Nicolas Guigon
Key Accounts Manager
53 years old
Messery (74140) France
Professional Status
Employed
Available
About Me
As an experienced Sales Manager, I have a strong Business Development profile, and a track record in launching new, differentiated services/products or improving existing ones to deliver growth with the end-customer and legacy in mind.
My key strengths are a combination of deep strategy understanding, while leading highly empowered sales teams to deliver their objectives with success, with continuous sales process and service level improvement.
People around me say my leadership style is inspiring, based on teamwork and high standards. I am flexible, tenacious, and self-starter. I strive to exceed objectives, in a continuous improvement and customer focus environment. I also have a natural talent to make diverse people work together and converge to deliver results.
I hold a Master’s Degree in Marketing and a Bachelor’s Degree in Business & International Trade. I also am a certified 6 Sigma Black Belt and recently graduated from the International Coaching Institute (Master Coach Degree) in Geneva, Switzerland.
Married with 2 boys I am French and hold a Swiss G work permit.
My key strengths are a combination of deep strategy understanding, while leading highly empowered sales teams to deliver their objectives with success, with continuous sales process and service level improvement.
People around me say my leadership style is inspiring, based on teamwork and high standards. I am flexible, tenacious, and self-starter. I strive to exceed objectives, in a continuous improvement and customer focus environment. I also have a natural talent to make diverse people work together and converge to deliver results.
I hold a Master’s Degree in Marketing and a Bachelor’s Degree in Business & International Trade. I also am a certified 6 Sigma Black Belt and recently graduated from the International Coaching Institute (Master Coach Degree) in Geneva, Switzerland.
Married with 2 boys I am French and hold a Swiss G work permit.
EAME Rental Services Sales Manager
Caterpillar
Since September 2017
- Mission: grow the Caterpillar dealers BCP equipment rental fleet and PRRO (% Of Rental Revenue Opportunity) in EAME. Support dealers in designing and executing successful growth strategies in Rental Services. Member of the GRUES Leadership Team.
- Led the GRUES EAME Rental Services team to deliver/exceed their Business Plan in 2018, 2019, and 2021 (STUs, OPACC, dealer revenue growth).
- Delivered cultural transformation projects at the region level (culture of OPACC and S&OP), and globally (Launched and Sponsored the "GRUES Sales Excellence" program).
- Worked with the BCP Industry and S&OP teams to collaborate and empower the GRUES team (Pricing, NPI, S&OP).
Start-up & Digtal Marketing Manager
Caterpillar
July 2015
to August 2017
Full-time
Geneva
Switzerland
- Led the Fast Rent start-up through the prototype phase, design improvement phase and early sales development phase to reach store 1 break even in Oct. 2017. The innovative digital rental concept won the 2016 Innovation Cat Chairman's Award.
- Pursuing a new segment, Fast Rent generated 15,000 qualified subscribers and 5,000 unique customers in 2,5 years.
- The experimental phase generated 500 Caterpillar sales in 3 countries (13 stores) for €25M.
Rental & Used Marketing Manager (EAME)
Caterpillar Sarl
April 2012
to June 2015
Full-time
Geneva
Switzerland
- Led the strategy, growth and distribution network capabilities for the Rental & Used businesses in EAME with 60 Cat dealers. Results:
- Dealer rental fleet investment grew from $500M to $700M / year over 3 years.
- Cat Certified Used sales grew from 4,500 to 5,500 units / year over 3 years.
- Dealer rental fleet investment grew from $500M to $700M / year over 3 years.
- Managed the global Rental & Used strategic project with McKinsey Strategic Consulting.
Result: strategic white paper approved by the Executive Office and creation of a Global Rental & Used team. - Piloted an innovative rental concept with the Swiss dealer (www.FastRent.ch), following the Lean Start-up methodology with Deloitte Digital. Result: Caterpillar decided to purchase the Intellectual Property for further expansion.
EAME Region Manager for Caterpillar Used Equipment Services
Caterpillar Used Equipment Sevices International Sarl
June 2009
to March 2012
Full-time
Geneva
Switzerland
- Led a subsidiary of Caterpillar trading used equipment as a strategic business partners to Caterpillar dealers and grow their Used Equipment activity. Responsible for the P&L and Balance Sheet ($100M revenue).
- Created 2 redistribution centers in Zeebruge and Dubai and implemented operations best practices. Results: generated 3 years of volume growth achieved with stronger inventory quality and higher inventory turns.
- Redistributed profitably $25M of Cat and non-Cat used equipment in partnership with Cat dealers to support a $200M new equipment deal with a large international account.
Global Hydraulic Excavators Marketing Manager, Belgium
Caterpillar Belgium
July 2005
to May 2009
Full-time
Gosselies
Belgium
- Led a team of 10 to design the 50-100t global excavator product strategy.
Results: re-designed in flight program, Cat invested $50M in the production line modernization, product failures reduced by 50% in 18 months, program delivered positive NPV. - Piloted the new dealer ordering process inspired from the automotive industry (multi-lane strategy). Resulted in reduced complexity (30% less configurations), reduced dealer inventory by 50%, and stock availability down to a stable 10 days.
EAME Project Manager - 6Sigma Black Belt
Caterpillar Sarl
September 2002
to June 2005
Full-time
Geneva
Switzerland
- As a Certified Black Belt, led 15 project teams and delivered $10M net profit and savings.
- Delivered +2 market share growth with a new marketing strategy for hydraulic excavators in the UK and the United Arab Emirates.
- Designed new expatriates package for Europe and generated significant savings (car allowance, expat. premium) while adding value added features (e.g. spouse job search)
Sales Territory Manager for Western Europe, Algeria
Caterpillar France
January 1999
to August 2002
Full-time
Paris
France
- Successfully launched a new range of forestry machines in France, Spain, Belgium, Portugal: Conducting market and customer studies, developed and delivered sales training, helped dealers salesmen close sales.
Results: 0 to 15% market share in 2 years. - Developped the Waste Handling product sales with large accounts in France. Worked with the Cat product group to deliver key features and resolve reliability issues. Resulted in market share growth with large accounts in France (e.g. La Rep, Veolia, Vinci)
Cat Dealer Sales & Marketing Support, Gabon
Tractafric Equipment
May 1997
to August 1998
Full-time
Libreville
Gabon
- French National Service for a French company abroad (VSNE, now called VIE). Managed the CRM, organized open houses, and was the lead contact for Asian forestry customers. Spent 3 months in the rain forest with a photographer to direct the design of a Forestry Machines catalog.
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Sales Management
Expert
-
Project Management
Expert
-
Customer Relations
Expert
-
New Business Development
Expert
-
Communication
Expert
- Adaptability, Deliberative, Restorative, Relator, Harmony
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French (Mother Tongue)
Expert
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English (Fluent)
Expert
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Spanish (Business)
Good
International certification as a professional coach specialized in business and life coaching
Certified by the caterpillar University as a 6 Sigma Black Belt (DMAIC and DMEDI methodologies).
Master in Consumer Goods Marketing (French DESS)
Institut d'Administration des Entreprises
September 1995
to January 1997
International Trade Bachelor's Degree
ESCE (Ecole Supérieure du Commerce Extérieur, Paris) and ERASMUS (Universidad San Pablo, Madrid)
September 1991
to February 1995
- Promotion Committee of the European Rental Association (2012 to 2017)
- Mentor in the Geneva Career Woman's Forum Mentorship Program since 2019.
- Windsurfing, Sailing, Road Cycling, Back Country Skiing, Playing the Guitar and song composer
