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Ann Verledens Business Consulting
- Independent Business Consultant
2016 - maintenant
International business development and strategy (360° expertise in the dental market environment, including digital dentistry and implantology).
* Change and transition management ;
* Provide operational support to help clients define their international sales and marketing strategy: conquer new markets, drive profitable growth and create competitive advantage. ;
* Bond with key opinion leaders to build a network for product evolution, training and education purposes. ;
* Offer market expertise and analytical skills in due diligence procedures. ;
* Identify potential investors and assist clients in the negotiation process. ;
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LPG Systems
- Directeur International Sales
2015 - 2015
Director International Sales:
- Structure the company’s international business (50% of total revenue) in beauty, medical aesthetics, physiotherapy (global minus Asia, 50 distributor markets, 3 subsidiaries, 7 export managers).
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Keystone Dental
- Director Business Development
2014 - 2015
Keystone Dental (ex Lifecore): US based start-up company producing dental implants, biomaterials and implant planning software; merged with Southern Implants Inc in 2012.
* develop strategic business opportunities with industry partners, to complete the company's product portfolio and strengthen its position in a highly competitive market (US and EU, digital dentistry and new biomaterials in particular). ;
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Keystone Dental
- General Manager Europe
2012 - 2014
* Reorganize the European organization following the merger with Southern Implants:
* Cost and headcount reduction: close EU head office and 4 subsidiaries; organize virtual offices in each country; centralize logistics and customer service in Verona, Italy. ;
* Drive sales and marketing teams and be creative with significantly reduced budgets. ;
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Keystone Dental
- Sales & Marketing Director Europe
2010 - 2012
* Create a European head office in Paris: recruit a multifunctional support team - communication and product marketing, customer service, finance, HR - to drive performance in the 5 EU subsidiaries.
* Orchestrate Keystone's European sales & marketing strategy
* hire new EU sales reps after a "brain drain'' in 2009
* optimize direct sales to implant specialists, dental surgeons and labs (5 country managers, 40 sales reps, 60 FTE) by defining Keystone's differentiating positioning as a challenger brand (`eating the big fish' approach)
* create a European KOL advisory board (product, sales and marketing strategy; training and education).
* organize and roll out the Genesis (The Biomimetic Implant System) product launch
* conquer new customers by organizing `peer to peer' training events.
* supervise activities in the EMEA dealer channels, Spain in particular. ;
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Storz Endoscopie
- Managing Director France
2010 - 2010
Storz Endoscopie France: international company producing surgical instruments and medical imaging devices; leading brand in rigid endoscopy, based in Tuttlingen (Germany).
General Manager France
* Federate the local team to optimize performance and motivation, following a succession of 5 general managers in 6 years; headcount 100, and implement the strategic objectives of the subsidiary to return to growth and profitability in France (+30% growth by July 2010)
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KaVo Dental
- Managing Director France
2007 - 2010
KaVo Dental France SAS: leading brand in dental treatment units, instruments, imaging, laser and CadCam equipment; EMEA head office and manufacturing plant based in Biberach, Germany; member of the Danaher Group.
- Drive the subsidiary’s sales, marketing, service, HR and financial activities in France, while restructuring the organization in 3 consecutive years: OPEX reduction -30%, and head count reduction -50% (from 53 to 27 people)
- Motivate the remaining team and return to modest growth in 2009.
- Partner with dental universities to win future tenders, and train ‘dentists-to-be’ to become KaVo users
- Gain shelf and mindshare with leading dental distributors, by actively training and supporting their teams in the field (optimize autonomy, sales performance and end-user support).
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Kodak Dental Systems (ex Trophy Radiologie)
- Sales and Service Director Western Cluster
2005 - 2007
Kodak Dental Systems/Trophy Radiologie SA, France - leading manufacturer in digital dental imaging equipment; Eastman Kodak, now Carestream, acquired Trophy Radiologie in October 2003.
* Merge Trophy's digital imaging with Kodak Dental's conventional imaging teams in France, Benelux, Switzerland (headcount 30); minimize the impact of the `big bang' integration through intensive customer support and communication
* Streamline the Trophy/Kodak dental dealer network where appropriate (`fewer, better dealers') and optimize sell-through and service support.
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Trophy Radiologie (Kodak Dental Systems)
- Sales Director Europe
2001 - 2004
Eastman Kodak, now Carestream, acquired Trophy Radiologie in October 2003.
Director Europe, Member of the Board of Directors (CODIR)
* Full P&L responsibility for 5 European subsidiaries (headcount 60) based in Belgium, Germany, Italy, Spain, and UK
* Harmonize the European sales, marketing and pricing strategy, based on the successful `French model', and improve communication between subsidiaries, dental dealers and head office (enhanced efficiency, performance and loyalty).
* Successfully orchestrate the Trophypan product launch, which became an instant best-seller.
* 30% growth in sales revenue and 75% increase in operating income in 4 years ;
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Sheaffer Pen UK Ltd
- Sales Manager Europe
1988 - 2000
US based luxury writing instrument brand; acquired by BIC in October 1997.
- Appoint, train and motivate an exclusive dealer network in 25 European countries, including the emerging Eastern and Central European markets. Develop international sales revenue.
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Scottish Agricultural Industries Plc
- Export & Sales Manager Spain
1986 - 1988
Scottish Agricultural Industries Plc, Livingston (Scotland) - horticultural, ecological fertilizers; subsidiary of Imperial Chemical Industries (ICI)
Regional Export & Sales Manager, Spain (Barcelona): create, develop and train a distribution network in Spain ; organize the integration of the activity into the ICI fertilizer division.
