Grenoble, France
2013 – 2017
Role
As Export Director I managed a team of four (sales, marketing officer, marketing assistant, telesales) and a network of distributors. In addition, I was involved in the definition of the company’s strategy.
Itris Automation is a software engineering company that provides development tools for the automatic verification, conversion and documentation of codes in programmable logic controllers. Due to its advanced technologies, Itris Automation supports its clients in improving their development processes and therefore in delivering higher quality programs in shorter timeframes.
Missions
Marketing :
- Creation of service offers around our sofware products
- Writing and deployment of communication processes and tools with customers or partners
- Supervision of the marketing material production and communication campaigns
Strategy:
- Participation to the board of directors: decisions on mix marketing strategy (roadmap and pricing definition in particular)
- Set up of the export strategy, presentation to the board of shareholders
- Build up of budgets and business plans
- Development of relationships with PLC vendors for potential resell of the company
Indirect sales:
- Definition and launch of the partner program: supervision of the creation of a dedicated web portal, establishment of monthly themed conference calls
- Research, selection and training of distributors
- Partner support : opportunity reviews, interface with the support team, participation to some meetings with final customers
Main objectives
Develop international business through direct and indirect sales by
- Developing and animating a network of re-sellers; encouraging and assisting all sales in their opportunities (external and internal)
- Propose strategic orientations and corresponding action plans for the export
- Set up methods and tools to support the marketing and sales process
- Handling high profile customer cases (solution selling for instance)
Results
- Set up of a partners network (signature of 12 representation contracts)
- Opening of 22 customer accounts in nine countries (Ferrero, DURR, Magna, IMA, Volkswagen, Porsche, Daimler, Wärtsilä…)
- Product adaptation to the European market (software and translated and localized marketing materials)
- Build up of an international reputation (innovation prize in Parma in 2015…)
