- 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
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