Alain Traverso

Alain Traverso

Summary

International Business Development Manager B2B

Customers acquisition & Sales Network implementation

Work History

Work History
Apr 2008 - Present

Business Development Manager

Swatch Group / Oscilloquartz SA

Network Synchronisation Equipment Turnover 20 M €, 80 employees

Met with prospects, customers and rep's in China, Korea, Japan, Italy, Sweden and Finland. Redefined the oscillator product portfolio, qualified distribution channels in Europe and Asia. Led a 20% cost reduction program.

Signed in 6 months a contract with ESA for a Cesium clock and started the project

Jul 2006 - Mar 2008

Managing Director France

Keymile

Telecom Network access equipment Turnover 120 M €, 460 employees

Started the Marketing promotion to develop the sales in France and French speaking countries. Negotiated with Sagem an OEM contract, won a tender for the Vietnam. Sold to Telindus Arche for the Cnes, Ineo for civil airports in Africa, and Alcatel for Romania. Evaluated cooperation with Areva and won a first order.

Closed deals up to: 1,5 M € on the 1st year.

Jan 2001 - 2005

Sales Director Asia

IPM International Geneva

Chip cards, public terminals Turnover 140 M €, 600 employees

Geneva and Relocation to Bangkok Thailand

Promoted to the board of Malaysia (150 people) and Thailand (30 people) JVs. Reoriented the activities towards Marketing and Sales. Developed direct sales in a very competitive environment. Built the product strategy change, launched and certified the 1st VoIP public terminal. Launched the 'electronic purse' Thai Smart Card together with a consortium. Evaluated the manufacturing of the products in Asia.

Closed deals with Telecom Asia and Telecom Malaysia, Revenue 20 M €.

Jan 1999 - Jan 2001

Regional Director South East Asia

Landis and Gyr communications

Chip cards, public terminals Turnover 120M €, 800 employees

Relocation to Singapore

Full P&L responsibility. Supervised 10 people. Managed the regional sales team and the technical support. Signed a partnership in Malaysia, worked with agents in the Philippines and Vietnam. Prepared the responses to international tenders. Got the World Bank to finance a 15 M $ project in the Philippines.

Closed deals: Lucent Technologies 2 M $ Philippines – Globe 15 M $ Malaysia – Telecom Asia 2 M $ Thailand.

Secured 10 M $ revenue from a private customer in Thailand.

Jun 1995 - Jan 1999

Sales Director North Europe, Italy, CIS

Landis and Gyr Communications

Chip cards, public terminals Turnover 120M €, 800 employees

Managed the sales through partnerships: SAIET in Italy, Electrowatt in Finland and Katra in Lithuania, distributors namely Louis Poulsen in Denmark, Meta AS in Norway and Sweden.

Closed 3 deals for 'chip cards'. 10 M € with Telenor, Telecom Finland, Lithuanian Telecom and other deals 10 M € with Telecom Italia (extended field trial for the CSELT), Telenor 8500 terminals, Lithuanian Telecom 10000 terminals.

1993 - 1995

Sales Manager France

Alcatel STR

Test Systems competence centre Zurich Turnover 60 M€, 80 employees Sales Manager France Sold functional and QoS Test Systems to Telcos (wire line and wireless) and telecom equipment manufacturers. Negotiated and signed with Matra, Alcatel Mobile. Sold additional clauses to France Telecom Mobile. Revenues increased from 0.5 to 1.5 M € within 2 years.

1990 - 1993

Marketing Manager

Alcatel ABS

Turnover 400 M €, 2000 employees PABX Voice/Data Analysed the competition. Re-positioned the PABX and terminals to new functionalities including Data/Video together with Marketing, R&D and International Sales.

Evaluated the introduction of 'chip on board' solutions and improved the manufacturing process by 30%.

1985 - 1990

Spectrum Surveillance Equipment Responsible

Thomson CSF DTC

Telecommunications Division Gennevilliers Turnover 400 M €, 2000 employees Full P&L responsibility. Answered the Request For Quotations from Saudi, Thailand, and Australia in cooperation with a local partner. Managed a team of 15 R&D professionals with strong competencies in Hardware/Software, algorithms, antennas, direction finders, V/UHF receptors, adaptive demodulators. Managed a 'turnkey' project system on 2 Transall aircrafts.

Closed a 30 M € deal for the strategic surveillance DC 8 from the French Army.

1980 - 1985

Project Manager `Turnkey Contracts`

Thomson CSF

Surface Radar Division Meudon Turnover 430 M €, 2500 employees Won the Bagdad International Airport system: 30 M €. Built the team. Managed, on site, 3 International Airport Projects (radars, navaids, telecom, weather forecast, power stations, civil works, control rooms): Egypt 70 M € - Abu Dhabi 40 M € – Ivory Coast 20 M €. Selected the subcontractors and partners. Negotiated and signed additional clauses.

Coordinated and led the multidisciplinary teams (10 to 40 people) for the installation, the setting-up, the ICAO calibration, and the final acceptance to the benefit of the Civil Aviation and Transport authorities.

1978 - 1980

Test and Integration Manager

Thomsom CSF

Surface Radar Division Meudon and Bagdad Turnover 430 M €, 2500 employees Managed 2 Engineers and 5 Technicians. Set up and managed an air traffic control subsystem factory acceptance (radar acquisition, displays, V/UHF radio, telecom components). Installed and achieved the acceptance at customer premises. Trained 10 people and set up the after sales support.

1977 - 1978

R&D Engineer

CERME

Time reference equipment for Test Range Turnover 15 M €, 120 employees Developed 1 time-coded generator (CNES), 1 radar acquisition equipment mock up (Thomson CSF).

1975 - 1977

R&D Engineer

Sintra EF

Command and Control Centres, Microelectronics, Telemetry Turnover 500 M €, 1200 employees Developed a telemetry module for Ariane rocket and a 2Ghz phase locked loop.

Education

Education
1971 - 1974

Master's Degree CS/EE I.S.E.P Paris

Institut Supérieur d'Electronique de Paris [ Modifier ]

Strategic Selling (2006) Strategic Selling Frost and Sullivan London (1999) International Management London Business School (1993) Direction et Gestion de Programme Thomson (1988) Direction et Gestion de Projet Simage (1985)