Xavier TANAZACQ
Multicultural Sales Professional - Doctorate Candidate on Digital Transformation and Business Modelling
39 years old
Driving License
Geneva (1206) Switzerland
Employed
Available
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
Area Manager
Coty Inc
Since October 2017
- 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.
- Negotiating with distributors the objectives and support for the fiscal year, as well as price structure, incoterm, payment terms and bonus.
- 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.
University Lecturer
Grenoble Ecole de Management
Since February 2018
- Teaching corporate strategy and business modeling to students completing their master in management.
- Combination of theoretical lectures and group case studies.
EMEA Business Development Manager
The Economist
April 2016
to July 2017
- 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 Specialist
The Economist
August 2013
to March 2016
- 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.
Country Branding Consultant (Sales, PR & Market Research Position)
asap worldwide
October 2011
to May 2013
Full-time
Barcelona
- 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
Deputy Country Manager (V.I.E)
Air France-KLM
July 2009
to July 2011
Full-time
Antananarivo
Madagascar
- 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
Marketing and commercial management
Alès Groupe
September 2007
to January 2008
Apprenticeship
Brussels
Belgium
- 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
Medical marketing and communication
Arsenal\TBWA\WorldHealth
May 2007
to July 2007
Apprenticeship
Paris
France
- 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).
Salesperson
Masterfoods
June 2006
to August 2006
Apprenticeship
Valence
France
- 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.
The DBA focuses on high-quality research to bridge the gap between business research and real world challenges. DBA research actively connects the business and research communities to enact change and progress through original and publishable research work.
My practitionner's experience lead me to state the following problem:
Digital technologies, digital transformation and big data are in high managerial fashion but there is little research on what links them to strategy and organization sciences.
I am therefore conducting and inductive, exploratory research to uncover insights on how it has enabled entrepreneurs to come up with novel triadic business models and enact their environment.
Learn more
My practitionner's experience lead me to state the following problem:
Digital technologies, digital transformation and big data are in high managerial fashion but there is little research on what links them to strategy and organization sciences.
I am therefore conducting and inductive, exploratory research to uncover insights on how it has enabled entrepreneurs to come up with novel triadic business models and enact their environment.
International Master in Management; majoring in Marketing
Skema Business School (formerly ESC Lille)
September 2005
to April 2009
A 4-year Master’s degree in management and business administration, majoring in marketing and including an international gap year (May 2007 to July 2008)
International Masters in Management alumnus (English speaking program held by international visiting professors)
International Masters in Management alumnus (English speaking program held by international visiting professors)
two-year prep school preparing for competitive exams to enter major business schools.
- Negociation
- PR
- International Project Management
- Market Reasearch
- International Sales
- Budgets
- French: native speaker
- English: fluent
- Spanish: conversational
-
Linguistic trips:
England, Spain, New Zealand, Canada
- Office pack: Word, PowerPoint, Excel, Access, Outlook.
- Photoshop, Illustrator, InDesign, creation of logos, flyers and banners.
- SAP.
- Salesforce.com
- XSM
- Skiing, snowboarding, scuba diving, sailing, golfing, jogging, trailing & trekking.
- Other
- 2008 Feb-Jul: Working and travelling around New Zealand, doing daily jobs (picking, dishwashing)
- Cooking, painting
- Other
- Organizing & animating various projects. It is where I first learn entrepreneurship & the thrill of venture.
- Round Table International – Switzerland: Treasurer
- Skema Alumni Ambassador for Switzerland
- Student union ESC-Lille ; organizing student nightlife and
events - Gala ESC-Lille ; organizing the school’s graduation party
- Other
- Other
