Compaq France 2012
Channel Sales Manager
Managed a nationwide distribution channel of Compaq resellers, retailers, distributors and VARs.
- Successfully opened Compaq France's first sales office outside Paris in 1989, based in Montpellier, to evangelize an IBM stronghold due to their local plant.
- From 1990 to 1993, based in Paris, managed and expanded a distribution network composed of retailers, resellers, VARs and distributors with a nationwide presence.
- Trained, managed, supported and motivated over 120 salespersons to increase their Compaq sales.
- Designed and managed co-marketing operations with my clients, with an annual budget of $1.2M.
- Prospected Major accounts with my clients and achieved significant wins (banks, industrial, government, services).
My channel sales grew from 18MFF (1989) to 189 MFF (€30 MM, 1993), earning me 5 consecutive Sales Awards, including during the 1991 downturn.
About the company:
A remarkable story of entrepreneurship, Compaq started as one of many IBM PC clones, then raised to be the leader in performance and innovation. After it stumbled badly in 1991, Compaq re-invented itself and became the worldwide leader of the PC industry in 1994-95. I was fortunate enough to witness this evolution first-hand, as part of an amazing sales and marketing French team.
- Web Site: https://www.compaq.com
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