Franck Genonceau Email & Phone Number

Geneva, Switzerland

Aesch/Lu, Luzern, Ch

In the role of Director EMEA for Essemtec AG, my main tasks are :• Develop and execute strategic plans to achieve sales targets• Manage a double-digit million revenues/year in strategic aeras • Member of the executive management team of Essemtec and attend all relevant executive management meetings• Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals• Lead and motivate an international team of Area Sales Managers to improve customer sales experience with clients • Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs• Understand industry-specific trends and landscapes• Define best Go-To-Market strategies per regions and per countries• Effectively communicate value propositions through presentations and proposals• Report on forces that shift strategic directions of accounts and tactical budgets• Assess competition and report finding to top management/product management• Establish a sales training program to train employees/distributors/agents• Participate in strategic reviews, synchronize sales strategies with service strategies

Aesch/Lu, Luzern, Ch

In the role of Director of Sales Europe/Asia for Essemtec AG, my main tasks are :• Develop and execute strategic plans to achieve sales targets• Manage a double-digit million revenues/year in strategic aeras • Member of the executive management team of Essemtec and attend all relevant executive management meetings• Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals• Lead and motivate an international team of Area Sales Managers to improve customer sales experience with clients • Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs• Understand industry-specific trends and landscapes• Define best Go-To-Market strategies per regions and per countries• Effectively communicate value propositions through presentations and proposals• Report on forces that shift strategic directions of accounts and tactical budgets• Assess competition and report finding to top management/product management• Establish a sales training program to train employees/distributors/agents• Participate in strategic reviews, synchronize sales strategies with service strategies

Aesch/Lu, Luzern, Ch

- Strategic Selling approach for capital equipment business implementing win-win situations, selling company products and services using solid value proposition arguments to customers (multiple decision makers), developing operational strategies and tactics to achieve sales targets, performing cost-benefit analyses of existing and potential customers, maintaining positive business relationships to ensure future sales.- In charge of the following countries and regions : Island, Sweden, Norway, Finland, Denmark, United Kingdom, Ireland, Nederland, Belgium, Luxemburg, France, Spain, Portugal, North Africa, South America.Main tasks :- Responsible to achieve the allocated sales targets in the Sales Area based on work out forecast and sales plan (aligned with distributors if any).- Responsible to manage all assigned distributors and secure their prime focus, including sales objectives, development plan, product training, regular joint visits to customers, coordination, reporting and support. - Secure customer satisfaction and recommend initiatives to achieve it if necessary.- Manage the "leads-to-orders" process through the company CRM to close successfully business opportunities, including leads qualification, quotes strategy, quotes negotiation and closing (with the distributors).- Work out sales quotes, direct or through distributors, and secure product configurations/specifications consistency.- Recommend a marketing plan within the Sales Area to generate quality leads and strengthen company branding.- Organise, support or attend events such as exhibitions, seminars, sales meetings, roadshows, and demonstrations.- Team work with Tech Sales, Fullfilment and Service teams to secure the appropriate information flow and necessary tasks completion.- Recommend business development plan to develop a midterm sales strategy for the Sales Area (Priorities, Targets, New Channels, etc…).- Develop and open up key accounts in the allocated sales area

Gwatt (Thun), Bern, Ch

Full business ownership for PV integrated solutions offering (HeteroJuntion Technology (HJT) and SmartWire Connection Technology (SWCT) offering), with the following key tasks:- Drive integrated solutions sales revenues, monitor revenues, gross margin and profitability of projects in line with the strategy to develop HJT/SWCT projects in the near term future- Support sales (CCO and account managers) with value proposition (CoO, LCOE), business cases, marketing pitch, budgetary quotations, contract finalization support (T&Cs), scope of supply definition, KPI definition and technical contents definition about PV integrated solutions offering- Owner of the PV integrated solutions content (ie configuration, 3rd party selection etc… except core equipment which come from Product and Technology groups)- Manage a team of international line engineers, ie Hohenstein and Thun- Drive management change to improve MB PV integrated solutions business by innovative ideas and leveraging strategic partners & 3rd party partners with objectives of simplicity, efficiency and agility (offering standardization, faster response to RFQ, more front sales engagement, facing more customers, gathering more competitive information)

Gwatt (Thun), Bern, Ch

In charge of PV portfolio management at Meyer Burger, my current assignments are :Supporting portfolio decisions at executive level with Product Life Cycle methodology and yearly strategic reviews-Driving business model innovation to strengthen Meyer Burger business within the entire PV value chain (M&A, shop-in-shop, white label, license etc…)-Increasing EBIT performance through business agreements, such as commission based agreements from materials (cell and module)-Preparing, developing and implementing strategic alliances or collaborations with key partners to improve Meyer Burger profitability (EBIT)-Defining 3YP budget with P&L, resulting in bringing back a given business unit into a winning business and profitability-Driving product value pricing for key product with market validation in collaboration with product managers-Connecting the dots between key products within Meyer Burger product portfolio, for instance Heterojunction cell product (HJT) and Swart Wire Connection Technology product (SWCT)-Collecting market intelligence from customers and competition and ensuring proper communication to key stakeholders including sales, product managers, technology R&D -Supporting new product introduction, capturing pre acquisition of early adopters and defining KPI and timeline for successful product introduction-Representing Meyer Burger products at trade shows (SNEC, InterSolar Europe) and conferences (InterSolar Middle East, PVCell Tech, PVModule Tech etc…)

