Franck Varesano Email & Phone Number

Région De Avignon, France

• Remise à plat de l’ensemble du dispositif commercial (équipes, portefeuilles clients, tarification)• Professionnalisation des équipes (outils de pilotage, de suivi et de reporting)• Redéfinition des missions des 5 chefs des ventes (management et gestion d’un portefeuille clients)• Révision de la politique de rémunération variable• Définition et mise en œuvre de la politique commerciale (objectifs – moyens - calendrier)• Définition du plan de vente et référencement en collaboration avec notre groupement d’achat UGD• Coordination avec le marketing fabricant de l’élaboration des marques et des gammes de produits• Garant des résultats financiers du réseau• Redéfinition des comptes d’exploitation par agence

Région De Paris, France

• Management teams in time of crisis: sales bonus adjustments, sales forces training, new customers prospecting• Regular measuring of business performances, focus on customers development visits, development customers portfolio• New sale price offers by customers categories and improvement productivity in price management• Establishment of a new safety policy for the sales forces• Business and marketing strategy (price, distribution channel, prescription)• Prescription strategy• Market promotional plans • Marketing policy support for the industrial metal building products• Close relationship with the national key accounts (companies and retailers)

• Coaching, leading, sales forces training• Monitor and analyse on individual sales performances, joint visits• Management of the wholesale store network and the Placo business club• Development plans by distribution channel• Close relationship with the regional key accounts (companies and retail partners)

• Management, evaluation, coaching (monitor and report for the sales forces – joint visits)• In charge of key accounts (12 customers : 1 066 K€ in 2004 - 13% of the global T/O)• Annual Market promotional plans• Head of new opening store in Paris (research of location and conformity to the group charter)• Definition of the operating budget per store, periodic analysis and corrective actions

• Financial staff management (5 people)• Monthly income statement, analysis of results and implementation of corrective actions• Contrôle de gestion opérationnel des agences• Definition and presentation of the operating budget to the board• Management of the 64 store salesman

• Recruitment, management, training staff according to company procedures• Daily business activity monitoring• Weekly activity report with sales staff manager of each radius corner