Work History

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.

2008 - Present

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.

2001 - 2008

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...

1997 - 2001


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.

1995 - 1997

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).

1992 - 1994

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.