Resume Romain Aliamus 2016 - FR.

Resume Romain Aliamus 2016 - FR.

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  ! Romain ALIAMUS! Export SalesManagement – B2B PERSONAL DETAILS! Paris, France +33 7 68 63 40 46 [email protected] https://fr.linkedin.com/in/ romainaliamus romainaliamus 06/21/1980 - French International Driving Licence PROFESSIONAL PROFIL! 10+ years experiences in Business Development and Management focused on direct and indirect sales of Industrial Equipment and MRO Solutions for the Industry and Retail sectors in Europe & Asia, with a regional spectrum. Proven track record of Sales and performance indexes (MS, P&L) in a context of emerging markets development and mature markets.. With a strong commercial and relationship acumen, I make my dynamism and work ethic available toward the company and the end users’ satisfaction. Proactive, autonomous and collaborative, I have a marked taste for technological products and engineering, and beneficiate from numerous international experiences (Mexico, UK, Vietnam – 3 years, China- 3 years. PROFESSIONAL EXPERIENCES! §  2015 - 2015 (September to December) SOLUX LIGHT Co. Ltd. Export Strategy Consultant (Shanghai / China) (Sino-European manufacturer specialized in high efficiency commercial/industrial-grade solar lighting products for commercial, residential, industrial applications). - Assessment of the existing commercial strategy mix. - New Emerging markets evaluation & study: South America & APAC - Market benchmark & market penetration guidelines : competition, legal and standard environment, product/price mix. - Identify & establish preliminary contacts with end user prospects, distributors, commercial agents, design office... - Developing Short & Middle Term (1 to 3 years) commercial strategic plan per market, in line with the company’s strategy, production capacity & existing pipeline of projects. - Propose related marketing tools accordingly. §  2008 - 2015 (February to June) MASTER LOCK Company LLC / MASTER LOCK Europe S.A.S.! Sales Manager Europe B2B (Paris / France: 2008 - 2012) Sales Manager Asia B2B & B2C (Shanghai / Chine: 2013 – 2015) (Operating unit of Fortune Brands Home & Security, Inc., N.1 padlock manufacturer and Security related products, 2500 employees, offices & factories in USA, Mexico, Canada, France, UK, Germany, Japan & China, CA). ! Setting up and managing the Distribution network in Europe & Asia (35 countries / 140 distributors): -  Distribution channels: §  B2B: PPE & Safety distributors, Electrical Wholesalers, Industrial Wholesalers, Locksmiths. §  B2C: DIY, Hardware Chains & Food Retailers (Modern & Traditional Trade). -  Development of 3 & 5 years strategic plan and related P&L. -  Definition and monitoring of the Commercial (Sales & Marketing) Strategy/Tactics: European B2B market & Asian B2B + B2C market. -  Focus: Industrial Solution Sales, End User prescription, KAM, Product Category Management. -  Maximizing new business developments opportunities. -  Marketing activities: Development of promotional, sales and training tools. Market benchmark. -  Ensure respect of company corporate guidelines: P&L, reporting, business practices & brand awareness. Definition of budgets and annual target performances: -  Set up Commercial strategy: Pricing, Sales Terms, Channels, Strategy & Market focus. -  Average +35% growth/year since 2008. -  Sales Performances: §  Europe:1400 KUSD in 2008 / 5750 KUSD in 2012. §  Asia:1300 KUSD in 2011 / 3250 KUSD in 2013 / 5000 KUSD in 2014. COMPETENCIES! BUSINESS DVLPT KEY ACCOUNTS MARKETING TOOLS TEAM MNGT COMLE STRATEGY PROJETS MNGT MICROSOFT OFFICE ORACLE BI / SAP P&L BUDGET DEFINITION PERFORMANCES! MASTER LOCK •  TURNOVER: o  5750 KUSD (UE) o  5000 KUSD (ASIE) •  GROWTH o  UE: +350% 2008-2012 o  ASIE: +55% 2013-2014 •  MANAGEMENT: 6 p. (Executive & Sales Management, Commercial Agent). COMIN ASIA •  TURNOVER: 600 KUSD •  GROWTH: + 30% / an •  MANAGEMENT: 3 p. (Sales Engineer & Project Managers) LANGUAGES! FRENCH ENGLISH SPANISH MANDARIN VIETNAM ESE
