Skill set (8)
Marc in a few words
I have amassed over 14 years of experience in commercial activities within an international setting, which has enabled me to develop strong leadership skills in dealing with challenging organizations and keeping teams motivated in times of uncertainty and change.
I excel at establishing frameworks that bring clarity to confused teams, transforming them into a cohesive and high-performing group that goes the extra mile. To achieve this, I believe in traits such as empathy, empowerment, trust, a hands-on approach, and a focus on good data quality, which is reflected in my preference for CRM and BI systems. Furthermore, I always ensure that the workplace has an element of fun. Despite facing numerous obstacles like regulatory changes, COVID, mergers, cyberattacks, or internal competition, I have managed to grow in mature markets consistently.
My leadership style is rooted in my core values, which include viewing feedback as a valuable tool, embracing failures as opportunities for growth, valuing trust and collaboration, prioritizing the collective success of the team over individual accolades, encouraging open communication free of judgment, and rejecting the notion that tradition alone justifies a particular approach.
Experience
- EssilorLuxotticaCommercial Director NordicsFebruary 2020 - Today (5 years and 3 months)Copenhagen, DenmarkIn my most recent role, I direct change management functions to improve commercial efficiency and increase business growth. I revamp customer service procedures, including Nordic community set-up / run, process optimisation, and performance evaluation. Moreover, I deliver high-level services as key member of North exec committee. I streamline sales operations to surpass set targets. I enhance team performance through delivery of leadership and mentorship. My achievements from this role have been:- Achieved ~€50M net sales by leading a team of six managers and 40 FTEs across SE, NO, DK, and FI; including Customer Service teams.- Ensured successful merger of Ray-Ban and Oakley prescriptions business line by mentoring field sales team and overseeing customer service functions.- Enhanced Salesforce effectiveness, comprising contact policy, reporting and analytics, bonus scheme and objectives alignment, customer segmentation, and CRM systematic use (SalesForce.com).- KAM: Acquired group tenders in 2021 by leveraging robust negotiation skills.- Drove creation and integration of supply chain process by co-operating with a leading Nordic chain in 2020.
- EssilorKey Account DirectorSeptember 2019 - January 2020 (4 months)Copenhagen, Denmark
- Essilor FranceRegional Sales DirectorMEDICALMarch 2015 - September 2019 (4 years and 6 months)Paris, FranceDuring this tenure, I led all aspects of sales planning, whilst conducting acquisition campaigns, implementing go-to-market strategies, and optimising process efficiency. I created and implemented robust commercial plans / policies for successful achievement of targeted objectives. Furthermore, I spearheaded cross-functional projects to ensure high levels of success. I improved customer loyalty (partnership management cycle) by devising and deploying ideal patterns. I planned and applied artificial intelligence to churners. I optimised team performance via training and coaching. The values I have driven in this role include the following:- Accomplished ~€40M net sales by directing a team of six sales reps.- Managed two national sensitive key accounts of ~€7M, growing ~10% per annum.- Saved ~€500K per annum by creating and executing an AI based customer churn reduction method.- Enabled team members to succeed collectively, attaining ~3/4% annual growth.
Recommendations
Education
- Master of FinanceESSEC Business School2008Master, Finance
- Master of BusinessUniversity of Cape Town2008MBA, Exchange Program
- Master of Science in Mechanical EngineeringArts et Métiers ParisTech - École Nationale Supérieure d'Arts et Métiers2006Master, Mechanical engineering and production