Pascal Born Email & Phone Number

Paris, Fr

Lyon, Fr

Lyon, Fr

Dallas, Texas, Us

• Executing New Business strategy for Neovia Logistics in EAME including improved sales processes, new CRM SaaS platform and multi channel lead generation programs. Entirely revamped sales process, rewrote Unique Selling Proposition brief, marketing tools and “route to contracts”.• Leading multi skilled & cultural teams in multiple major outsourcing Supply Chain projects (between US 30 to 350 millions) with global blue chip companies interfacing at VP & C-level for Value Added Supply Chain Services sale such as Vestas, Mitsubishi Motors Europe, Renault Nissan, KION, Ford Motors Europe, etc...• Generating leads & prospects at VP and C Level by raising brand awareness, presenting or acting as event chairman at third party conferences, our own organised conferences, own webinars or training sessions• Leading marketing strategy and efforts in the region and designed sales tool kit : brochure, give away exhibition stands, advertisement, elevator speech, etc…• Designing and rolling out sales training for hunters and farmers teams• Selecting & establishing lead generation partnerships with local partners in Russia and Europe• Managing within budget majority part of the “Sales” cost centre while expanding on activities

Morton, Illinois, Us

• Designed, launched & executed revised External New Business strategy for Caterpillar Logistics in EAME including improved sales processes, new CRM SaaS platform and multi channel lead generation programs. Entirely revamped sales process, rewrote Unique Selling Proposition brief, marketing tools and “route to contracts”.• Leading multi skilled & cultural teams in multiple major outsourcing Supply Chain projects (between US 30 to 350 millions) with global blue chip companies interfacing at VP & C-level for Value Added Supply Chain Services sale such as Vestas, Mitsubishi Motors Europe, Renault Nissan, KION, Ford Motors Europe, etc...• Generated leads & prospects at VP and C Level by raising brand awareness, presenting or acting as event chairman at third party conferences, our own organised conferences, own webinars or training sessions• Led marketing strategy and efforts in the region and designed sales tool kit : brochure, give away exhibition stands, advertisement, elevator speech, etc…• Designed and rolled out sales training for hunters and farmers teams• Selected and established lead generation partnerships with local partners in Russia and Europe• Managed within budget majority part of the “Sales” cost centre while expanding on activities

• TUPE across a team of 28 former MG Rover employees• Led 8 multi cultural teams managing a network of 650 former MG Rover Dealers & AutoService Centres located in Belgium, Netherlands, France, EIRE, Spain, Portugal, Italy and Germany generating revenue of Euro 180 m pa.• Managing relationships with MG Rover National Sales Companies & local MD up to April 2005• Secured Dealer network at the bankrupt of MG Rover in April 2005• Designed and launched XPart AutoService centre franchise for continental Europe to maintain sales & prepare for future potential MG Rover developments (On behalf of new owner, SAIC)• Increased margin (+15 points) and stabilised revenue in line with car population reduction• Represented XPart in front of the European Automotive Press, Dealer national and European associations• Managing spare parts pricing, dealer standards and audits, warranty claims, marketing activities and campaigns as well as Direct From Suppliers (DFS) programs in these 8 countries

• Successful sales “champion” for project “100K”, aiming and achieving the tripling of sales of 400 series and Sub 3024C engines (range from 0.5L to 2.2L) from 26K pa to 100K engines pa in 2005 whilst increasing profit (+10 points). This Project was awarded with Caterpillar Chairman’s top 10 AQI award and also the UK Government Queen’s award for Export in 2004.• Trained and supported Global Perkins sales force to the 400 series and Sub 3024C benefits• Representing “Sales” in front of Marketing, Production, Technical department and Finance. • Promoted 100K project to our JV Partner, ISM of Japan• Led the signing of 3 new major OEM engine accounts: Dynapac, Atlas Copco Compressor & Kalmar for large engine businesses ranking from USD 2.5 m pa up to USD 80 m pa.

• Grew Perkins & Caterpillar revenues (+10% CAGR) & margins (+8 points) through global corporate Original Equipment Manufacturer (OEM) customers. World-wide responsibilities for global accounts such as: Nacco, Linde, Clark, Manitou, Daewoo, Mitsubishi Caterpillar Forklift, etc…• Set up, managed & co-ordinated Marketing & Sales programmes in conjunction with Customers and Perkins Parts marketing department.• Initiated & drove process improvement and Total Quality programs to enhance delivered performance to our OEM customers• Represented Aftermarket needs for newly set up new products introduction (NPI) department• Supported and co-ordinated supply chain improvements activities with Customers and 3PL• Provided full support to OE engines business to win new customers by setting up and proposing complete Aftermarket packages (ie Nacco & Linde)• Developed OEM Aftermarket strategies for Products, Channel, Price, Marketing, Supply chain, Processes and Data

• Grew revenue (approx +10% CAGR) & margin (+12 points) from regional self service OEMs in Western Europe (excluding UK OEMs)• Promoted Perkins Parts business and grew market share (+15 points) with European OEMs: Volvo Group, Landini, Manitou, Linde, Lindner, Hyster, Melroe, Clark, RVI, Renault Agriculture, Pel-Job Mecalac, Mitsubishi Caterpillar Forklift, etc…• Steering group member of remanufacturing engine licence set up in France• Set up, managed & co-ordinated Marketing & Sales programmes with OEM and their dealers network• Drove process improvement and Total Quality programs to enhance performances

• Developed, managed & trained large part of existing French Parts Distributors (5 out of 12) for Perkins Parts business• Grew revenue (+7% CAGR) & margin (+10 points) from French distributors• Restructured Perkins Parts Distributor network in France (territory transfer)• Set up and managed Parts Marketing & Sales programmes• Facilitated relationships between French distributors, French legal entity and UK HQ & warehouse• Trained distributors & dealers employees to Parts business challenges & opportunities• Participated to the selection of our remanufacturing licence in France and revitalised remanufactured engines business via the introduction of new range and new pricing policy

• Managing and increased diesel engine filtration product range• Responsible for account management of large accounts in France : Renault VI, Mercedes, Kent Marine• Responsible for business development: won new accounts such as AutoDistribution, Scania, Man, Bus RATP, etc..• Responsible for Sales & margin for this product line• Set up and executed marketing & promotion plans• Co-ordinated New Product Introduction programs with Truck OEM’s such as RVI & Mercedes• Supervised inventory & suppliers replenishment orders within budget• Managed & grew relationships with our main supplier, RACOR USA (a division of Parker Hanifin

International Commerce, Marketing

Dut Techniques De Commercialisation, Sales & Marketing