Romain LACOUR
Sales Development Manager - Large Accounts
41 years old
Dublin Ireland
Professional Status
Employed
Just looking around
About Me
Currently Sales Development Manager at Salesforce: commitment to hire, train and coach a talented Business Development Executives' team in order to generate a qualified pipelines for Large Accounts (+2000 employees).
Previously:
Hired within Orange International Graduate Program (dedicated to Business & Engineering Schools Graduates).
Specialties: Management - Key Account Management - Sales - Negotiation - Business Development - International
Previously:
- "Regional Sales Manager": commitment to manage 8 Account/Business Managers in order to develop IT & Telco Business with 400+ SME customers - BtoB
- "Digital Marketing Strategist": commitment to develop Digital & Content Business (Social Media, Music, TV, Games, News) with Orange affiliates on EMEA zone (Africa/Middle East) - BtoC.
- "Key Account Manager" at Orange Business Services: commitment to develop IT & Telco Business with 12 Key Account customers - BtoB.
Hired within Orange International Graduate Program (dedicated to Business & Engineering Schools Graduates).
Specialties: Management - Key Account Management - Sales - Negotiation - Business Development - International
Sales Development Manager
Salesforce
Since March 2017
Full-time
Dublin
Ireland
- New management exp. in 2017: moved from Telco to SaaS industry, from Paris to Dublin, from ESMB to Large Accounts, and from Sales to Business Dvpt.
Team Management: 9 Business Development Executives working for Enterprise Business Unit on French market (CAC 40) in order to generate ACV (revenue) and massive pipeline.
FY18 Achievements:
- ACV (Revenue) from Pipe sourced: 126% ($11M), 20% contribution to the Overall Business
- Pipeline sourced: 133% on value ($69M) and 126% on volume (980 opportunities)
- 3 people promoted to Account Executive roles; 5 people hired; No Attrition
- FY18 Top Performing Team across EMEA
- Q3 Managers incentives
- ACV (Revenue) from Pipe sourced: 126% ($11M), 20% contribution to the Overall Business
Regional Sales Manager - ESMB
Orange Business Services
July 2014
to February 2017
Full-time
Paris, Business Unit
France
- Management of 8 Account/Business Managers working on HealthCare sector
- Global Annual Turnover: €20m | Portfolio: 400+ Small & Medium Businesses (ESMB)
- Define sales development and strategy within Group guidelines;
- Pilot commercial priorities and actions: set sales targets, commercial goals;
- Monitor results & KPIs, establish corrective actions plans;
- Turnover and sales data analysis on portfolios and territories;
- Coaching, follow-up training plans and support for new skills acquisition;
- Develop internal (Business Units) and external (Partners) relationships;
- Business Area: IT; WAN/VPN; ToIP/VoIP; LAN; GroupWare; Mobile technologies (MtoM, convergence), CRM.
Digital Marketing Strategist
Orange
April 2011
to June 2014
Full-time
Paris, HQ
France
- Key Account portfolio: 2 Orange Affiliates on Africa/Middle East area (EMEA) - Annual Turnover: €8m
- Co-build "Content & Digital" Marketing Strategy with Affiliates, develop turnover and the sales, define planning
- Cross-functional management: drive a 3 to 6 people team working on international projects
- Account Management: responsible for Sales & Marketing relationship and affiliates satisfaction
- Co-Build Business Plans and Customer Value Propositions (Marketing)
- Identify and characterize new projects, Control influence networks, meet new contacts,
- Drive Monthly Business Reviews: KPI monitoring, establish corrective actions
- Business Area: Contents & Digital (Social Medias, Music, TV, Games, News), Mobile
Key Account Manager
Orange Business Services
June 2008
to March 2011
Full-time
East of France, Business Unit
France
- Key Account portfolio: 12 Customers – Annual Turnover: €4m
- Define Account Strategies: set priorities, develop turnover and the sales
- Project Management: drive a 3 to 8 people team working on complex projects
- Account Management: responsible for the business relationship and customer satisfaction
- Identify and characterize new projects, Control influence networks, meet new contacts,
- Negotiate deals in a highly competitive environment, defend pricing policy
- Key Achievements: Portfolio Turnover increase: +6% | Most significant deal: €1,7m | 3 other deals around €1m
- Business Area : IT; WAN/VPN, LAN; ToIP/VoIP; GroupWares; Mobile technologies (MtoM, convergence), CRM
International Management Consultant
Pasa Por Te
June 2007
to August 2007
Volunteer Work
Lima
Peru
- Consulting: Implement a project of business in a ‘township’ area
- Market research & studies, Analysis
- Recommend strategic decisions, Knowledge transmission
- Social support in detention center; large tutoring
Campus Manager
Microsoft
June 2006
to March 2007
Internship
Paris, HQ
France
- HR Business Partner for 80 trainees (Management of conflicts, Talent Acquisition, process improvements)
- Recruitment specialist – 90 Business and Engineering Master’s degree profile (10/month)
- Corporate communication – Forums “Grandes Ecoles”; Employment and Careers Days
- Jury of Assessment Center (Graduate Program), Sponsoring Management of an ‘HEC’ promotion
- Administration – Contracts, Payroll, Leaves, Bonuses
- Management - Sales Management
- Sales - Account Management - Negotiation - Closing
- International Business
- Digital Marketing - Mobile Marketing
- SaaS, Cloud, PaaS
- B2B: CRM, Customer Exp., Mkg Automation, AppDev, BI
- BtoC: Contents & Digital (Social Media / Music / Games / TV / News)
- Telecommunications
- BtoB: Networks (WAN, LAN) - IT - Mobile - MtoM - VoIP/ToIP
- English (Full professional proficiency)
- Spanish (professional working proficiency)
- Portuguese (elementary proficiency)
- Windows 8; Mac OS
- Salesforce.com, G-Suite
- Social Networking (Twitter, LinkedIn, Chatter)
- Collaborative tools
- Office 2010
"Grande Ecole" Program
www.em-lyon.com/fr
www.em-lyon.com/fr
International Exchange Program (Brazil - Rio de Janeiro)
http://www2.coppead.ufrj.br/engl/
http://www2.coppead.ufrj.br/engl/
Political sciences (Public Law, History, Philosophy)
Monetary system / Macroeconomics
- General knowledge, Travels, History, Arts and Civilizations, Cinema (thrillers), Politics;
- Americas: Peru, Brazil, Galápagos/Ecuador, Mexico, Bolivia, USA, Quebec, Caribbean islands
- Africa: Tanzania, Egypt, Morocco, Tunisia
- Asia: Vietnam, Nepal, Turkey, Jordan
- Europe: Croatia, Wales, Madeira, Lanzarote, Greece, Italy, major European cities
- Running: Marathon (2H56'), Half-Marathon (1h22')
- Treks: 6000D Trail, Annapurnas Round, Mont-Blanc climbing, Hannibal Raid from Lyon to Turin
- Cycling
