Thierry Vernay

EATON - INTERNORMEN
Description of the company :
FILTRATION OF LIQUID FLUIDE
Outstanding solutions evolving from your wishes and our experience.
Production and distribution of filters for hydraulic and lubricating fluids, which would live up to highest quality requirements and set standards in the international market. Today, the manufacturer of hydraulic and lubricating fluid has turned into an international corporation, which accompanies their customers into the future as a professional partner in technology.
In 2011 Internormen has been acquired by US technology group Eaton.

Ambition
Conquer new markets and new customers, sell products with high added value on export market, that is my ambition for years to come.

A Multilingual (English, French, German), sales and marketing specialist with a large experience in the management of distribution network, marketing analysis, defining and implementing new sales strategies, international business development, solution sales and global business management in several European countries, the Middle East and Africa.

Product and application knowledge cover all aspect of the filtration and depollution solutions.

Spécialités

• Business Planning and P&L Responsibility
• Sales Development and Channel Management
• Setup of Local Sales, Training & Engineering Operations
• Personnel Recruitment, Team Building and Management
• Product and Communication Marketing Related Activities
• Establishment and Development of Brand Awareness

Exceptional communication and presentation skills; able to effectively interact comfortably with all levels of an organization from shop floor to C level. Collaborate across functions to deliver programs and products that exceed customer expectations and achieve business objectives. Possess the ability to work across the business unit in a global organization to achieve success and drive projects delivering exceptional results.

Description of my position :
1) Search for new distributors, customers, end-users and subcontractors
2) Selling products to both established and new customers + manage and expand relationships with key customers.
3) Marketing analysis of the area, evaluation of the market share and the commercial target for the short and long term. Creation of Business plan for each country.
4) Determine which market has to be targeted with the existing product range.
5) Defining and implementing new sales strategies, business and market opportunities. Develop selling concepts and identify areas of improvement in the products and processes.
6) Reporting of turnover, market situation, projects and customer visits.
7) Management of the distribution network, training of the commercial forces, presentation of the new products, mailing. Follow-up of their performances, reporting with the General direction.
8) Controls of the export procedures and customers risks, followed deliveries and payments.
9) Preparation and participation to the fair.
10) Presentation + commissioning of the technologic materials (particle counter + purifier).
11) Instruct, train, mentor and manage internal Sales Force in France.

Sales development for the sector Water treatment, Municipal water and Power Generation, Zone Middle East

1) Creation of the marketing tools necessary for the development of this activity .
2) Search for distributors for each country and negotiation of the contracts .
3) Installation of the sales network distributor or integrated
4) Formation and animation of this network. Translation of the strategy of the company in action plans established in dialogue with the teams. Follow-up of the performances. Controls of the margins and the results. Preparation and animation of the projections meetings.
5) Follow-up of the businesses and invitations to tender, visits customers with the commercial teams, establishment of the offer, negotiation + sale.
6) Organize the company’s participation in trade fairs
7) Controls of the export procedures and customers risks, followed deliveries (transport,customs, legalization,…) and optimization of the service export.
8) Installation and follow-up of the tests/pilots for new applications, followed manufacturing in connection with our subcontractor and our internal engineering/design departments. After-sales technical support in connection with our laboratory