Skills

Skills

Japanese

Spanish

French

English

Work History

Work History
Apr 2012 - Oct 2014

Vice President - Engine & Marine Systems Business Unit

MAN Diesel & Turbo France
  • BoardMember (MAN Diesel & Turbo France SAS)
  • Management of a Business Unit
  • Promotion and sales of diesel propulsion systems for naval defense surface vessel applications (frigates, corvettes, offshore patrol vessels, logistics vessels) in South-East Asia, India, Korea and France
  • Promotion and sales of diesel generators for nuclear and conventional submarine applications worldwide
  • Sales volume: circa MEUR XX(more than YY% of MAN Diesel & Turbo group naval business)
  • Support to MAN Diesel & Turbo SE sales actions (all market segments: naval defense, offshore, merchant marine, ferries, etc.) in France
  • Program management (currently 2 programs for nuclear and conventional submarines: approx. MEUR XX)
  • Managing a team of XXpersons: Sales department (XX) and Program Management department (XX)
  • Sales actions coordination with head company (MAN Diesel & Turbo SE, Germany)
  • Marketing support to MAN Diesel & Turbo SE (naval defense exhibitions)
  • Active contribution to MAN Diesel & Turbo SE Navy market strategy
Mar 2002 - Oct 2012

Marketing & Sales Manager

Hurel Hispano (now Aircelle)

Sales & Marketing department

  • Market research, MRO Services Business Plan
  • Set-up of Marketing and Sales guidelines
  • Marketing & Sales actions in Europe, Middle-East and Africa
  • Coordination of marketing and sales actions with North America and Asia-Pacific area
Apr 2011 - Feb 2012

Senior Vice President - Strategy, OEMs, Marketing & Sales

Industria de Turbo Propulsores (ITP)

ITP In Service Support Business Unit

  • Reporting to ITP In Service Support (ISS) Executive VP
  • Head of ITP ISS Strategy, Marketing, Sales and relationships with OEMs (Original Equipment Manufacturer)
  • Sales of fixed-wing aircraft and helicopters engines MRO (Maintenance/Repair/Overhaul) services, worldwide
  • Restructuring of sales organization
  • Managing a team of 20 persons : Marketing and Pricing Department (6), Customer Support Department (8), Sales Managers (6)
  • Sales volume : circa MEUR 50 (Objective : MEUR 100 in 2015)
  • Elaboration of Sales & Marketing Business Plan and objectives aligned with ITP Strategic Plan (2011-2015)
  • Development of new cooperation with majors engines OEMs (Rolls-Royce, Pratt & Whitney Canada, Honeywell, General Electric), negotiation of licenses (renewal, new licenses)
  • Identification and assessment of inorganic growth targets
  • Development of ITP ISS MRO sales worldwide : direct commercial actions, selection of sales network and business partners
  • Development of new marketing material support and communication actions
  • Integration/coordination of Marketing & Sales actions with ITP group companies in EMEA, NA and LATAM
Oct 2009 - Mar 2011

Vice President - Avionics Upgrades & Weapons Systems

Sagem (Safran group)

Avionics Division, Defense Department, Marketing & Sales

  • Business Development worldwide (fighters, trainers, transport aircraft)
  • Identification of prospects (Governments, Air Forces, local industries)
  • Assessment of technical requirements, validation of available budgets
  • Answer to RFIs/RFPs, non-solicited offers
  • Build-up of avionics modernization offers (team leader), including avionics and air-to-ground weapon systems supply, industrial cooperation, transfer of technology, training, technical assistance and logistics support
  • Contract negotiation (EUR 150-200 million per contract)
Jun 2005 - Sep 2009

Business Development Director (Japan)

Safran

Corporate International Development

  • Development of Safran group notoriety and image in Japan
  • Extensive lobbying actions and development of multi-level influence networks (corporations, trading houses, Japanese government agencies, associations, diplomatic channels, lobbying groups, etc. related to aeronautics, space, defense and security sectors)
  • Identification of new business opportunities for Safran companies (supply of systems/products, services, outsourcing, participation to Japan aerospace programs, industrial/technological/commercial cooperation)
  • Local support to visiting group companies (contacts search, support during meetings/negotiations)
  • Coordination and follow-up of Safran group actions in Japan
Oct 2002 - May 2005

