CV: Commercial Director


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Candidate Profile
 Date Submitted:12-10-2017
 Last Modified:12-10-2017 (09:16)
Job information
 Current job:Commercial Director
 Employment Term:Permanent
 Job location:Own country
 Date available:>3months
 Industry:
 KeywordsExceptionally strong analytical and modelling skills, Good negotiator and communicator, creating and implementing new commercial strategies, self-motivated and highly organised.
CV

PROFILE

I have acquired a strong understanding of the telecommunication and especially the space industry over the past 10 years. My career objective is to use my proven commercial skills to add value to disruptive and forward-thinking organisations. I particularly enjoy shaping winning strategies and directing them by developing and motivating individuals. 

 

KEY ACHIEVEMENTS

Scaling Avanti commercial department from a start up with no fleet to a leading global satellite operator.

Creating a winning pricing offer for a complex turnkey solution to a major mobile operator, contributing to a $29 Million contract.

Restructuring contracts from difficult, slow paying accounts to recover debt, collect future revenues and alleviate resource efforts.

Initiated, developed and executed the sales data analytics reporting per region and key accounts which has been instrumental in making informed business decisions.

 

KEY SKILLS

Exceptionally strong analytical and modelling skills with an ability to communicate complex models to C level and non-specialist audiences.  

Expert knowledge of HTS satellite market across EMEA and strong understanding of the broader telecommunication market.

Deep experience in the design and implementation of new commercial models to support new product and/or new territories.

A self-motivated problem solver with strong stakeholder management and mentoring skills.

Excellent understanding and structured approach to end-to-end processes and systems.

Native language: French.

 

CAREER HISTORY

Company

Role

Dates

Avanti Communications

Commercial Director

Oct 2016 – Present

Avanti Communications

Head of Pricing & Research

Nov 2014 – Sept 2016

Avanti Communications

Market Research & Pricing Manager

Jan 2012 – Oct 2014

Avanti Communications

Market & Pricing Analyst

Aug 2010 – Dec 2011

Juniper Networks

Pricing Analyst

Feb 2007 – Jul 2010

 

FULL CAREER HISTORY

 

Commercial Director

Avanti Communications, London                         October 2016 – Present

Developed and executed the commercial strategies for existing and new territories globally, increasing the company’s revenues and profitability, by maximising the monetisation of the product portfolio and identifying future opportunities for long term growth.

Built and implemented a capacity yield management strategy that drove key decisions to accelerate the satellite fill rate and the revenue per MHz sold.

Developed relationships with key customers, supporting Sales in the closure of contracts, by presenting TCO models and negotiating commercial terms. In the first half of 2017, this resulted in the closure of 3 contracts with global leaders, generating $5 Million revenues.

Responsible for the good running of 3 existing warehousing facilities across EMEA and leading the long term strategy to facilitate equipment sales, minimise expenditures and lead times.

Defined and directed the creation of a data analytics process to support commercial and marketing decisions to maximise customer retention and design growth strategies.

Instrumental in shaping the company’s systems and processes, inputting key requirements as part of the lead panel on an in-house system automation project.

 

Head of Pricing and Research

Avanti Communications, London                      November 2014 – September 2016

Led a team of 5 individuals forming the Pricing, Sales Support and Research team. Responsible for the recruitment, appraisal process and development of employees.  

Created a yearly pricing review process of all satellites, regions and product portfolio, presenting recommendations for revenue growth to the executive team. Delegated the implementation activities to internal stakeholders.

Responsible for the modelling and delivery of pricing strategies on large bids. I contributed to the win of a $29 Million cellular backhaul deal.

Developed and implemented the pricing promotions end to end process, aligning with Marketing events and campaigns, as well as market conditions to generate revenue growth.

Produced compelling offers for the renewals of key account customers, maintaining customer relationship and growing Avanti revenues.  

Engaged with Finance to identify and review existing contracts with non-paying customers to define a remedy through contract restructure or payment plans.  

 

Market Research and Pricing Manager

Avanti Communications, London                      January 2012 – October 2014

Developed the department through the acquisition of a Pricing Analysist and the Sales Support team. Created standardised tools, models, end-to-end processes and training materials to maintain a high level of support to Sales and business partners.  

Presented the pricing strategy for new markets - Turkey, Middle-East, East and South Africa - to the Executive team, ensuring Avanti’s rates are competitive whilst maintaining profitability.

Ensured all price books, tools and pricing in SAP systems are accurately implemented for the new markets.

Created and delegated an in house standardised country report, providing key insights into new target markets and sectors for improved decision making.

Created a HTS satellite demand versus supply database within EMEA to identify potential competitive threats and suggest a response plan.

Identified and documented systems requirements to improve partner user interface, as well as internal processes and data accuracy in SAP. Actively shaped the pricing requirement and approval flow in SalesForce.

 

Market and Pricing Analyst

Avanti Communications, London                     August 2010 – December 2011

Created and standardised new pricing models for new markets, new products and ad-hoc bids, ensuring the company’s revenue and profitability are optimised.

Produced a price book for standardized products and pricing across all regions and product portfolio. Maintained ownership of the process and the release to the Sales team.

Structured and recommended bespoke pricing for various deals across Europe.

Designed and released competitive insight through a monthly newsletter to the Sales, Marketing and Executive team, identifying threats and opportunities to best position Avanti’s products in the market.

Created and maintained a monthly capacity forecast tool allowing the monitoring and optimisation of the sales of capacity.  

 

Pricing Analyst

Juniper Networks, Addlestone                          February 2007 – July 2010

Managed and prioritised a high volume of non-standard pricing requests across EMEA, working to strict deadlines, writing comprehensive summaries to the Management team for the review of key deals.

Provided support to the account team, assisting with the structure of deals to ensure margin profitability and future business growth.

Initiated the implementation of a web database for EMEA frame pricing agreements, which contributed to the optimisation of the processing of bookings and provided concise visibility on pricing agreements to Audit and Sales Operations.

Produced a variety of business analysis and reports for the Management team.

 

EDUCATION

Maîtrise (equivalent 1st year Master degree) in arts and human sciences                   2005

University of Perpignan, France

License (equivalent BA Hons) in English and American language, literature and history        2004

University of Perpignan, France

Baccalaureat National Francais (equivalent A-levels) in Economics                 2001

Lycée Jean-Moulin, Béziers, France

Brevet National Francais (equivalent GSCEs)                  1998

Collège Jean-Perrin, Béziers, France

 

REFERENCES

References are available on request


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