Expériences — Sacha LAFAURIE

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Experiences

Management of the sales team (20 people): animation, meeting review, reporting, commissions plans definition.
Support to the sales team in their individual roadmap implementation.
Strategic market analysis and positioning.
Training & Support for the sales team (15 to 20 on site business meetings with clients per month with the teammates).
Involvement into all strategic deals (above US$150,000).
About achievements, the company and my projects: see details on my online CV version.

Detailed Description

Achievements as Sales Director (only 4 months): 100% of growth comparing to 2018 on Q4 on the SaaS section (US$300,000 of new business) and 400% of growth (US$4,500,000 of new business) on the services section.

Company Description

Questel is a world leader delivering intellectual property solutions across the innovation lifecycle.

Company website

http://www.questel.com

Software, services and consulting sales for innovation and intellectual property clients (Corporates, Academics, IP law firms...). C-Suite targets only.
In charge of the North/Midwest and Eastern Canada territory.
Management of 6 subject matters experts and 2 lead gens.
About achievements, the company and my projects: see details on my online CV version.

Detailed Description

With more than 800 people, Questel is a true end-to-end intellectual property solutions provider to more than 5,000 clients and 1M users across 30 countries.
My achievements were about US$300,000 of new business on the SaaS portfolio, and US$800,000 on the services. This performance has been done in less than one year. I've been promoted after only 9 months.
I had to sell all the services and software of the company such as:
- Business intelligence software (Patents, TM and NPL).
- Assets and inventions management software
- Prosecution services (prior art searches, drafting, prosecution support, international filings, translations and annuities.
- Operational excellence services, IP recordals, cost management, consulting.
- Innovation solutions from ideation management, to partnership or maturation solutions.

Definition of the sales and marketing strategy, direct sales operations
Steering and implementation of process related to sales: CRM, quality, proposals templates
Management of 6 account managers and Coordination of a 25 sales representatives network amongst a European, American & Asian network to boost sales results
Operational function as account manager (1st sales rep for 4 years)
About achievements, the company and projects: see details on my online CV version

Detailed Description

Questel Consutling is a the advisory branch of Questel focusing upon strategy and management for intellectual property and innovation.
Personal Achievements: €700,000 (2015), €800,000 (2016), €900,000 (2017), €800,000 (2018),
Company achievements as sales director: €1,200,000 (2015), €1,800,000 (2016), €2,700,000 (2017), €3,200,000 (2018),

Detailed Description

TKM is a consulting and innovation services company. TKM maps patents and players, their contacts networks and skills in order to characterize the innovation potential of a technology, a sector and/or a territory.
Personnal achievements: €400,000 (2011), €600,000 (2012), €900,000 (2013)
Company achievements as sales director: €800,000 (2011), €1,200,000 (2012), €1,300,000 (2013)

Steering, setting-up and negotiations of collaborative R & D projects at European level
Sales manager at a European level and direct management of 20 consultants
Operational function as account manager
Management of collaborative R & D. Customer relationship management, lobbying financiers, financial and administrative management of projects (Integrated Projects Management, € 13 million, 20 partners)
About achievements and projects: see details on my online CV version

Detailed Description

ABGI Group is committed to helping clients capitalize on their Research, Development, and Innovation (RD&I) activities. ABGI Group works with clients to realize all potential benefits to maximize RD&I savings.
Algoé Consulting is a pure consulting management firm focusing on Projects, Organisation, Development and Human Resources
Personal Achievements: €300,000 (2006), €400,000 (2007), €400,000 (2008), €500,000 (2009), €500,000 (2010)

Strategic advice and elaboration of master plans for Regional Planning investments in digital (digital spatial planning strategy and IT community)
Completion of a doctoral thesis in economic geography, within the company, on the location factors of Internet companies.
Development of a new range of services for local authorities in the digital and telecommunications sectors

Sacha LAFAURIE