Christophe
COO/Managing Director - France - iCEO #87496

Experience

Managing Director South Europe of a Telco & Cloud company in a turn-around context. Chief Sales & Marketing Officer of a Supply Chain Saas international editor in a transformation context. VP Sales & Marketing in a startup, which is an Identity Saas international editor in a fast growing context.

Major Achievements

1/ Global Services/Telco Provider (Hybrid Cloud, Unified Communication, International Network) for international companies and Saas Partners. Revenue=£250m, Headcount=1100. Managing Director, Southern European Region (FR, BE, SP, IT)/ Turnaround & Acceleration. Revenue=€70m, Headcount managed=200. Reporting to CEO, shareholder. Context: Ebitda too low, negative FCF, flat Top line, Spain & Italy were managed as “baronies”, urgency due to LBO status. Actions: strategy redefined with implementation tracking, new organisation set-up (including redundancy and restart plans implemented in SP & IT), new GTM, new Cloud offer, new Sales methodology/ process, Global Account Management, intensive Team communication Results: Ebitda multiplied by 5 over 4 years (€8,2m in 2013), FCF turned from negative to +€4m, Company value multiplied by 2 between 2013 and 2015, +120% Sales budget average over 6 years, 15m€ Annual net contract value signed in 2015, +25% growth YoY. Relays of growth via new offers representing +60% of the sales (Hybrid Cloud, UC/Visio). 2/International Saas editor of Supply Chain solution, with offices in NorAm, Brazil, Russia, Italy, Spain, Portugal, Benelux, France. Revenue=€76m, Headcount=550. Chief Sales & Marketing Officer/ Transformation & Acceleration. Headcount managed=210. Reporting to CEO Context: transformation challenge (from license to Saas offer), countries (except FR) too focussed on middle size business, weak pipeline, no trusted forecasts, signing too low versus budget. Actions: new GTM, new Commission Plan, Global Account Team created, new Sales process & methodology (Meddic), new Team meetings, new forecast methodology, lead generation accelerated with digital marketing, 3PLs Partnership created, Alliances & Partners eco-system redefined. Results: Revenue increased by +15%, Ebitda/Revenue increased by +5 on YoY, Saas signing increased by +20% YoY, pipeline increased by +50%, major signatures achieved in 7 countries, Sales performance increased by +50%

Industry Sector Competencies

E-Commerce/Internet

Software

Systems Integration

Telecommunications

Hosting/ Cloud/ Data Center

Professional Objectives

Function: CEO, Managing Director, Managing Director of BU, CRO(Chief Revenue Officer), VP Sales & Marketing

Sector: Saas, Telco, Cloud, data center, IT Services/Integration

Interim Manager: Yes

Permanent Position: Yes

Operational: Yes

Availability: Full time

Prefered Locations: France, but open to Belgium, Switzerland...

Additional Professional Interests

Operational coaching on demand

Non executive director assignments

Countries Covered

Belgium

France

Netherlands

Spain

UK

Operational Competencies

Technologies to market (Expert)

Business development (Expert)

Acquisition and shadow management (Professional)

New product or service launch (Expert)

Geographical expansion (Professional)

Company rescue or turnaround (Expert)

Close down or sell off (Professional)

Pre or post investment audit (Professional)