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Xavier TANAZACQ

Multicultural Sales Professional - Doctorate Candidate on Digital Transformation and Business Modelling

39 years old
Driving License
Geneva (1206) Switzerland
Employed Available
Contact me
Being a professional with 10 years’ experience in Western and developing countries as well as an academic specialized in the strategy and information systems fields gives me a broad panel of competencies:
  • Commercial management – negotiation – autonomy
  • Business planning – project management
  • Market research – analytical rigour
  • Creative thinking – writing skills – marketing
Resume created on DoYouBuzz
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Experiences
  • The Area Sales Manager is accountable for delivering the market-share, sales and profit goals regarding the Coty Luxury fragrances & skincare portfolio (20 brands, including Hugo Boss, Gucci, Chloé, Calvin Klein, Burberry, etc).
  • Accountable for my cluster P&L (objectives of gross sales, net revenue & contribution)
  • Establishing strong relationship with distributors by:
    • Negotiating with distributors the objectives and support for the fiscal year, as well as price structure, incoterm, payment terms and bonus.
    • Identifying a pipeline of opportunities across territory with sufficient ROI.
    • Optimizing my investment bucket (marketing and trade marketing activities negotiated against counterparts) and updating it according to opportunities and challenges.
  • Distributor consolidation (performing thorough analysis of their results, capabilities & 3-year plans to enable senior management decision of contracting with one partner).
  • Performing analytics of distributor performance and acting upon the findings.
  • Creation of dashboards and templates for business routines with further deployment to the sales team.
  • Coordinating internal/external stakeholders for best-in-class executions and projects delivery.
  • Teaching corporate strategy and business modeling to students completing their master in management.
  • Combination of theoretical lectures and group case studies.
  • Responsible for developing integrated Thought Leadership and Media programmes that engage and influence The Economist Group's high-end and influential audience.
  • Tasks include market research, prospecting, client outreach, consultative sales and the development of integrated marketing solutions across all divisions of the group to maximise sales revenue
  • Coordination of complex Requests for Proposal (RFP) and compilation of presentations, proposals, offers and contract drafts. This involves many businesses of The Economist Group (Media, Content, Events, Films, EIU).
  • Ability to manage multiple stakeholders and requests in a fast-moving international organization & change-oriented environment
  • Advanced-level competencies across problem solving skills, results-oriented, appetite for business impact/execution, drive and influence
  • International responsibilities, multicultural business environment.
  • Integrated Sales of advertising campaigns to clients and their agencies in different sectors such as international organizations, education, luxury property...
  • Management of 30 European countries and 11 representing agencies.
  • Explore 360° bespoke solutions with clients and agencies across my area by being able to introduce other services/products of The Economist Group to them if necessary. Creation of new products and solutions internally.
  • Present new solutions & upsell by improving performance of existing clients ‘campaigns
  • Build and maintain a client pool from cold call to face-to-face meetings.
  • Turn new prospects into clients to meet/exceed sales revenue for new and existing accounts.
  • Specialties: marketing, advertising, PR, country branding reports
  • On duty worldwide 11 months a year.
  • PR duties - dealing with high-ranking government officials or CEOs
  • Market researches and analysis
  • conducting interviews with high-ranking government officials or CEOs
  • coordinating country branding reports
  • commercial and negotiation duties
Detailed Description
  • Preparing over 250 interviews in Niger, Sudan, Cameroon, Georgia, Turkey, Bahrain or Saint Lucia of high-ranking government officials including Prime Ministers,
  • Producing special reports published in partner media: the Miami Herald, Time Magazine, Der Spiegel, China Daily, CNBC.
  • Gathering editorial information by conducting political and economic research on the main sectors of the economy and identifying new business opportunities with global companies.
  • Utilizing public relations and communication skills to arrange meetings with the leaders of the economic and political spheres.
  • Negotiating for advertising contracts up to €100,000 and creating sales strategies.
  • Co-managing with the Project Director the agenda of the project and of the team’s members (trainee, translator and driver). Multi-tasking abilities.
  • Coordinating the editorial part of the report (structure & content) with the head office
  • Coordinating the payment of advertising spaces as well as the design of the artworks between ASAP Worldwide and our clients.
Company Description
ASAP Worldwide is a communications agency with headquarters in Barcelona and offices in London, Beijing, Tokyo, Hamburg, Madrid and Miami, which specializes in producing special advertising business reports about developing countries, published in the most prestigious international magazines and TV Channels.
Company website
www.asapworldwide.net
  • Direct assistant of the cargo country manager, we ran together the whole AF Cargo subsidiary in Madagascar (EUR 7.5 million turnover)
  • Sales & marketing
  • Analysing results and environment using dedicate tools, reporting
  • Budgeting
  • Administrative tasks
  • Logistics
Detailed Description
  • Dealing with freight forwarders and direct customers, developing traffics adapting to changing environment, organizing commercial events, setting up freight rates (25% increase of turnover and increase of yield)
    Internal and external marketing, communication, advertising (advertising on billboards & magazines, articles for AF Cargo News, stand in fairs, customer parties)
  • Gathering information on environment (trends, competition and influence of local politics on business)
    Focusing on relevant ways of development (using weekly and monthly KPIs, analysing globally & per products to better our services)
  • Building forecasts (based on commercial activities, objectives, global directives & evolutions in the country) ; SAP proficiency
  • Day-to-day controlling, invoicing (cooperating with financial dept)
  • Cooperating with operations to find forwarding possibilities (considering flights, availability & capacity within AF-KLM network)
Company website
http://corporate.airfrance.com/fr/
  • Work in marketing and commercial management as the assistant of the general manager at Alès Groupe (cosmetics & healthcare) Benelux. This job gave me a clear vision and understanding of the whole firm.
  • Responsible of the 2008 income budget (based on analysis of results & trends)
  • Setting up some commercial evenings for our customers (direct communication)
  • Benchmarking in the Netherlands (gathering information about competition,
    distribution opportunities & customer behaviours to launch our brands)
  • Animating two quarterly meetings with all salespersons
Company website
www.alesgroupe.com
  • Work in marketing & communication at Arsenal\TBWA Worldhealth
  • Developing a communication strategy for a chemical brand (strategic planning)
  • Benchmarking the US & UK markets (different regulations, different strategies)
  • Assisting the medical staff in creating the texts, in the respect of the legal rules.
  • Setting up the ground of the agency self-promotion (internet, website).
Company website
www.tbwa-france.com
  • Salesperson for Masterfoods (snackfood retailing, Mars Group)
  • Objective of sale increase sales by 30% ; achievement +34%. National ranking 2nd/27 salespersons
  • Very challenging: my area had no sales representative over the last 6 months.
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Resume created on DoYouBuzz