Sales Director

Snecma Services

Sales & Marketing department

  • Identification of new prospects (airlines, low cost carriers, air forces, VIPs)
  • Assessment of customers’ requirements and promotion of Snecma Services
  • Preparation of draft maintenance services contracts (in close coordination with company’s board members, technical, project, financial, legal and customer support departments)
  • Negotiation of contracts in a severe competitive environment (contacts : CEOs, Managing Directors, Technical & Engineering VPs, Purchasing/Supply Departments, high-ranking officers)
  • Commercial follow-up of customers with Customer Support Manager team
  • Development of new services (engine leasing, Maintenance Cost Per Hour contracts, industrial cooperation, joint venture)
  • Extensive traveling in Europe, Latin America, Middle East and Asia
  • Annual turnover generated : over EUR 40 million
Feb 2000 - Feb 2002

International Marketing & Sales Manager

Thales Avionics

Military Aircraft Avionics Business Unit, Sales & Marketing department

  • India, Middle-East, South America
  • Negotiation of avionics systems and equipment contracts for fighters, trainers and military transport aircraft in the frame of new development programs (OEM sales) or  upgrade/modernization campaigns
  • Development of industrial cooperation, licensed production and transfer of technology schemes with local aerospace and defense organizations/companies (ADA, Hindustan Aeronautics Ltd., Bharat Electronics Ltd.)
  • Negotiation and signature of  an agreement with HAL for the supply of HJT-36 avionics equipment (development and production phases)
  • Business Development in South America (upgrade/modernization programs)
Jul 1998 - Jan 2000

International Marketing & Sales Manager

Thales Air Defense

Weapon systems business unit, Sales & Marketing department

South Korea

  • Negotiation and signature of a contract for the supply of land-based short-range weapon systems (K-SAM system, contract amount approx. 200 MEUR)
  • Negotiation of mass-production 1st  batch contract
  • Negotiation of offsets contract
  • Negotiation of transfer of technology contract
  • Negotiation of ship-based weapon systems supply contract

Business Development in Argentina, Brazil and Chile for land-based and ship-based weapon systems

Jan 1997 - Dec 1997

Business Manager - Profit center

Altran group

  • Recruiting of consulting engineers (candidates files screening, interviews with candidates,  consultants selection)
  • Management and follow-up of the consultants team (10 engineers)
  • Identification of prospects (telecommunications et aeronautics fields)
  • Identification and definition of consulting, co-ordination, supervision and engineering projects
  • Negotiation and signature of services contracts with client companies
  • Follow-up of projects
  • Management of profit center (turn over, EBIT, consultants)
Oct 1990 - Dec 1996

Sales Manager

Sochata

Sales & Marketing department

  • Identification of new prospects (airlines, low cost carriers, air forces, VIPs)
  • Assessment of customers’ requirements and promotion of Snecma Services
  • Preparation of draft maintenance services contracts (in close coordination with company’s board members, technical, project, financial, legal and customer support departments)
  • Negotiation of contracts in a severe competitive environment (contacts : CEOs, Managing Directors, Technical & Engineering VPs, Purchasing/Supply Departments, high-ranking officers)
  • Commercial follow-up of customers with Customer Support Manager team
  • Development of new services (engine leasing, Maintenance Cost Per Hour contracts, industrial cooperation, joint venture)
  • Extensive traveling in Europe, Latin America, Middle East and Asia

Education

Education
Sep 1987 - Jun 1990

Master's Degree

French Civil Aviation College (ENAC)

Aeronautics engineer

Summary

Seasoned International Sales & Marketing Executive

Aerospace, defense

Strategy, business development, complex systems sales, services (MRO and consulting) sales, negotiation

Program management

Propulsion systems

Transfer of technology, offsets

Interest

Aeronautics, defense

Marketing, sales, negotiation, international

Management

Exceeding objectives