Gwatt (Thun), Bern, Ch

In charge of both product management and product marketing for module products. Products range is from conventional stand alone stringers, laminators, module flash testers, newly innovative products such as Smart Wire Connection Technology (SWCT) and Glass to Glass laminators to fully integrated module assembly lines. Product management includes managing the product throughout the product lifecycle, gathering and prioritizing product and customer requirements, defining each product vision, and working closely with engineering/technology, to deliver winning products. It also includes working with sales, marketing and support to ensure revenue and customer satisfaction goals are met. Current assignments are :- Lead a team of product managers - Participate to the product strategy and roadmap for solar module products- Translate the strategy in the product lifecycle program actions- Deliver market requirements with prioritized features and corresponding justification- Work with external third parties to assess partnerships and licensing opportunities- Become an expert with respect to the competition- Develop the core positioning and messaging for the products- Manage and leverage intellectual property portfolio in the product range- Establish pricing in collaboration with sales to ensure revenue- Develop sales tools and collaterals- Brief and train the sales force at regular sales meetings- Attend as much as possible in key events and tradeshows- Support of the sales team and develop business model as required- Act as the mini CEO within the company for the related product portfolio

Santa Clara, Ca, Us

In charge of both product management and product marketing for new wafering products. This includes managing the product throughout the product lifecycle, gathering and prioritizing product and customer requirements, defining the product vision, and working closely with engineering/technology, to deliver winning products. It also includes working with sales, marketing and support to ensure revenue and customer satisfaction goals are met. Current assignments are :- Participate to the product strategy and roadmap for solar new wafering products- Translate the strategy in the product lifecycle program actions- Deliver market requirements with prioritized features and corresponding justification- Work with external third parties to assess partnerships and licensing opportunities- Be an expert with respect to the competition- Develop the core positioning and messaging for the product- Manage and leverage intellectual property portfolio in the product range- Set pricing to meet revenue and profitability goals- Develop sales tools and collateral- Brief and train the sales force at quarterly sales meetings- Participle in all key events and tradeshows- Act as a leader within the companyAchievements:- Provided value proposition for the flag ship of the product line for Solar- Participation in all product lifecycles for new wafering products- Provided high level world class sales training and workshop- Performed flag ship product architecture standardization- Voice of customer exercises to input next generation wire saw- Implemented Cost of Modeling for solar wafering- Demonstrated leadership in product lifecycle programs- Driving peers with increasing effectiveness towards the accomplishment of the objectives- Recognized as a great team player, dependable, professional, producing quality work and striving to continuously improve in everything I do

Santa Clara, Ca, Us

Responsible for managing the activities of a tactical product (wire saws). Develops methods for achieving book/bill commit and forecast. Improve market share by product by account, gross margin target achievement, and customer satisfaction Index. Formulates, integrates, and coordinates division strategy for assigned accounts to achieve specific SAM Share.Achievements : - gross margin in line with objectives - tactical alignement with sales on key customers - contract reviews (T&Cs and technical specs) - business volume above 50M€ every quarter

Santa Clara, Ca, Us

Spanish entity set up, manage cost centers profitability and customer relationships for SunFab line sales, line start-up and maintenance contrat, manage team of more than 15 people for T-Solar account (Galicia)Achievements : - spanish entity set-up and Staff Meeting member - maintenance contrat set up over 5 years - SunFab installation planning - SunFab production management

Santa Clara, Ca, Us

Manage cost centers profitability and customer relationships for systems sales, new tool start-up and maintenance contrat, manage 2 teams of more than 15 people for ST/NXP account (PVD/WCVD/ETCH, Metal deposition and Etch equipment for Alliance Crolles2 and ST Crolles1 sites) and for CEA Grenoble account (all tools at MINATEC/LETI/LIR/LITEN laboratories)Achievements : - global contract negociation over 1 year - cost center profitability with 2 digit gross margin - maintenance budget of 2M€/year - uptime increase from 78% to 85% in 2 years - MTBF increase from 100h to 250h in 2 years

Serving as a trusted advisor to the CEO and his executive team to develop and implement Sev'Design's strategic plan, evaluating options to be carry out of the strategic planReviewing outcomes and metrics created by Sev'Design for evaluating its impact, and regularly measuring its performance and effectiveness using those metricsApproving Sev'Design’s annual budget

Executive Mba, Master Of Business Administration

Master, Mechanics, Electronics, Automation