Jean-François HEINLE

Experience

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  Compaq Computer Corporation (aquired by Hewlett-Packard)

  Jan 2001 - Jan 2002

  Ingenieur Commercial Junior

  Commercial animation of Compaq sales at Ingram Micro

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  STEF

  Nov 2002 - May 2007

  Responsable Commercial Stef Transport (TFE)

  Prospecting and developing a client portfolio for the sale of refrigerated transport and logistics services.Annual revenue: 3,5 millions euros

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  Dell Technologies

  May 2007 - Nov 2020

  Lead a sales team of 15 peopleLarge Commercial Northern half of France (West - North and East)120 clients for 75 million turnoverDevelop both direct and indirect sales channels, increase revenue, and improve profit margins across all product lines. Ensuring high customer satisfactionClient portfolio: Groupe Vyv, MAIF, Lactalis, Agrial, Wurth... Lead a team of 11 sales peopleFrance Western Region - Mid-Market and Large Private and Public Accounts (Healthcare)400 customers for 55 million turnover Managing a client portfolio initially consisting of mid-market clients, and then transitioning to key accounts: 15 clients with 15 million euros in revenueBuilding business plans and account strategiesAssisting clients with their transformation projectsEmploying consultative sales methods from prospecting to closingCustomer portfolio: Groupe Seb, Arkema, Grant Thornton, April Assurance...

  • Sales Leader

    Feb 2017 - Nov 2020

  • Sales Leader

    Nov 2011 - Jan 2017

  • Account Manager

    May 2007 - Nov 2011
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  Septeo Solutions Notaires

  Nov 2020 - Nov 2023

  Head of Operational Performance - Inside Sales Director

  Contribute to the commercial strategy and propose necessary organizational changes, then ensure operational implementation.Management of the sedentary sales team (40 people). Transformation and structuring of the sales team, with an increase from 14 to 40 team members in two years.Build booking and ARR budgetsMonitor the adequacy between the ressources committed and the results obtainedEnsure the implementation of processes and KPIs in coordination with the management team and leadership.Continuous improvement of tools (Salesforce, etc.).Business management: Lead and implement action plans to increase overall revenue and ARR.Manage and support mid-market field sales representatives and clients in transformation initiatives.Responsible for developing cross-sales (sales specialists) and ensuring offer compliance. Show less

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  EXPERT ACTIV, spécialiste en développement commercial

  Dec 2023 - now

  Directeur commercial externalisé • Formateur & Consultant opérationnel et stratégique

  EXPERT ACTIV propose aux TPE/PME les services d'un Directeur Commercial à temps partagé. Ma mission est d'accompagner les entreprises de l’Hérault, de tous secteurs d’activités, dans le développement de leurs chiffres d’affaires et de leurs rentabilités.Mes missions peuvent être :🤝 Accompagnement du dirigeant, à la mise en œuvre du changement (stratégie commerciale) via un diagnostic de l'entreprise (Objectif : Identifier les forces 💪 et leviers de croissance potentiels⁉️)🕵️‍♂️ Recrutement et suivi d'intégration des nouveaux commerciaux🏗️ Définition et suivi d'un plan d’actions commerciales, fidélisation et prospection.👨‍🎓 Formations commerciales🚘 Accompagnement terrain de la force de vente🌈 Synergie d'équipe via l'analyse comportementale (certifié DISC / QUALIOPI) Show less