David PHOTIADE

*Map and identify decision-makers (CIOs, CEOs) *Implement multi-channel prospecting campaigns (telephone, email, LinkedIn, networking, etc.) *Manage the entire sales cycle (from identifying needs to signing): 10 appointments secured *Develop a portfolio of 30 prospect accounts (SMEs, mid-market companies )

- Mapping and identifying decision-makers (CIOs, Purchasing Managers, CISOs, etc.) - Sourcing profiles and preparing for client interviews with the recruitment department - Prospect on a daily basis using a multi-channel approach: email, telephone, networking, trade fairs, etc. - Recruit, train and manage new consultants (functional and technical) - Develop a portfolio of 30 prospective accounts

Impact Business : ▶️ 200K€ de CA généré sur nouvelles offres ▶️ Portefeuille de 15 sociétés stratégiques ▶️ Contribution directe aux projets structurants LLD Réalisations clés : - Pilotage end-to-end des appels d'offres complexes - Négociation et closing des contrats LLD (bornes, télématique) - Mise en place d'offres sur-mesure et solutions personnalisées - Coordination transverse avec les services IT et achats KPIs : - +15% de marge moyenne sur portefeuille - 100% des objectifs commerciaux atteints - 90% taux de renouvellement clients

Market development and sales growth ● Development of business in the DACH region (Germany, Switzerland, Austria), generating €250,000 in sales and 25 accounts. ● Improving closing rate by 5% thanks to a targeted approach and in-depth qualification work. Interdepartmental collaboration and customer support ● Working in synergy with the IT, support and marketing teams to maximise the impact of the solutions sold. ● Implementing of a post-sales customer support process to improve the satisfaction rate by 10 points (NPS).

Prospecting and acquiring new customers ● Development of a portfolio of 130 prospect accounts with precise targeting of 12 high-potential accounts( €173,000 in turnover generated). ●Increasing response rate to prospecting campaigns by 5% by optimising messages and channels used. Demonstration and sale of SaaS solutions. ●Promoting remote and face-to-face solutions to decision-makers (Attalian, Bonduelle, Pomona...). ●Reducing the Sales cycle of 2 months by optimizing demonstrations and structuring the sales pitch, responding to Requests for Proposals.

Business development & prospecting ● Prospecting by Physical and digital actions (trade fairs, calls, LinkedIn, e-mails) to create a portfolio of 100 prospects. ● Conversion rate of prospects into customers increased by 5% thanks to a targeted and personalised approach. Customer relationship management and loyalty ● Deploying of SaaS solutions with customers (Samsic, Eiffage, etc.) and post-sales support. ● Implementing an incentive sales strategy to increase the average basket by 5%. ( 20 000 euros turnover generated)

International expansion & key account management ●Developing a portfolio of 120 B2B customer accounts in Europe, Africa and North America. ●Achieving 110% of sales targets by optimising pipeline management and closing techniques. ●Implementing a strategy to move customers upmarket, increasing the value of contracts by 10%. Prospecting & lead qualification ●70 calls/day, 30 emails and 10 LinkedIn messages, targeting decision-makers (Agency Directors, CFOs, CIOs...). ●5% improvement in qualification rate thanks to optimised lead scoring

• Travailler en équipe avec les Conseillers Régionaux des Ventes : signature de 140 nouveaux contrats (117 % des objectifs) • Établir les tarifications en liaison avec les apporteurs d’affaires, traitement des Appels d’Offres

• Rédaction d’appels d’offres • Élever un portefeuille client : vente de prestations additionnelles à 50 clients sur 80 (62,5 % taux de conversion) • Rédaction d’offres commerciales et préparation de RDV commerciaux avec les ingénieurs d’affaires

-Coordinated Key Accounts-Management (30 millions EUR revenue ) -Assistance and monitoring converters (Asia, Europe, North Africa) in the control cycle -Projects management's with Key accounts (Decathlon, Celio) in France, Africa and Asia

3 years degree's after two years of higher education, to strengthen my skills acquired DUT During his 3 years, I have acquired skills in: business Finance Inter-company trading (BtoB) Project management Moreover, I have managed and completed 4 projects

The aim of this course is to improve your skills in the field of digital project management in order to work on the launch and development of various projects: -showcase sites -online shops -web applications -mobile applications -softwares -intranets and many more... My objective: to become the interface between the project team and the client, whether external or internal. To analyze the needs in detail in order to frame and formalize the project as well as possible.

Diplome en 2 ans aprés le baccalauréat , permettant de se former aux aspects de la négociation commerciale Cette formation dispense des connaissances en : -Comptabilité/analyse financière -Négociation commerciale -Etude de marché -Droit privé /droit de l'entreprise

-German writing improvement -German speaking improvement

- Commercialiser des solutions complexes aux grandes entreprises - Répondre aux appels d’offres et Marchés Publics - Customer Sucess