SALES & GLOBAL KEY ACCOUNT DIRECTOR - doyoubuzz.com · - Outsourcing activities - Speed up growth...
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- Complex offer > 50 portfolio, 27 brands - Cross selling - Create packagedeal proposal via international platform - Strategic Key Account Management, Europe perimeter - Quality Insurance Audit - HVAC&Automotive - Reporting at Executive level - W, M, Q - Code of Conduct Integrity & Ethics - People Engagement plan - Forecast : Demand Solution monitoring SALES & GLOBAL KEY ACCOUNT DIRECTOR More than 25 years experiences in multicultural international environment B to B Sales & Marketing in Industrial and Commercial sector LEAD ANALYZE NEGOTIATE STRUCTURE MEASURE MANAGE EXECUTE TEAM PLAN TRAMONI Dominique +33( 0)6 24 36 13 60 [email protected] - CRM and reporting process - Maximize POM’s - Innovate in Process - Build up «Sales Tool Boxe» Sales Team recruitment - Sales package offer - Quality returns process - Supply chain vs Ops to Cust - Value proposition - Goal Deployment Projects (GDP) to national business perimeter - Business bridges - Annual Operating Plan (AOP) 3/5 years #6m€ - Build up pricing policy in Pan European context - In/Out cross functional projects - Marketing & MarCom to WHS networks - Acquisition: key metrics, ownership, synergies, overlap - Sales Team up to 6 people - Directing, coaching, supporting delegating management - Cross Functions: Prod Mgt, MarCom, Legal, Finance, Ops, Quality ... - Incentive plan, expenses mgt - Improvement plan - IPMS - Bi-annual IPMS review - Training allocation - OCR - Member of Senior Management Leadership Team Europe 2010 - Development & execution of biz model and strategies from scratch - Management of changes - Geographical expansion to Distribution segment - Vertical market to regional organization - Drive excellence in Leadership - Launch new products introduction, 6 to 10 per year - Phase out process - Subsidiaries shutdown - Implement OEM’s WorldWide agreement to Europe perimeter - Deal with national WHS annual listing - Mgt direct of KAM & subsidiary - Outsourcing activities - Speed up growth by negotiating Pan-European contracts - None Disclosure Agreement - Co-development partnering - Cost breakdown in Automotive industry - Sales Team - 5 Area Sales Manager & 1 Cust Care - Agents network & Subsidiary sales growth - Cross functional Team - Projects, taskforce, - Direct operational biz to Key strategic Oem’s - Operational & Functional POM’s - Strategies, tacticals and changes - Developer & deployment - Post acquisition - Brand positioning - Business models, value propositions - Symposium presentation up to 200 people - Define and monitor Key Performance Indicators (KPI) - Global action plan & time table follow up vs GDP - Forecast performances follow up vs AOP - Monthly Demand Solution accuracy - Biz funnel loading and predictive analysis - Time to market vs global action plan - Safety stock follow up vs cust forecast - Deliverables vs cust expectation (OTC, etc...) - Business profitability and productivity - Share gain & loss vs market & competition I do what I say I will do - All together everyone will achieve more - Deal Review process - Risk assessment - Strategic and complex biz exposure - Kick off Goal Deployment Projects - Forecast follow up versus budget phasing - Funnel buffer opportunities - Benchmarking - Market Intelligence - Professional trade association membership
Transcript of SALES & GLOBAL KEY ACCOUNT DIRECTOR - doyoubuzz.com · - Outsourcing activities - Speed up growth...
- Complex offer > 50 portfolio, 27 brands- Cross selling- Create packagedeal proposal via
international platform- Strategic Key Account Management, Europe
perimeter- Quality Insurance Audit - HVAC&Automotive - Reporting at Executive level - W, M, Q- Code of Conduct Integrity & Ethics - People Engagement plan- Forecast : Demand Solution monitoring
SALES & GLOBAL KEY ACCOUNT DIRECTOR
More than 25 years experiences in multicultural international environment B to B Sales & Marketing in Industrial and Commercial sector
LEAD
ANALYZE
NEGOTIATE
STRUCTURE
MEASURE
MANAGE
EXECUTE
TEAM
PLAN
TRAMONI Dominique
+33( 0)6 24 36 13 60
- CRM and reporting process- Maximize POM’s - Innovate in Process- Build up «Sales Tool Boxe»
Sales Team recruitment- Sales package offer- Quality returns process- Supply chain vs Ops to Cust- Value proposition
- Goal Deployment Projects (GDP) to national business perimeter
- Business bridges- Annual Operating Plan (AOP) 3/5 years #6m€- Build up pricing policy in Pan European context- In/Out cross functional projects - Marketing & MarCom to WHS networks- Acquisition: key metrics, ownership, synergies, overlap
- Sales Team up to 6 people - Directing, coaching, supporting delegating management - Cross Functions: Prod Mgt, MarCom, Legal, Finance, Ops, Quality ...- Incentive plan, expenses mgt- Improvement plan - IPMS- Bi-annual IPMS review- Training allocation - OCR- Member of Senior Management
Leadership Team Europe 2010
- Development & execution of biz model and strategies from scratch
- Management of changes- Geographical expansion to Distribution
segment- Vertical market to regional organization- Drive excellence in Leadership- Launch new products introduction, 6 to 10
per year- Phase out process- Subsidiaries shutdown
- Implement OEM’s WorldWide agreement to Europe perimeter
- Deal with national WHS annual listing
- Mgt direct of KAM & subsidiary - Outsourcing activities- Speed up growth by negotiating
Pan-European contracts- None Disclosure Agreement - Co-development partnering- Cost breakdown in Automotive
industry
- Sales Team - 5 Area Sales Manager & 1 Cust Care
- Agents network & Subsidiary sales growth- Cross functional Team - Projects, taskforce,- Direct operational biz to Key strategic Oem’s - Operational & Functional POM’s- Strategies, tacticals and changes - Developer
& deployment- Post acquisition - Brand positioning- Business models, value propositions - Symposium presentation up to 200 people
- Define and monitor Key Performance Indicators (KPI)
- Global action plan & time table follow up vs GDP
- Forecast performances follow up vs AOP- Monthly Demand Solution accuracy- Biz funnel loading and predictive analysis - Time to market vs global action plan- Safety stock follow up vs cust forecast- Deliverables vs cust expectation (OTC, etc...)- Business profitability and productivity- Share gain & loss vs market & competition
I do what I say I will do - All together everyone will achieve more
- Deal Review process- Risk assessment- Strategic and complex biz exposure - Kick off Goal Deployment Projects - Forecast follow up versus budget phasing- Funnel buffer opportunities- Benchmarking - Market Intelligence- Professional trade association membership
