Paul Catry Email & Phone Number

Paris Area, France

Define and implement HW, SW and Services Ingenico pricing policy (EUR 3B)Define Value Base Pricing for new products/service based on market definition and customer segments.Monitor Price erosion and adjust Price recommendation on existing products.Understand Competition offering and behaviour, and market trends.Optimize Gross Profit and Margin through Price Sandbox implementation for Sales quotation.Support sales teams in key deals commercial strategy.Execute pricing strategy and provide decision makers with facts-based analysis (peer analysis, customer’s next best alternative, sensitivity analysis)Perform profitability analysis for decision makingOpportunity Management Process definition for all Business Units / Business Lines (Banks and Acquirers, Retail Enterprise, SMB in store and on line, Global on Line) Approval matrix definition for all levelsManagement of escalations for CEO / CFO approval

Communicate Nortel product value through optimized commercial strategy, 2008 revenues $1BDefine and implement deal support and evaluation processesStandardize and implement pricing analysis model (pricing trend, key metrics, waterfall and peer analysis)Manage a multi cultural team of 9 people across EMEA and Asia$11m audited benefit of the team in 2008 added to Nortel direct contribution

Support the account teams in defining value based commercial strategy and sales tactics for GSM / UMTS / IMS / WiMax EMEA and Asia, annual revenues of $1.5BPricing benchmark implementation and follow upPricing trend analysis and forecast, feed Supply Chain Management for cost reduction target. P&L analysisManage a team of 4 people across EMEA and Asia

Define Front Office Customer Care Services processes and organisationImplement CRM processes and tools (Clarify), Business Intelligence (Business Objects)Performance management for the support organization, TL9000 certificationTeam management (4 people)

Reporting of Customer requestDefine and implement customer support process