Thierry Medina

Consulting.

Devellop the Distribution channel and the partner program throughout southern europe, Middle east and North Africa, for the Solar panel industry.

6 Months Consultancy contract.
Managed the operational functions of distribution across EMEA in a start-up environment for the Ultra Mobile PC product, including process analysis and improvement, implementation and tracking programmes and Marketing plans across EMEA, managed the interface with Distribution Account Managers and Operational functions. Manage, execute and track the success programmes targeting growth in the consumer channel across EMEA. Develop training programmes to ensure Distribution Partners are empowered to sell.
Manage and proactively change back end processes with finance, legal, operations, contract admin, B2B & B2C sales execs departments ensuring more effective and timely execution of revenue focuses goals.

Accountable for driving partners programs to add value to complex multi-national solutions in telecoms technology, software, hardware and services throughout the southern EMEA to take advantage of Web, Audio & Video conferencing and communications services & support, and provide converged collaboration and communication services, mainly in Belgium, France, Italy, Portugal and Spain, bringing new software solutions to market and winning customers using consultative selling.

Drive added revenue by partnering or creating alliances with PC Manufacturers, high tech and software companies, hardware manufacturer, remote office products and services, engaging joint referral or selling arrangement : revenue sharing, branded web site, web site maintenance, customized interface, API integration and API documentation, engineering resources and support, dedicated account manager, customer support, Marketing support, sales training, global coverage in Europe, North America and Asia-Pacific.

Leverage of partners and influential 3rd parties for success. Take accountability of the revenue / margin / growth, performance and customers & partner satisfaction of the following partnership / alliances programs :
• Referral Partner Program : Designed for partners who want to offer Genesys services as a bundled part of their product or service.
• Technology Software Partner Program : provides software integration and/or technology bundling to help partners reach new markets or provide enhanced, targeted solutions.
• Technology Hardware Partner program : Designed for partners who want to integrate our services into their product within their own custom branding, product, and/or technology such as personal handheld assistants, mobile phones, or other devices.

Promote to take on accountability for the revenue / margin growth, performance and customers & Partners satisfaction of 48 countries ($50 million turnover) that represent 30% of the overall Dell Distribution EMEA business unit turnover. Scope of position is expansive and involves strategic international business development, sales, marketing, business intelligence, competitive analysis, global / local major accounts, new business development, pricing, product mix, financial control and full P&L responsibility.

Manage a local / remote sales team (UK, South Africa, and Dubai) and 15 support/back office personnel. Supervise a Partner sales, support and services network (52 Partners) including establishing performances standards, performance
objectives and reviews, monitoring practice job performance and providing coaching, counseling and motivational leadership and support to maximize employee / practice performance.

• Revamped market strategies and transitioned the business model to a more profit-oriented go to market model while continuing to align with Dell’s guidelines. Create and execute a business plan in order to allocate resources effectively against account / territory revenue goals for products / services.

• Achieved the highest margin of the business unit and the highest return per head, introducing services booking. Increased revenues by 30% while reducing payment to less than 30 days, and reduced consequent international bank charges.

• Create and adapt the Dell Model into a B2B / B2C model that effectively matched customers’ satisfactions requirements.

• Creates, productizes then delivers new service offerings to meet both customer demand and sales opportunities. Monitor quality of engagements and customer satisfaction through frequent interaction with customers and partners. Uses feedback to refine engagement plans and development of priorities. Develop and maintain strong ties to sales, solutions practice and delivery management to ensure an effective, fully integrated approach to the customer is maintained at all times.

• Performed a systematic, in-depth analysis of the competition and provided business intelligence over several fields.

• Spearheaded a comprehensive global sales and marketing strategy that included development of a customer list and communication, advertising, Internet development and new product launch initiatives. Coordinate press conferences, sales shows and seminars.

• Set up a major account sales organization and four subsidiaries in Dubai, Israel, Greece and South Africa for the remote sales team. Launched a local technical support strategy.

• Appointed as Project Leader for the European Remanufacturing Process, Business Unit Project Leader for the development of a new integrated order process management system and Business Unit Liaison and Trainer for Dell EMEA’s Code of Conduct.

Challenged to establish a new business division to drive Apple’s presence worldwide and develop/manage a Partner network focusing on north/central/south Africa. Supervised a 10-person staff.

• Directed the start-up and management of the division into a profit-driven department. Implemented efficient international banking tools that provided a long-term view of the business. Developed and executed business plan, set up business processes and created all operating, business development and sales/marketing programs.

• Performed market analysis of potential resellers, identified / selected candidates and providing training to distributors. Tailored the image of the distribution network towards a manufacturing image to drive distribution sales growth, and launched a sales strategy that included direct sales efforts targeting government and large local accounts.

Sales Manager (1988 to 1992)
Sales Representative / Large Account Sales (1984 to 1988)

Quickly promoted through increasingly responsible positions to a highly visible sales management assignment. Led an eight-person sales team.

• Boosted sales team performance by 300% (tripling revenues of each team member) by aligning focus on mass market accounts and specific customer activities. Built a formal marketing program and developed marketing plan and sales/pricing strategy based on market analysis and customers’ requirements. Improved efficiency and profitability and expanded the level and caliber of customer service by upgrading back office operations.