 |
 |
Business Development Support Expert with broad and proven experience at International level. True team player: versatile, committed and flexible with the ability to work independently, drive solutions and decisions across multicultural teams.
Pricing plays a key role when building partnerships with clients. As a support function, it must simultaneously meet three discrete players needs:
• the Business Development Team’s need for an easily pitched financial offer,
• the CFO’s need for an acceptable, simple to compute profit margin,
• the Client’s need to pay fair market-value for your product and/or services.
The position can therefore be considered as being the centre of a virtual tug-of-war between these different needs, conflicting targets, dissimilar approaches of the figures. Pricing serves as an interpreter, allowing all parties to reach their shared endgame: a profitable deal.
Regardless of the deal’s underlying cost base complexity, the presented Pricing must appear straightforward and not forbidding to read and understand.
The visible part of the pricing should always be direct enough to allow the client to assess the overall cost of services. Hidden costs and misleading small print will result in a lack of trust which is harmful to both parties’ relationship.
Misunderstandings stemming from misperceived expectations all too often increase the risk of last minute deal-breakers.
Specialties: Building complex Pricing for Multi-National and Multi-Cultural clients.
Ensuring that both the Client’s financial expectations as well as internal profitability targets are met.
Devising creative yet clear financial models for both internal and external clients.
Listening to the Clients in order to identify their "pain points", thus ensuring we bring them the right solutions!
Innovative Problem Solving is my key strength.
PROFESSIONAL EXPERIENCE
TELEPERFORMANCE EMEA - Offshoring/Outsourcing, World Leader
Since February 2009: Pricing Manager EMEA (Europe, Middle East & Africa)
In charge of creating and following-up EMEA RFx Pricing (RFI / RFQ / RFP related to B2B & B2C End-customers). Working alongside the Bid Team to design prospect / client Business Solutions. Coordinating Pricing for RFQ / RFP with all EMEA countries (25), as well as other regions of the Teleperformance Group (NORAM, LATAM & Rest Of The World).
Leading Client/Prospect Solution design for RFx responses;
Developing innovative Pricing responses to Multinational RFP's;
Building complex Pricing for complex solutions and ensuring the Total Value of Ownership’s clarity for Teleperformance clients;
Coordinating Pricing submissions and ensuring assumption and response consistency from all involved internal parties.
BCD TRAVEL FRANCE, Travel Management Company.
From December 2006 to February 2009: Pricing Manager France
In charge of BCD’s financial response to Local and Global bids, profitability studies and implementation of ad hoc client financial reporting.
Analysing the company’s costs and defining the standard and customized Pricing strategies according to discrete clients’ size;
Aligning French Pricing with BCD Corporate Finance guidelines and Sales strategy;
Supporting Account Management and the Sales teams during client negotiations for both new Sales and existing Accounts;
Creating the Montpellier-based International Operations hub’s Costing & Pricing.
CARLSON WAGONLIT TRAVEL, Travel Management Company.
October 2004 to December 2006: Costing and Pricing Financial Controller for the zone of Europe, Middle East and Africa (EMEA) - Winner of a Carlson Companies International Individual Award for Client Satisfaction.Acting Group Director from June to December 2006 of the EMEA Team.
Overseeing CWT’s responses to Global RFP’s, including the deals’ global profitability analysis as well as the creation of effective bid response costing models. RFP’s covered yearly Sales of over $50m;
Coordinating EMEA responses to Global bids;Communicating across departments within the Bid Teams, i.e. Sales, Account Management, Operations as well as local Country Finance departments;
Acting Group Director of the EMEA Team from June to December 2006.
February 2002 to October 2004: Internal Audit, reporting to the Group Financial Controller- Global – Winner of a Carlson Companies International Team Award.
Managing Internal Audit assignments relating to both Finance and Operations: these reviews covered all Group countries.
Carrying-out Surveys and Investigations of suspected fraud;
Creating and organising internal and external Fraud Warning systems.
AUCLAND.FR: Auction Internet website, n°2 on the French market.
January to June 2001: Special Operations Supervisor
Responsible for the organisation, running and follow up of all operations made on the site. Interface between sales and commercial teams.
KAUFMAN & BROAD: Property Developers and Builder
June to September 1999: Sales Representative
Responsible for the sales office for 2 programmes of the « Standing » range (Boulogne Nord and Les Lilas), targeting both French and foreign customers. In charge of communication plan for these new sales targets. Sales were on a B2C basis, Périssol simulation - 18 sales were achieved during the 3 month period.
PROFESSIONAL PLACEMENTS
AUCLAND.FR:
June to December 2000: Junior Sales Representative, Special Operations.
Sales calls to partners for the creation of events on the Aucland and its partner sites.
DEGREMONT UK: World leader in water treatment, groupe Lyonnaise des Eaux
July to August 1997: Assistant to the Sales Director.
Creation of a company presentation booklet in both French and English. Responsible for the time roster of the teams on the UK waterworks site.
EDUCATION
1998 - 2001: Ecole Supérieure de Gestion, Paris. Financial Management Diploma (BAC +5) Specialisation in Finance, Fiscal matters, and Financial Markets.
President of the ESG Junior Association (ESG Etudes Conseils): Turnover in 2000: 12,4 Million French Francs).
Main clients: La Française des Jeux, Banque de France, Téléperformance, Kaufman & Broad, Salon de l’Automobile 2000, Médecins Sans Frontière.
Main missions of the association for its clients: Services such as financial analysis, marketing analysis, telesales marketing, etc.…
1996 - 1998: BTS of International Commerce. Lycée Notre-Dame de Boulogne (France).
LANGUAGES AND IT
French: Native speaker
English: Fluent
Spanish: Pre-intermediate
IT: Microsoft Office Pack (Advanced MS Excel user), Internet
EXTRA-PROFESSIONAL ACTIVITIES
Managing a 2,300+ member Pricing Group on www.LinkedIn.com: “Expert Pricing”.
Leisure: Home Improvement, DC and Marvel Comics, Vintage Motorbikes from the 60’s and 70’s.
