Latest Space News
Wed, 25 Apr 2018 01:25:18 +0000
Air Force Secretary Heather Wilson made news last week at the Space Symposium with major announcements on the reorganization of Space and Missile Systems Center and the standup of a new office to eliminate bottlenecks in the system. SpaceNews.com
Wed, 25 Apr 2018 01:11:07 +0000
Iceye, the Finnish company flying a Synthetic Aperture Radar (SAR) microsatellite, forged an alliance with Ursa Space Systems, a firm that offers economic insights from geospatial data. SpaceNews.com
Tue, 24 Apr 2018 21:20:22 +0000
Countering WMDs is a major intelligence fusion challenge. Thomas: “Even for an organization that prides itself in agility, which we do, this is some incredibly problem solving.” SpaceNews.com
Tue, 24 Apr 2018 20:23:58 +0000
Geospatial data companies are focusing intently on acquiring satellite imagery quickly and speeding data delivery to customers. SpaceNews.com
Tue, 24 Apr 2018 20:14:24 +0000
The light-lift Vega rocket is Europe’s vehicle of choice for small satellites, but has mainly launched spacecraft weighing hundreds of kilograms. While that’s smaller than what Arianespace normally launches on an Ariane 5 or Soyuz, it’s not the “small” that people generally think of when they think smallsats. SpaceNews.com
Tue, 24 Apr 2018 18:09:21 +0000
Lockheed Martin executives said April 24 they are confident they will win an Air Force competition for the next set of GPS 3 navigation satellites as questions swirl about what other companies, if any, submitted proposals. SpaceNews.com
Tue, 24 Apr 2018 15:42:28 +0000
An Ariane 5 launch has been cancelled after an unexplained problem with an Indian space agency satellite that was supposed to ride on the mission. SpaceNews.com
Tue, 24 Apr 2018 14:34:24 +0000
In its quest for cutting edge commercial solutions to military problems, the U.S. Defense Innovation Unit Experimental (DIUx) is not ignoring the talents of traditional government contractors. SpaceNews.com
Tue, 24 Apr 2018 02:47:23 +0000
Speedcast’s revenues more than doubled in 2017 as the satellite network operator began leveraging its acquisitions of U.S. companies Harris CapRock and UltiSat. SpaceNews.com
Tue, 24 Apr 2018 01:18:18 +0000
NGA Director Cardillo: “I want the market to work … but government shouldn’t be their first customer. We should be their second customer.” SpaceNews.com
Mon, 23 Apr 2018 23:00:57 +0000
NASA’s new administrator said he’s “very excited” about leading the space agency as he takes office after an extended confirmation process. SpaceNews.com
Mon, 23 Apr 2018 19:24:12 +0000
USD Kernan: "we really haven’t taken all the advantage we can of technology.” SpaceNews.com
Mon, 23 Apr 2018 19:01:42 +0000
Wilson sat down with SpaceNews at the recent Space Symposium in Colorado Springs to discuss the ongoing reorganization of the Space and Missile Systems Center, space investment priorities and her plans to secure congressional support for budgets and management reforms. SpaceNews.com
Mon, 23 Apr 2018 17:54:23 +0000
In the months preceding the launch of Avanti’s Hylas-4 satellite, the British operators didn’t mince words when it described the importance of a successful mission as “critical.” SpaceNews.com
Mon, 23 Apr 2018 12:23:19 +0000
"We are trying to effectively link air, land, sea and space. The geospatial context on the ground may give you some type of indications and warning of something happening in space," said Chirag Parikh, director of NGA's Office of Source Strategies. SpaceNews.com
Mon, 23 Apr 2018 00:53:45 +0000
NASA’s next administrator, Jim Bridenstine, is set to be sworn into office April 23 as the space industry breathes a sigh of relief that his extended confirmation process is finally over. SpaceNews.com
Sun, 22 Apr 2018 23:31:54 +0000
Within the top five space contractors, from 2011 to 2017, ULA surpassed Boeing and became the top overall vendor. SpaceNews.com
Sat, 21 Apr 2018 16:53:32 +0000
"Other transactions authorities" allow the Air Force to go faster to prototyping. SpaceNews.com
Fri, 20 Apr 2018 23:19:54 +0000
GEOShare, a Lockheed Martin subsidiary matching missions with orbital slots in an effort to boost satellite sales, has signed up over 150 missions and over 100 orbital locations, said Lon Levin, GEOShare president and chief executive. SpaceNews.com
Fri, 20 Apr 2018 16:46:40 +0000
As Lockheed Martin prepares to complete assembly of the Orion spacecraft flying on the first SLS mission, the company says it’s making progress in lowering the costs of the future spacecraft, including through reuse. SpaceNews.com
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  • CV: Commercial Director

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    Personal information
     Name:<withheld>
     Age:<withheld>
     Country:<withheld>
     Location:<withheld>
    Contact information
     Email:<withheld>
     Phone:<withheld>
     Mobile:<withheld>
    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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