Franck FONTANEL

En résumé

Entreprises

• Stryker Neurovascular - Business Unit Director France Suisse et Afrique du Nord

  Pusignan 2015 - maintenant P&L responsibility for the Neurovascular Business in Selected Region :
  Reach Annual Target for each Region ( France /switzerland and North Africa ) ;
  maximise operating income as a % + value of sales;
  ensure accurate sales forecasts each month;
  responsible for the regional marketing team to actively promote the Neurovascular portfolio to a broad audience in the healthcare community.
  Manage the team/business
  • Establish solid relationships with customers and ensure the solidity of the sales network.
  • Coach and mentor all direct reports and establish development plans for them to exceed expectations
  • Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the business unit with respect to people, development, retention, succession planning, employee engagement.
  • Ensure the effective management of employee turnover and engagement of sales teams.
  Build and execute on strong sales and marketing plan in line with European marketing strategy
  • Develop a strong sales/marketing plan for the Division in the local market
  • Ensure effective territory and budget setting to drive growth are in place for your business unit.
  • Develop impactful and coordinated actions aimed at higher account customer engagement.
  • Drive customer centric continuous improvement and sales.
  • Be commercially aware and monitor the market and gather competitive intelligence on new products, competitive strategies, industry tactics, and opportunities for business growth.
  • Meet with key clients to assist RSMs/ Sales Reps with maintaining /fostering relationships and negotiating/closing deals.
  • Collaborate with KAM and other division to drive sales

• STRYKER NEUROVASCULAR - Sales and Marketing Business Unit Manager France /Switzerland / North Africa

  2013 - maintenant

• BBRAUN CARDIO-VASCULAIRE / ONCOLOGIE - DIRECTEUR NATIONAL

  2009 - 2013 NATIONAL Sales Manager :
  
  • Annual business plan elaboration
  • Quarterly Sales plan & business revue & adjustment
  • Budget & Expenses management
  • Sales representative activity supervision with personalized coaching for 10 Sales Representatives (2juniors and 8 seniors) and 1Regional Sales Manager
  • Annual business & skills revues my sales team, with personal career development perspective for each sales rep
  • Customer interface and Key Opinion Leaders connectivity
  • Marketing Support for new product launches in relation with the International Marketing team
  • Sales Negotiation support for important Tenders
  • Consignment management on line with the company Policy
  • Set up Sales process with team: Sales execution, (potentials, market share, action plan, market sensing, competition…)
  • Staff meeting Management and Division sales Meeting organisation
  • Monthly report elaboration
  • Team recruitment.

• BOSTON SCIENTIFIC SA - DIRECTEUR REGIONAL DES VENTES SECTEUR SUD ET EST

  2005 - 2009 NATIONAL Sales Manager : turnover 12M€
  
  • Annual business plan elaboration
  • Quarterly Sales plan & business revue & adjustment
  • Budget & Expenses management
  • Sales representative activity supervision with personalized coaching for 6 Sales Representatives (2juniors and 3 seniors)
  • Annual business & skills revues my sales team, with personal career development perspective for each sales rep
  • Customer interface and Key Opinion Leaders connectivity
  • Marketing Support for new product launches in relation with the International Marketing team
  • Sales Negotiation support for important Tenders
  • Consignment management on line with the company Policy
  • Set up Sales process with team: Sales execution, (potentials, market share, action plan, market sensing, competition…)
  • Staff meeting Management and Regional sales Meeting organisation
  • Monthly report elaboration
  • Team recruitment.

• BOSTON SCIENTIFIC S.A - SALES REP AND FIELD SALES TRAINER

  2000 - 2005 3M$ turnover + 300 % growth /5 years
  Boston Scientific Sales Representative for the Peripheral Vascular Division
  
  • Peripheral vascular portfolio management & promotion towards Interventionalists (interventional radiologists, vascular surgeons and cardiologists) on the PACA region.
  • Market development activities with referral physicians (Nephrologists , Diabetologists)
  
  Sale Rep of the year for France in 2001/ 2003/ 2005
  President Club in 2003 (Sale Rep of the year for Europe)
  
  • “Field Sales Trainer” Responsibility :
  Training , Coaching and Technical support for 3 sales reps.
  Workshops organisation and management

• BRACCO - DELEGUE HOSPITALIER

  1997 - 2000 turnover 1,5 M$ 800% growth in 2 years
  
  Hospital Sale Rep in X-Ray product for Bracco France in PACA area:
  
  • Promotion of X-Ray product range for private and public Hospital. Radiologist and Cardiologist approach, Tenders negotiation and Pharmacologist relationships development
  •
  Sales Rep of the Year for France en 1998.

• SCM FARROUCH - MANIPULATEUR EN RADIOLOGIE

  1991 - 1997 X-Ray technician in Private Clinique in Lyon (69).
   Medical knowledge

Formations

• Ecole Supérieure De Commerce EUROMED

  Marseille 2004 - 2005 PMG / MASTER MANAGEMENT GENERAL
  
  PART TIME

• ECOLE DE MANIPULATEUR EN ELECTRO RADIOLOGIE

  Echirolles 1989 - 1990 D.E D 'ELECTRO RADIOLOGIE
  
  MANIPULATEUR RADIO

• Université Grenoble 1 Joseph Fourier (Grenoble)

  Grenoble 1987 - 1988 DEUG B

• Lycée Hector Berlioz

  La Côte St Andre 1983 - 1986 BAC D

Réseau

• Caroline BENET

• Chloé COLLIN

• Differances FORMATIONS

• Emmanuel FROGER

• Philippe CHAUMARTIN

• Renaud COULON

• Sarah ROUSSEL - MONTELEONE

• Stephane VINEY.QYBE.RU

• Stéphane BEAUMONT