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Work History

Southeast Asia Area Manager

Lectra SEA Pte Ltd

Led the start-up of new profit centre; reporting to Asia Manager: €4M; 25 employees; 150 customers.

- Built local teams and channel sales network; defined regional strategy; created legal structures.

- Conquered leadership in regional market and reached operational break-even point in second year.

2008Present

European Sales Director

Pindar plc

Multi-channel commerce, marketing and publishing solutions for retailers and manufacturers: PIM, DAM, content, e-commerce, direct marketing, outsourcing; 600 employees for a €100M turnover.

Starting up growth of software division in Europe; growing revenues to €5M; reporting to group MD:

- Re-launched the activity in Europe to increase software content into overall EMEA revenue stream.

- Designed new European sales and marketing strategy; led change management from traditional print activities into software driven solutions with a 10 people sales team and a network of partners.

- Implemented support and pricing strategies in line with international software market best practices; promoted SaaS offering; enhanced existing outsourcing services from UK & Indian delivery centres.

- Developed channel sales via negotiation of new partnerships and new cooperation frameworks.

- Started weekly, monthly and quarterly business reviews and KPI on reporting and forecasting.

20012008

Managing Director

Lectra UK Ltd

Integrated technology solutions (software, equipment and services): design, supply chain, PLM.Markets: retail, fashion, furniture, automotive, aerospace; 1,500 employees for a €200M turnover.

Promoted to develop sales, turn subsidiary around, ensure long term profitability; ultimately in charge of Northern Europe; full P&L responsibility; reporting to group CEO; 120 employees; 1,100 customers.

- Doubled revenues to €21M from the UK (€35M in region) through targeting of large accounts and increased market cover by a 30 person sales team involved in new sales and account development.

- Engineered turnaround from perennial money loser to six profitable years in a row via 50% increase in recurring revenues and 60% decrease in break-even point resulting in a €1.5M net assets gain.

- Delivered year-on-year double-digit growth whilst ensuring consistent 25% profitability.

- Initiated cross-borders activity with networking of major retailers and their supply chains:

€750K sale to GEORGE/ASDA/WALMART: the largest software deal ever made by Lectra.

- World Account Manager for AUTOLIV (automotive): over €50M investments; €8M sales in 2004; €2M support agreement in 2005; €3M and second largest single order of the Lectra group in 2007.

- Negotiated and managed efficient partnerships with the RENAULT F1 and HONDA F1 teams.

- Developed staff's process awareness to become European centre of expertise in design and supply chain enterprise software (PLM) with implementations in Germany, Israel, Spain, Sweden, USA...

19972001

President

Lectra Canada Inc

Promoted to lead the business development of the subsidiary; reporting to group COO; up to €15M.

- Increased sales by 80% in first year through motivation of previously underperforming sales team.

- Improved revenues from services, training and consultancy by 30% as InterimService Manager.

- Set up and ran program for succession planning and senior management development: Successor in Canada, North American CFO and Singapore GM all groomed in this program.

19951997

Vice-President Strategic Accounts

Lectra USA Inc

Promoted to lead corporate HQ representation mission in North America; reporting to group CEO.

- Drove sales into strategic accounts through attacks of both ends of supply chain in USA and Asia.

- Quadrupled market share within American Top 100 fashion retailers & manufacturers (The Limited, Liz Claiborne, Kellwood, Saks Fifth Avenue, Jockey…) with sales of €2.5M (10% of USA revenues).

19921994

Export Director

Lectra France SA

Promoted to initiate and lead a major change program integrating operations in 20 EMEA countries to boost sales, reduce costs, improve customer focus and accountability and build an operational development platform for the future; reporting to group CEO; up to €15M; 80 employees.

Expanded existing direct sales operations and started channel salesin emerging EMEA markets.

Education

Winning Team

Autoliv UK

PLM / Supply Chain

Renault F1

LinkedIn

Profile

Managing Director / VP Sales with achievements in business development, general management and turnaround of international B2B operations; experienced at delivering growth and profit targetsin fast paced highly competitive environments and at leading teams to perform above expectations.

Highlights:

-Twenty year track record with particular expertise in technology, software and services sectors;

-Full P&L responsibilities in business plans from start-up to business development to turnaround;

-International sales and marketing background focused on people and performance improvement;

-In-depth knowledge of retail, distribution and manufacturing markets in multi-channel EMEA;

-Hands-on sales leadership with personal achievements on global accounts;

-MBA from Emory University (USA), bilingual English and French.

Specialties:

Sales, marketing, acquisition, start-up, integration, change management, outsourcing, e-commerce, software as a service, multi-channel, content management, product lifecycle management, supply chain, turnaround, PLM, PIM, SaaS, CMS.

Turnaround

Lectra UK was a perennial money-loser with £1M negative net assets in 2001.Streamlined management structure; re-aligned size of business to answer market needs; built on strengths to offer newly packaged service contracts; implemented strict cash policy.

2007 was 6th successive positive year with double digit profitablity; increased cash flow allowed repayment of £1.1M loan to parent company in 9 months.

Sales Development

Developed activity while rebuilding and motivating sales team through hands-on approach leading from the front; initiated cross-borders activities targeted at customers' supply chains; developed staff’s process awareness to position subsidiary as centre of expertise in design and PLM.

Revenues doubled with sharp 2007 increase in competitive UK retail market; off-shore growth up to 65% of total revenues; successful implementation of design and PLM projects worldwide.