Bio

Currently Group Key Account Director at BMI Group, the largest European roofing products manufacturer with revenues of €2bn. Appointed as a leader for the change in business model from a decentralized, country differentiated model, to a centralized Europe wide model based on functional excellence with a focus on solutions rather than products. Skills & experiences - Go To Market Strategy aiming to grow market share profitably - Radical shift of business model from Transaction to Consultative selling aiming for added-value sales in our 'Project Sales' segment - Account Based Marketing: Focused Business sectors and Persona targets / Value-proposition / Client engagement plans / Digital practice development / Best practices and processess - Organizational Blueprint for our global teams Sales / Marketing / Technical - Leading the Commercial organization transformation towards a Key Account led activity - Evelating capabilities of KAM & Sales teams through training curriculum (ex Premium Solutions / Consultative selling / Negotiation / CRM...) - Priorizing Business Development activities and setting processess on cross-borders clients and deals - Setting business guidelines on Pricing and proposals strategy - Ensuring long term vision leveraging business intelligence activities / understanding all business stakeholders and key market trends / Developping innovation plans both on Products and Services French - 'Go To Market Strategy' pour accroître la part de marché de façon profitable - Changement de Business Model passant d'un focus Transaction vers un focus 'Consultative Selling' visant des ventes à forte valeur ajoutée - Account Based Marketing: Cibles sur secteurs clés et profiles de décideurs / Proposition de valeur / Plans d'engagement clients / Développement du Digital / Best practices et processus - Canevas organisationnel pour les équipes globales Ventes / Marketing / Technique - Management de la transformation de l'organisation commerciale vers un modèle Grands Comptes - Formation et hausse des aptitudes des équipes KAM et ventes via la mise en place d'un Curriculum de compétences (Formations solutions valeur ajoutée / négociation / consultative selling / CRM...) - Priorisation des activités de business development et mise en place de processus pour les clients et appels d'offres internationaux - Stratégie prix pour les comptes clés - Vision long terme via les initiatives business intelligence / études des différents profiles de décideurs et tendances marché / Développement de plans d'innovation sur les produits et services