Francis Durand Email & Phone Number

Cestas, Fr

Cestas - Bordeaux

I lead the corporate “Consumables & Parts” business development team. We are in charge of providing the leadership required by our dedicated worldwide sales network; approximatively 60 business developers, to achieve their targeted annual consumables & parts revenue growth.In accordance with Lectra policy and strategy, through regular business reviews or by participation alongside local consumable & parts business developers when visiting customers, we challenge and follow-up on operational actions matching with previously determined sales plans per Subsidiary or Agent. We also survey and adjust if needed, the size of local consumables & parts sales teams to make sure they can successfully achieve their goals.To ensure the appropriate follow up of the teams, we maintain a consumables & parts statistic tool, which provides all details of consumables & parts sales data in real time.We boost the consultative selling mode orientation, now embedded into Salesforces, by helping our sales teams to leverage the number of annual contracts (Yearly orders, General agreements) We participate with Marketing and Lectra management in the definition of new consumables & parts pricing structures reviewed each year.