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HP Enterprise
- SMB Sales Manager
2014 - maintenant
Responsable du secteur SMB clients finaux et canal de distribution pour le business Enterprise (serveurs, reseaux, stockage, services) sur la zone geographique MEMA (moyen orient,afrique,turquie,grece)
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HP Enterprise Group
- Sales Manager
2014 - maintenant
Manage SMB segment for EG: Servers, Storage, Networking, Services ($430M EGHW, $120M TS)
Within Middle East, Greece, Turkey and Africa SMB represents 55% of EG business
Accountable for revenue and margin
Define and implement strategy in line with business objective
Manage sales representative, partners and distributors.
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HP Enterprise Group
- Sales Manager
2014 - maintenant
Manage SMB segment for EG: Servers, Storage, Networking, Services ($430M EGHW, $120M TS)
Sales representative, channel partners, distributors within Middle East, Turkey, Greece and Africa
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HP Enterprise Group
- Territory Sales Manager
2012 - 2014
Manage Mid Market Sales team for EG: Servers, Storage, Networking, Services
Manage a team of 64 sales representative with a quota of $200M a year
Business governance (accounts follow up, funnel reviews, margin,...)
Marketing campaigns creation and implementation with ROI follow up
* Achieve 100% of quota with 7% growth both year ;
* Predictability best in class in EMEA quarter after quarter ;
* Manage the transformation to have this team to be recognized as key sales org for growth
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HP Enterprise Group
- Mid Market Sales Manager
2012 - 2014
Manage Mid Market Sales team for EG: Servers, Storage, Networking, Services
Manage a team of 64 sales representative with a quota of $200M a year
Business governance (accounts follow up, funnel reviews, margin,...)
Marketing campaigns creation and implementation with ROI follow up
* Achieve 100% of quota with 7% growth both year ;
* Predictability best in class in EMEA quarter after quarter ;
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HP Enterprise Group
- Channel Sales and Marketing Manager
2006 - 2012
Define, implement and drive channel strategy for HPN in line with business objective
Achieve 80% year over year growth. ($64M for FY09, $98M FY10, $165M FY11)
Manage 3COM integration FY10 (distributors, resellers, people)
Build a team of 8 channel leads. Instrumental in changing organisation and roles and responsibilities
Create and manage a team of 11 telesales to adress SMB generating $35M a year
Manage distributor strategy, landscape, business target, sell in sell out, HP Champion, WOS, Unattended business. TD in Poland X3 revenue in 1 year, Redington UAE unattended X5
Manage key partners (Top50) entrerprise, and support country team
Develop strong channel presence, with qualified, certified partners
Manage the Mdf budget of $2.5M a year (country split, plans, ROI)
Regional Sales and Marketing Manager Africa-Greece/Cyprus
Profit and Loss direct responsibility for Africa and Greece
Set-up the team and manage 4 people (2 sales, 2 presales)
Structured the business processes (funnel reviews, manage delegation guidelines, big desk)
Mutlitplied business by 3 ($600K to $2M FY05)
Business Development Manager Emerging Countries
Eastern and Central Europe, Middle East, Africa, Greece, Turkey, Israel, South Africa
Develop 3 years business plan for the region and define strategy of investment in the countries
Analysed market dynamism growth, IT spending, Entreprise, SMB
Managed marketing planning and budget ($1M per half) for the region
Influenced and was a driver of change in the way to do and adress the business in all countries through channel
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HP
- Channel Sales and Marketing Manager
Courtaboeuf
2006 - 2012
Define, implement and drive channel strategy for HPN in line with business objective
Achieve 80% year over year growth. ($64M for FY09, $98M FY10, $165M FY11)
Manage 3COM integration FY10 (distributors, resellers, people)
Build a team of 8 channel leads. Instrumental in changing organisation and roles and responsibilities
Create and manage a team of 11 telesales to adress SMB generating $35M a year
Manage distributor strategy, landscape, business target, sell in sell out, HP Champion, WOS, Unattended business. TD in Poland X3 revenue in 1 year, Redington UAE unattended X5
Manage key partners (Top50) entrerprise, and support country team
Develop strong channel presence, with qualified, certified partners
Manage the Mdf budget of $2.5M a year (country split, plans, ROI)