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  HOBBIES ! Cooking Sailing Mechanical Sports Cinema Boxing PROFESSIONAL EXPERIENCES! Management & Business Consultancy: -  In-house sales support team: Ensure privileged interface between the Department, Distributors and End Users. -  Manage and Monitor Sales Support team performance (Executive Sales support). -  Agent: Set up and manage international network of Commercial Agents. -  Internal Business Consultancy: Sales strategy, processes and product knowledge improvement for the China Sales Team. Objectives: Group process homogeneity, end user prescription improvements & regional key accounts actions. Key Accounts Management: -  Global & Regional prescription of Safety products, standards and auditing services to Industrial End Users. -  Product Category Management: In house Retail expertise for retailers (POS) to support sales. -  Market Animation through Exhibitions, Conferences, Technical Days, Seminars and on-site Training -  “Project” Sales mode approach 2006 – 2007 (January to December) COMIN Asia / COMIN Vietnam Ltd., Sales Manager MRO (100% French Capital Investment, Industrial Group operating in South-East Asia through Power generation projects, Industrial products, Contracting, MRO Solutions) Management and development of company’s portfolio for South Vietnam (Maintenance & Services, Industrial products). Portfolio: BP Pipelines, Bluescope Steel, Holcim, Sanofi, Sanyo, Fujitsu, Dunlopillo, Nestlé, Lafarge, Metro C&C… -  Implementation of the Commercial Strategy, Sales monitoring and correctives actions. -  Ensure MS’s growth and realize turnover’s objectives in terms of quality and quantity in accordance with the defined strategy (600 KUSD turnover, +30% growths/year). -  Organize, manage and monitor the sales/technical team and related activities (1 Sales Engineers, 2 Project Managers). -  Procedures implementation (CRM, ISO, internal procedures standardization). -  Legal dispute’s management and resolution -  Handle department’s promotion through commercial events and image awareness (Exhibitions, branding) -  “Project” Sales mode approach.   Project Management (10 KUSD to 150 KUSD) including: -  Negotiation and building of technical & commercial offer (Tender management, offer, contracts, orders, cash flow, insurance, bank guaranties and logistics). -  Planning company logistic guidelines, coordination among teams, reporting and cost effectiveness. -  Quantitative and qualitative follow up in terms of budget, dead line and costs, by ensuring technology transfer. -  Understanding basic revenue models, P/L, cost-to-completion projections. -  Ensure contractual obligations of involved parties. 2005-2005 (January to December) CASINO Group / BIG C VIETNAM, Junior Marketing Manager (Worldwide retailing group with 6 hypermarkets in Vietnam, including 2300 employees and proposing a range of 45000 products, both Vietnamese and international.) Marketing Department animation at the Vietnamese Headquarters. -  Definition and implementation of the annual marketing plan. -  Planning and managing the marketing expense/budget. -  Execution defined strategy in terms of managing the company’s corporate image and branding guidelines.   Plan, develop and implement marketing programs and activities: Sales promotion, Advertising and Public Relation. -  Executing major and day-to-day commercial events according to the promotional plan. -  Implementing Customer Relationship Management (CRM) tools. -  Executing local and national marketing activities (Demand Generation Campaign, in-stores promotions, events, exhibitions, seminars, staff training and internal incentives). -  Develop the merchandising with our purchasing office in respect to Big C’s strategy.   Responsible for the media/PR management. -  Direct interface with advertising agencies to implement our planned activities. -  Working with market research agency for feasibility, data collection & brand development. -  Developing employee’s internal communication tools. REFERENCES ! Jean-Baptiste MOREAU General Manager - Master Lock Europe SAS Kieran MACCOURT Marketing Director - Master Lock Europe SAS James LU General Manager - PPE Ltd. Frédéric BIGORRE Director - COMIN ASIA Pte. Ltd Guy LACOMBE General Manager - Big C Vietnam EDUCATION! HSK 2 – Mandarin Language Shanghai University of Engineering Science - Shanghai / China 2015 – 2016 MASTER International Trade & Management ESCE (Ecole Supérieure du Commerce Extérieur) - Paris / France 1999 – 2003 BACCALAUREAT ES Lycée St. Marie Grand Lebrun - Bordeaux /France 1995 – 1999 EXPERTISE! MULTICHANELS DISTRIBUTION B2B & B2C INDUSTRIAL SOLUTIONS, MRO & PPE EU & ASIA MARKETS PRESCRIPTION PRODUCT CATEGORY MANAGEMENT