Executive Strategy, Business Development, Sales & Marketing
Space & defense (7y), IT/telecoms/media (12y) and innovation
ESME Sc.&Eng. (1993)
ESSEC EMBA (2013)
French (native), English (fluent)
Russian intermediate level 4 (Berlitz)
Chinese Mandarin beginner
> Developing new business areas in a highly competitive environment
> Energizing & engaging a results-oriented team, in a matrix organization with diverse business cultures
> Overseeing contract performance with focus on delivery, quality and budget follow-up
> Facing & fighting competition, retaining customers
> Building a business intimacy at all levels of decision-making in operators, broadcasters, integrators, payload suppliers
2011-now (5 years):
VIADUCT (owner) : consulting agencydeveloping & reinforcing business on companies’ behalf
Consultant acting as a Director/VP/MD Business development, Sales & Marketing
> Generating new business and expanding the addressable market
+ Commercial strategies: lifting barriers, fighting competition, retaining customers to boost sales
+ Specialties: creation from scratch, recovering declining activities
+ Lobbying at any decision-making level: capturing trends, pushing new solutions, anticipating customer’s needs
>Management & leadership
+ P&L management (HW, SW, HR): from tendering to contract performance (business review, dashboard)
+ Optimizing multi-cultural team efficiency, focusing on communication, motivation & engagement
+ Closing deals & overseeing execution, signing partnerships, fundraising, setting-up subsidiaries
> Territories: France & Western Europe & emerging economies as Eastern Europe, Russia, Africa or Asia
> Typical assignments:
1) ARICENT(10,000 consultants; India-USA-Belgium) - 18 months - VPBusiness Development EMEA
Objectives: recovering business in EMEA after acquisition of Alcatel-Lucent network applications BU by Aricent
Results: turnover from €50m to €60m with 30% gross margin. 50 on-going clients + new tier1 acquisition.
2) ALOE Systems Ltd.(500 employees; Russia) - 18 months - VP EMEA & board adviser before M&A.
3) FREYR (Holding/40SH) 20 months as Co-founder and Managing Director up to last fundraising.
4) Satellite Operators : boradband & interactive VAS commercial conquests strategy for EMEA
THOMSON TELECOM rebranded TECHNICOLOR (France, Belgium, USA & Russia)
Telecoms/media: telecoms & video infrastructures for IPTV, multimedia gateways, satellite & terrestrial set-top-boxes
Director for BU Europe, Russia & CIS
Objectives: to set-up and growthe new telecom division with operators, broadcasters, integrators & retailers clients.
> Heading local BU P&L + the full commercial chain from strategy, busdev, closing, forecast, delivery to after-sales
> Defining & executing commercial strategy for both CPE and E2E Video & Voice Systems (HW, SW, Services)
+ Adapting product, process & business model to emerging countries: language, regulation, commercial rules, delivery
+ Setting-up and keeping motivated a partners’ network & an international team (sales/presales/bid-mgt, operations)
+ Initiating the first collaborative forecast process for Thomson (needs<->sales<->production): better service & margin
> Creating a reliable confident relationship with partners and customers
> Facing 3 different market cycles: conquest phase 2002-05, maturity 2006-07 & 2008’s crisis
Results: Turnover: €60m from scratch (90% CPE & 10% IPTV network). Delivery: 1m products per year in 20 countries.
ALCATEL Space & Telspace sold to THALES Alenia Space and THALES Space & Defense
Telecoms, Space & Defense: Satellite and terrestrial telecom infrastructures, civil & military systems
R&D engineer, team leader then tendering and pre-sales engineer
> Designing on-board resources processes for civil & military satellite systems (Syracuse3)
> Developing & validating satellite Network Management System (NMS), for Japanese traffic air control (MTSAT)
> Setting-up and managing the network modelisation and simulation department (Skybridge, Globalstar)
> Bid management for radio networks: answering RFx, building offers and P&L, organizing risk assessment reviews
Results: Achieved expert level for end-to-end terrestrial and satellite telecom network infrastructure.
>1994-2000 : NATO secret security clearance & French “Secret défense”
>1994-2004 : Reserve officer (Air-Force)
1> Telecom operators
Orange (FR, PL, SK, Africa), DTAG (GE, Balkans, CEE), Telefonica (Spain, GE), Telia-Sonera (Nordics), Telecom Italia, Etisalat, SFR-Numericable, Bouygues Telecoms
2> Cable operators
BNET, Liberty Global/UPC (CEE), Akado (Russie), Numericable, Tcable, RCS, City operators
Elisa, SIOL, Iskon
5> System Integrators
Alcatel-Lucent, IBM, Nextiraone
Mediamark, local distribution chains
>Historical house restoration
>Choral singing with few a cappella recitals around Paris
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