Regional Sales and Marketing Manager Africa-Greece/Cyprus
Profit and Loss direct responsibility for Africa and Greece
Set-up the team and manage 4 people (2 sales, 2 presales)
Structured the business processes (funnel reviews, manage delegation guidelines, big desk)
Mutlitplied business by 3 ($600K to $2M FY05)
Business Development Manager Emerging Countries
Eastern and Central Europe, Middle East, Africa, Greece, Turkey, Israel, South Africa
Develop 3 years business plan for the region and define strategy of investment in the countries
Analysed market dynamism growth, IT spending, Entreprise, SMB
Managed marketing planning and budget ($1M per half) for the region
Influenced and was a driver of change in the way to do and adress the business in all countries through channel
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Hewlett-packard
- Area Category Manager
Les Ulis
2002 - 2007
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Hewlett-Packard
- Area Category Manager
Les Ulis
1998 - 2006
Hewlett-Packard, Personal System Group Europe, (mobile product lines)
Manage the mobile business product line by influencing directly or indirectly the pricing strategy, the programs, sales, distribution strategy, and marketing campaigns to reach or outperform revenue, gross profit margin and market share objectives.
Middle East, Africa, Greece, Turkey, Israel, South Africa
Responsible for business development of mobile PCs and handhelds within commercial and consumer channels. CA 600 M$
Indirectly managed 14 people
Drove changes, investments in order to achieve our objective of growth, revenue and margin quota
Negotiated budget with Microsoft, Intel, AMD, ATI... in order to support our development
Challenge partners, HP division, factory in the way we approach business
Started comsumer business in South Africa
Eastern and Central Europe (ISE )
Responsible for business development of mobile PCs and handhelds within commercial and consumer channels for Eastern countries and Central Europe. CA 210 M$
Market analysis, sales follow up, promotion programs in place
Managed promobuilder tool and recommendation to countries on direction to take
Managed indirectly 12 people
Set up new distribution and localisation strategy for handhelds (300% growth)
Financial management (GPM, revenue)
Influenced product range, processes (specials) within business units
Great Britain (Bracknell, UK)
European management sent me as a consultant in order to bring back the mobile PC business to profitability in United Kingdom. I replaced the Area Category Manager and hired replacement.
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Hewlett-Packard
- Area Category Manager
Les Ulis
1998 - 2006
Hewlett-Packard, Personal System Group Europe, (mobile product lines)
Manage the mobile business product line by influencing directly or indirectly the pricing strategy, the programs, sales, distribution strategy, and marketing campaigns to reach or outperform revenue, gross profit margin and market share objectives.
Middle East, Africa, Greece, Turkey, Israel, South Africa
Responsible for business development of mobile PCs and handhelds within commercial and consumer channels. CA 600 M$
Indirectly managed 14 people
Drove changes, investments in order to achieve our objective of growth, revenue and margin quota
Negotiated budget with Microsoft, Intel, AMD, ATI... in order to support our development
Challenge partners, HP division, factory in the way we approach business
Started comsumer business in South Africa
Eastern and Central Europe (ISE )
Responsible for business development of mobile PCs and handhelds within commercial and consumer channels for Eastern countries and Central Europe. CA 210 M$
Market analysis, sales follow up, promotion programs in place
Managed promobuilder tool and recommendation to countries on direction to take
Managed indirectly 12 people
Set up new distribution and localisation strategy for handhelds (300% growth)
Financial management (GPM, revenue)
Influenced product range, processes (specials) within business units
Great Britain (Bracknell, UK)
European management sent me as a consultant in order to bring back the mobile PC business to profitability in United Kingdom. I replaced the Area Category Manager and hired replacement.
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Hewlett-Packard
- Senior European Product Manager
Les Ulis
1996 - 1998
European Marketing Center, Network Server Division
Senior European Product Manager
Responsible at the European level of the product life cycle of a range of products (introduction, positioning, mature phase...), sales forecast, pricing, press/advertising, development and implementation of marketing programs.
