Michaël FABIAN
ㅤ
Autodesk
Barcelona, Spain
Since March 2023
Sales Manager - AEC | France & Nordics
Mar 2023 - today · 5 mos
Manager, responsible for leading and developing a team of Account Executives, covering the Nordics and France region within the Architecture, Engineering, and Construction industry.
TheFork, a TripAdvisor company
Barcelona, Spain
2018
to 2022
4 yrs 4 mos
Sales Manager France & Italy
Aug 2020 - Dec 2022 · 2 yrs 5 mos
Manager, in charge of leading a team of Inside Sales Reps dedicated to the French & Italian markets.
▸ Taking the lead of ALL the Inside Sales Reps for the French market
▸ Including in my scope Italian second cities
▸ Supervising highly demanded restaurants focus strategy
▸ Coaching other internal organisations such as UK Reps and Italian Reps based in Milan
▸ Proactively improving changes in current processes on Salesforce with SalesOps team
☑ Keeping the contact with my Reps during the lockdown
☑ Carrying on the reduction of the workforce by 80% during FY21
☑ Succesfully united 3 different teams in one
☑ Implementation of remote work and flexible hours with success
☑ Successfuly managed 11 Inside Sales Reps + 1 Team Leader
☑ 9 Reps hired (for both FR and IT teams)
☑ Maintained good results despite the pandemic (FY21: Territory achievement: 127% vs target)
☑ Accumulated knowledge about Italian market: culture, areas and local processes
Sales Manager France
Sep 2019 - Aug 2020 · 1 yr
Manager, in charge of leading a team of Inside Sales Reps dedicated to the Southern area of France.
▸ Recruiting and onboarding newbies, helping Reps with career development, managing performance & compensation reviews, identifying low performers
▸ Assigning areas according to market priorities, put the right people on the right territories
▸ Monitoring: reports on key metrics (opportunity creation, event, convertion rate), call stats
▸ Improving productivity with coaching sessions (role play, workshops), active shadowings and individual coaching with low performers
▸ Building team and individual routines:
ㅤ- Weekly scheduled team meeting focus on results, charts, forecasts of expected results, people recognition, motivating & inspiring
ㅤ- Weekly scheduled 1/1 to report on individual results such as pipeline status, conversion rate, productivity and clear (written and verbal) communications
☑ Successfully managed 8 Inside Sales Reps in direct report (without Team Leader)
☑ Emergence of best achievers within the team
☑ 10 Reps hired (for both South AND North Inside Sales teams)
☑ Exceeded North Inside Sales team with team achievement of 117% after 6 months
Inside Sales Representative France
Sep 2018 - Aug 2019 · 1 yr
In charge of developing Restaurant offer in France at Thefork.
▸ Prospecting new business through cold calling & e-mail marketing
▸ Qualifying targeted prospects & identifying key decision-makers
▸ Managing assigned pipeline using advanced Salesforce features
☑ Overachieving monthly Sales targets: 135% vs target (top performer France 11 months in a row)
☑ Successfully developed Strasbourg, and opened new cities (Clermont-Ferrand, Grenoble and Saint-Étienne)
☑ In charge of contacting the nominated Chefs for the very 1st TheFork Awards
Alef&Maqroll
Barcelona, Spain
2017
to 2018
Account Executive DACH
Jul 2017 - Aug 2018 · 1 yr 2 mos
▸ Converting potential leads into active users
▸ Creating new user accounts, following through with the onboarding process
▸ Staying informed regarding latest financial market news
☑ Meeting daily/monthly team & personal targets
Syrah Medias
Bordeaux, France
2013
to 2017
4 yrs 5 mos
Area Sales & Marketing Manager
Jan 2016 - Jun 2017 · 1 yr 6 mos
▸ Managing Andreas Larsson (World's Best Sommelier 2007) regarding communication, PR and business development
☑ Under the direction of Andreas Larsson and the tasting committee chaired by Michel Rolland, overseeing the wines selection for the new Cité du Vin wine cellar (Latitude20)
Sales Executive AMER & EMEA
Jan 2014 - Dec 2016 · 3 yrs
▸ Promoting video marketing contents with Andreas Larrson (World's Best Sommelier 2007)
☑ Creating partnerships with new countries (Greece, Hungary, Israel, South Africa, United States)
Sales Executive DACH
Feb 2013 - Dec 2013 · 11 mos
▸ Organizing tasting events with wine unions
▸ Helping wineries, wine brands and producers manage their online and digital communication
Thienpont Wine
Margaux, France
2011
to 2012
Internship
- ▸ Identifying potential wine traders as well as importers based in Germany
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French - mother tongue
Expert
-
German - bilingual
Advanced
-
English - fluent
Advanced
-
Spanish - intermediate
Intermediate
-
Microsoft 365
Advanced
-
Salesforce
Advanced
-
BlueJeans by Verizon
Expert
-
NICE inContact
Advanced
-
Sales
Expert
-
Recruiting
Advanced
-
Team management
Advanced
-
Coaching
Advanced
-
Marketing
Advanced
-
Sales enablement
Good