional solutions
• Business Development: offshore networks with BP, Total, Shell, Exxon, Chevron, Norsk Hydro, Statoil, Gazprom: Value analysis; Solution definition; Customer workshops; Communication strategy (articles, …); Consultants lobbying; Budgetary offers; Studies proposal
* Call for bid for BP Gulf of Mexico project; positioning in West Africa and Russia through studies and asset sharing proposal
1996 - 2000• Project Engineer: Advanced Satcom Phase A (300 k $) and B (4 M $) for inter satellite links
• Bid Manager: Antennas, Modulators, Integrated solutions, Space Agencies studies
• Product Marketing: Market study and product line proposal for remote sensing market; Business plan for an X band downlink integrated solution, identification of a 4 M $ opportunity and retrieval of the Request for Proposal; Com Dev positioning for the New Gen. Space Telescope program with ESA, CSA et NASA
1993 - 1996• Need gathering and requirements write up; Management of call for bid, selection and negotiation of prime contractor; Program management; Technical support for alignment techniques in the frame of the TROP (9 M €, SFIM) and TRACE (3 M €, BERTIN) programs
1991 - 1993• Elaboration of a new signal detection scheme through image processing – Paper published