Convinced Division of the needs of an entry level server, defined its market positioning
Developed and implemented marketing programs: results products reach 50% of the sales volume of the Netserver range in a 1-year period.
Trained and coached junior product managers
Advised and persuaded worlwide product manager of the specs needed to be developped for the future of the range for European needs.
Responsible for the consolidation of the sales forecast process within the team for the entire product line
CURRICULUM VITÆ
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Hewlett-Packard
- Senior European Product Manager
Les Ulis
1996 - 1998
European Marketing Center, Network Server Division
Senior European Product Manager
Responsible at the European level of the product life cycle of a range of products (introduction, positioning, mature phase...), sales forecast, pricing, press/advertising, development and implementation of marketing programs.
Convinced Division of the needs of an entry level server, defined its market positioning
Developed and implemented marketing programs: results products reach 50% of the sales volume of the Netserver range in a 1-year period.
Trained and coached junior product managers
Advised and persuaded worlwide product manager of the specs needed to be developped for the future of the range for European needs.
Responsible for the consolidation of the sales forecast process within the team for the entire product line
CURRICULUM VITÆ
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Hewlett-Packard
- Worlwide Business Planner
Les Ulis
1994 - 1996
Hewlett-Packard, Personal System Group, Santa Clara, California, United States, Network Server Division, Manufacturing Dept.
Played a key role in the supply chain by coordinating the whole international players around plan/volume of activity, participated in the key projects of supply chain
Developed master schedule, established worlwide inventory objective,managed procurement flows and managed worlwide inventory balancing (50M$ inventory on shelves and in transit).Important leverage effort over multiple organizations.
Developed, implemented, and executed planning strategies which account for uncertainty in the Supply chain (hedging against demand risk)
Choice and implementation of a new planning tool. Productivity improvement : 1 week
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Hewlett-Packard
- Worlwide Business Planner
Les Ulis
1994 - 1996
Hewlett-Packard, Personal System Group, Santa Clara, California, United States, Network Server Division, Manufacturing Dept.
Played a key role in the supply chain by coordinating the whole international players around plan/volume of activity, participated in the key projects of supply chain
Developed master schedule, established worlwide inventory objective,managed procurement flows and managed worlwide inventory balancing (50M$ inventory on shelves and in transit).Important leverage effort over multiple organizations.
Developed, implemented, and executed planning strategies which account for uncertainty in the Supply chain (hedging against demand risk)
Choice and implementation of a new planning tool. Productivity improvement : 1 week
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Hewlett-Packard
- European Business Planner
Les Ulis
1992 - 1994
Hewlett-Packard, Personal System Distribution Europe, Grenoble, France Planning and Purchasing Dept.
Managed planning and distribution of Netservers for Europe
Coordinated introductions, roll over and obsolescence with engineering team
Identified and managed all projects which could improve the product line performance for Europe for all distibution aspects (configuration to order, visibility for marketing center...)
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Hewlett-Packard
- European Business Planner
Les Ulis
1992 - 1994
Hewlett-Packard, Personal System Distribution Europe, Grenoble, France Planning and Purchasing Dept.
Managed planning and distribution of Netservers for Europe
Coordinated introductions, roll over and obsolescence with engineering team
Identified and managed all projects which could improve the product line performance for Europe for all distibution aspects (configuration to order, visibility for marketing center...)
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Hewlett-Packard
- Engineer Buyer
Les Ulis
1991 - 1992
Hewlett-Packard, Personal System Distribution Europe, Grenoble, France Planning and Purchasing Dept.
Managed planning and distribution of Netservers for Europe
Managed monitors business with Asian suppliers
Defined inventory objective, negociated costs and promoted the concept « design for Distribution »
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Hewlett-Packard
- Engineer Buyer
Les Ulis
1991 - 1992
Hewlett-Packard, Personal System Distribution Europe, Grenoble, France Planning and Purchasing Dept.
Managed planning and distribution of Netservers for Europe
Managed monitors business with Asian suppliers
Defined inventory objective, negociated costs and promoted the concept « design for Distribution »
