VG

Vincent GUILIANI

Business Development, Mobile in France and Internationally

vincent.guiliani@wanadoo.fr - +33 6 74 71 35 23

Résumé

Man of challenge, my leadership and ability to build strong relationships have driven my whole career.
Curious, innovative, tenacious and passionate, I am seeking to join a team with challenging projects for business development or to accelerate change in an international environment.

Mobile in France and Internationally

Key Competencies
• Business Development: Strategy, marketing, finance, solution driven, results focus, customer-centric, negotiation skills, worldwide export, key accounts, B2B, Who/What/How, brand development;
• Leadership & Management: Team leadership with entrepreneurial spirit, SME management, , fast diagnosis, commercial management, cross-cultural management, change management, expatriation.

Interests
• Sports: 4 years semi-professional soccer player, Marathon (2h52), half-marathon (1h16), Ultra Trail (Diagonale des Fous), Mont-Blanc Summit, Ski, Tennis and Diving.
• Travelling, Wine & Cooking.

Expériences professionnelles

Consultant, global marketing footwear

SALOMON

De Juillet 2012 à Aujourd'hui

Amer Sports is one of the largest sports equipment company in the world with brands such as Salomon, Wilson, Atomic, Arc’teryx, Mavic, Suunto and Precor. The company employs over 7,000 people and net sales of approx. €2.1 Bil in 2012.

• Reported to Amer Sports Global Footwear Marketing Director in headquarters;
• Initial 2-month MBA project, extended to over 6-month consulting mission due to impact and value potential identified;
• Lead strategic marketing analysis to identify new business opportunity to enter a new footwear segment - 30M€;
• With a strong autonomy and defined objectives, connected with dedicated consumers, key global markets & core retailers to come up with clear directions & recommendations;
• Created a vision and a new offer, moving from sole product to global package "product & services" - obtained internal validation at EXCOM level;
• Developed Business Model, Business Plan and the implementation Plan including pilot testing.

Chief operating officer

GARDIOL TP

De Mai 2006 à Février 2011

Gardiol TP is a French privately held company focused on Civil engineering and Construction with revenue of about €8 Mil in 2009.

• Reported to the CEO;
• Was a member of the Board of Directors;
• Managed 60 employees with 8 direct reports;
• Was assigned to financially turnaround the company which had liabilities with major civil contracts signed pre-2006;
• Developed long-term partnerships with various stakeholders: Administration, local authorities, new private clients, employees union, suppliers, banks, etc.;
• Was responsible for recruiting, training, annual performance reviews and restructuring;
• Implemented an efficient contract follow-up to improve cash-flow and revenues, achieveing the following:
o Receivables: -32 days, Stock inventory: -35%, Additional order per contract: +10%;
• Brought in profitable business with new contracts signed;
• Successfully sold the company.

Sales export manager

SEGUIN-MOREAU , Cognac

De Mai 2004 à Avril 2006

Seguin-Moreau, Worldwide Leader Cooperage, subsidiary of Rémy Cointreau Group.
Rémy Cointreau Group employs about 1.500 people and has turnover of about €1 Bil in 2012. Wines & Spirits brands include Rémy Martin, Louis XIII, Cointreau, St-Rémy, Passoã, Izarra, Mount Gay Rum and Metaxa.

• Reporting to the Managing Director, EXCOM (Executive Committee) member of Oeneo Group;
• Managed a team of 4 people responsible for T/O of €17 Million in 2004;
• Accountable for export sales to EMEA, LATAM (Chile & Argentina), APAC (China & Japan), USA through subsidiaries, importers and commercial agents, including the development and the rationalization of the distribution network;
• Recreated trust in the brand among the internal teams, distributors and customers with trainings, customer visits, customer focus groups, etc.
• Increased Sales by + 15% and Net profit by + 10%, as well as Receivables.

Business director france

CNH

De Novembre 2001 à Juillet 2003

CNH is a manufacturer of agricultural and construction equipment and distributes its products in 170 countries through 11,500 dealers & distributors listed on NYSE. In 2012, the company had revenues of about US$20.4 Bil with over 33,000 employees worldwide. Fiat Group owns 87.4% of CNH.

• Reported to VP Sales & Marketing Agricultural Machinery Europe;
• Managed a team 35 people total with 10 direct reports;
• Was accountable for the French subsidiary’s P&L (T/O of €195 Mil in 2003) - and the implementation of the new European Commercial strategy in a merger context, including Sales & Marketing, Parts, After Sales and Dealer Development (80 dealers);
• Relocated the team to a new site and managed the transfer and the integration with no employee turnover;
• Generated +10% net income and reduced inventory value by -32%.

Business manager northern europe & benelux

CNH GROUP, ETAMPES, FRANCE, AGRICULTURAL MACHINERY, BRANCH OF FIAT GROUP

De Mai 1997 à Octobre 2001

CNH is a manufacturer of agricultural and construction equipment and distributes its products in 170 countries through 11,500 dealers & distributors listed on NYSE. In 2012, the company had revenues of about US$20.4 Bil with over 33,000 employees worldwide. Fiat Group owns 87.4% of CNH.


• Reported to VP Sales & Marketing Agricultural Machinery Europe;
• Oversaw a team of 5 people;
• Managed sales and after-sales teams to better service importers and their dealers - distributors substitution in Luxembourg and Finland;
• Negotiated annual volumes, pricing, product mix and promotional campaigns with all 9 distributors;
• Achieved higher sales objectives versus Budget (T/O of €90 Mil in 2001: +3%; Margin: +5%; Reduced Receivables: - 10%).

Marketing & sales specialist emea - massey ferguson

AGCO CORPORATION

De Juillet 1995 à Mars 1997

AGCO is a global leader focused on the design, manufacture and distribution of agricultural machinery. AGCO has five core brands: Challenger, Fendt, GSI, Massey Ferguson & Valtra and are distributed through 3,150 independent dealers and distributors in more than 140 countries worldwide. Massey Ferguson has been the world's leading tractor brand for five decades. AGCO’s sales in 2012 was nearly US$10 Bil.

• Reported to the Marketing Director Europe and Africa Sales Director;
• Launched a new range of equipments in Europe, co-developed and implemented the new sales strategy with importers in South Africa and Kenya, including field support.

Formations complémentaires

Master of Business Administration (MBA)

MBA Change & Innovation - Change Management Process

2011 à 2012



Agricultural Engineer

Institut Supérieur Agricole de Beauvais (ISAB) now called Institut Polytechnique LaSalle Beauvais awarded (Master's in Agronomy - Sales & Marketing) - Specialization in Sales & Marketing

1990 à 1995

Member of the Student Association in charge of developing sponsorships for students activities

I went to Cordoba, Spain, Universidad de Agronomia to complete my 3rd year of College.

Parcours officiels

IAE Aix – MBA – Change & Innovation – 2012

Langues

Anglais - Courant

Espagnol - Technique

Français - Langue maternelle

Centres d'intérêt

  • Sports
  • Travelling
  • Wine
  • Food