Frederic Lorineau Email & Phone Number

Paris, Île-De-France, France

Dublin, County Dublin, Ireland

• Operational Sales Force Management (5 sales representatives/300 accounts) Annual Target : 6M€.• Driving and planning the sales activity through formal and informal reports.• Account Management of 50 accounts. ( up sell, renewals, new business via discovery calls, demos, negociation, follow up) • Focusing on multi-products adoption• Interlock with Product, Finances, Operations Teams in order to bring the best to our clients• Driving Change due to Portfolio segmentation between Mid-Market and Enterprise (Companies with 1k to 5k employees) .• Hiring Sales Representatives to increase the Growth French TeamResults :• 2021 : 106%• 1H2022 : 105%• New Products ( other than sponsor adds ) overachieved by 30% in average.• Incentive won for Virtual Hiring Events sold in 1H2022

Dublin, Ireland

• Operational Sales Force Management (10 sales representatives.) Annual Target : 6M€.• Driving and planning the sales activity through formal and informal reports.• Interlock with Product, Finances, Operations Teams in order to bring the best to our clients• Driving Work Environment Change due to Covid switching from on site to full remote workforce.• Hiring Sales Representatives to increase the Growth French TeamResults :• 2H2019 : 100%• 2020 : 97% ( 1st year Covid )• My Team sold 7 out of 9 Virtual Hiring Events ( new Product created during Covid ) in France in Q2 2020

Dublin, Ireland

• Operational Sales Force Management (13 sales representatives.) Annual Target : 45 M€. • Driving and planning the sales activity through formal and informal reports.• Re-building relationship with the in-country field sales team.• Building Identification Campaign and Strategy for the Digital Development Representative• Hiring 1 Sales RepresentativeResults : • Achieved 100% in Q4 2018

Dublin, Ireland

• Delivering Identification Campaigns to the European Infrastructure Services Sellers ( 70 sellers )• Establishing relationship with the European Leadership to create campaigns• Setting up enablement sessions for Sellers in relation with the campaigns• Reporting Results to Senior Management• Operational Sales Force Management ( 6 sales representatives , 1 per market ) - Annual Target : 80 M€.• Re-focusing and coaching the sellers on Infrastructure Services Business Identification• Interlock with Local, European and Worldwide Marketing teams and management• Hiring and training of 5 new sales representatives

World

Backpacking around the world

Dublin

• Operational Sales Force Management (12 sales representatives.) Annual Target : 40 M€.• Driving and planning the sales activity through formal and informal reports.• Re-building relationship with the in-country field sales team.• Hiring and training of 10 new sales representatives.Results :• Exeeded annual quotas consistently by an average of 10% for the last three years by cadencingand coaching the sales representatives.• Achieved within 5% of 3-months forecast for the last 8 quarters through cadencing every week.• Improved the customer satisfaction which became the best of IBM Inside Sales Europe.• Automated internal business tools at the european level. Productivity of the sales force improved by5% (80 sales representatives).Awards :• Hundred Percent Club Award 2013, 2014 et Inspirer of IBM Europe Q3 2013.

Ibm, Dublin, Ireland

Team Leader Role :• ITS Inside Sales Team Operationnal Management (11 Sales Representatives + 1 Trainee )• Reporting to the 1st and 2nd line management through face to face meetings or conference calls.• Focal Points for : Customer Satisfaction, Process, Telephony, quality, technical Issue, Siebel.• Participated to the improvement of internal processes and training plan for the team.Sales Representative Role :Product line: Business Continuity Resiliency and Services (BCRS)Scope: French market (clients ranging from SMBs to global businesses).Awarded IBM 2009, 2010, 2011 Sales Eminence Award2010 : Over-achieved target by 66 %.2009 : Over-achieved target by 20 %. ( first year in IBM BCRS Team )• Negotiating with customers B2B (C-level).• Maintaining effective business relationships to dynamize the renewals of contracts base.• Using IBM Global Master Sales School’s methods.• Collaborating with architects / consultants to design disaster recovery strategies for new clients.• Collabrating with Service Manager to ensure the customer satisfaction by answering their requests. • Designing IT configurations, prepared, delivered and negotiated final contract including price.• Managing a pipeline of 80-100 opportunities achieving an average win rate of 51%, • Applying reverse planning methods to increase win rate.• Managing the BCRS Activity ( 2 people in Dublin ) by creating a report.

Dublin, Ireland

• Sales Representative in charge of the customer relationship and contracts follow up (100 customers). Areas : North and West of France.• Identification and sales of IT solutions and services designed to provide innovation to customers.Results : • 200 contracts / year with 4 M€ / year turnover.Awards : • Hundred Percent Club Award 2008.

Dublin, Ireland

• Sales Representative in charge of the customer relationship and contracts follow up in order to maximize Software Maintenance Renewals (600 customers).• Develop Business Partner Relationship in order to improve renewal rates.Results : • Renewals rate Improvement : Software Maintenance Iseries : + 40% and Pseries : + 30%

Master, Business

Activities and Societies: October 2001 : Semester at EBS Dublin, Ireland

Master'S Degree, International Business

Padi Divemaster, Recreational Diving, Divemaster