Pierre HAMON

Exo Industries is a world leader in the design, manufacture, installation and maintenance of lifting and handling systems for the oil & gas, naval, construction, nuclear and wind industries.

In charge of the development of the whole Middle East area for our Key Accounts clients :
-Elaborate a development plan appropriate to the local market
-Detection of new market opportunities with a focus on Middle East Megaprojects
-Local and physical representation of the company
-Prospecting and approaching key account players in the oil & gas, nuclear, construction and naval industries (ARAMCO, TOTAL, MCDERMOTT, SAIPEM, HHI, MAIRE TECNIMONT, ADNOC, QATAR ENERGY...)
-Communication between the company and the local actors
-Commercial negotiations
-Commercial and operational management of our projects
-Transmission of Exo-Industries' message and values in the Middle East

2021 Goals: Sell 16 connected services.
Results: +437,5% over target in Q4 only

2022 Goals: 40 connected services sold.
Results after 6 months: +270% over target (Top performer)

Voted Hero of the Month in Q1 2022:
-Highest number of connected services issued in the region
-Best Bid Rate (72% of offers transmitted include a connected service)

Commercial activity:
-Development and retention of the customer portfolio (co-ownership syndicate, tertiary sector, private individuals and facility manager clients) in collaboration with the Regional Key Account Manager
-Management of 2600 pieces of equipment (lifts + automatic doors)
-Defense and development of Strategic Customers by ensuring their loyalty and satisfaction (Google, Hermes, CBRE, Foncia ...)
-Assistance in the processing and commercial follow-up of consultations and tenders
-Detection of new commercial opportunities, prospecting
-Quoting and negotiating sales proposals with customers in accordance with KONE rules and processes
-Carrying out specific studies according to the needs of the sales team

Administrative follow-up:
-Carrying out activity reporting
-Take charge of administrative follow-up: invoicing, collection, updating of sales management tools (CRM Salesforce)2021 Goals: Sell 16 connected services. Results: +437,5% over target in Q4 only 2022 Goals: 40 connected services sold. Results after 6 months: +270% over target (Top performer) Voted Hero of the Month in Q1 2022: -Highest number of connected services issued in the region -Best Bid Rate (72% of offers transmitted include a connected service) Commercial activity: -Development and retention of the customer portfolio (co-ownership syndicate, tertiary sector, private individuals and facility manager clients) in collaboration with the Regional Key Account Manager -Management of 2600 pieces of equipment (lifts + automatic doors) -Defense and development of Strategic Customers by ensuring their loyalty and satisfaction (Google, Hermes, CBRE, Foncia ...) -Assistance in the processing and commercial follow-up of consultations and tenders -Detection of new commercial opportunities, prospecting -Quoting and negotiating sales proposals with customers in accordance with KONE rules and processes -Carrying out specific studies according to the needs of the sales team Administrative follow-up: -Carrying out activity reporting -Take charge of administrative follow-up: invoicing, collection, updating of sales management tools (CRM Salesforce)

The objective was to fully immerse myself in the job of a Business Engineer in the sale of services to the top management of French companies in a BtoB environment and thus to become more professional and to understand what are all the stages of the sale of value by assisting the sales team on a daily basis.

-Making an appointment C-level
-Management of a portfolio of 500 companies
-Prospecting (200 calls/week)
-Lead Management
-Approach to new sales techniques (social selling, growth hacking, marketing automation...)

Head of the telephony department - 2 millions € turnover per year
-BtoC Sales
-Customer relationship management
-Relationship with the sales representatives of the various brands
-Management of shelf supply
-Implementation of commercial offers
-Department management (product presentation...)