photo de profil d'un membre


Frederic Salvanet


Key Skills:

Strong consultative and value-add selling experience to complex organisations at board level, combined with robust Customer Relationship Management experience within service industry

Sales management experience of a cross-border multi-national global account team structure in matrix environment, as well as a national strategic account sales team in the UK. Ability to lead motivate and mentor sales team

Excellent leadership and influencing skills as well as project management experience. Creative, strategic thinker with the ability to implement efficiently.

International management background in France, USA, Great Britain and Belgium. Excellent negotiator, proven ability to deliver global deal. Strong management experience

Excellent analytical and financial skills, P&L experience: Bilingual: English-French.

Expériences professionnelles

Account manager


De Juillet 2013 à Aujourd'hui

Business development director


De Novembre 2012 à Avril 2013

Global account


De Novembre 2009 à Juillet 2012

Oversee development and management of GlaxoSmithkline, Ingersoll Rand and Prudential with an overall portfolio responsibility of € 50 M spend per annum. With an existing relationship spanning across 30 countries the role consist of setting and driving a global telecom strategy with mobility at his core and can be summarized in 3 elements:
Consolidation: reinforce our position as a strategic partner for Mobile services within our portfolio, helping our customer staying ahead of the game
Transformation: from Mobile carrier to an end to end Telecom solution provider by integrating within their Network strategy we aim to help our customers in delivering a full outsource managed mobile service solution
Innovation: drive innovation across our portfolio using technology to add value to their products, supporting sales force empowerment via mobile CRM platform solution, improving work force flexibility and efficiency via wider utilization of tablets, offering business mobile application allowing

Key achievements:

Completed regional consolidation of Mobile and Fix telecom from multiple local provider to Vodafone across 12 countries in Western Europe for a value of € 12 m
Developed a full outsourced managed service solution for GSK global mobile fleet, currently being reviewed and for a value in excess of € 25 m over 3 years
Supported GSK strategy on improving access to medicine in Africa by delivering a Vaccine reminder solution through an SMS solution for a value of € 2.5 m
Established C level relationship matrix between customers and Vodafone senior management

Global account director glaxosmithkline


De Janvier 2005 à Janvier 2007

Develop and lead profitable growth through positioning DHL as a strategic partner and delivering agreed programs through a team drawn of dedicated sales people in each region of the world. Managed lead and mentor a team consisting of four regional customer managers, respectively based in London for Europe Middle East and Africa, Miami for Latin America, Singapore for Asia Pacific and New-York for US-Canada.

Key achievements:

•Achieved an overall financial target of € 135 millions for 2007 and a growth of 9% versus 2006
•Develop, build and sold internally a strategic vision for developing GSK business relationship for the next 5 years.
•Design, drive and implement the 5 years strategic world-wide business plan, written in collaboration with all various regions and endorsed by each COO of DHL’s 4 business units.
•Establish a global strategic forum with GSK key stakeholders and the internal DHL sales team in order to present and validate our account management strategic vision and goals
•Successfully negotiated a 3 year extension in EMEA of our largest revenue flow with GSK, circa € 80 millions per annum, allowing DHL to secure revenue in excess of € 240 millions until 2010

Regional customer manager emea


De Janvier 2004 à Décembre 2004

Responsible for developing and implementing end-to-end value–add business solutions for DHL’ number one account in EMEA, Hewlett –Packard.

Key Achievements:

•Achieve and exceed an overall budget of € 70 Millions for 2005.
•Define, drive and implement the account 5 years business plan on a strategic and financial level across DHL’s various business units
•Implementation of “Board to Board” meeting in EMEA between HP and DHL’s allowing Senior Management from both companies to interact and address common issues on a quarterly basis.
•Successfully manage the implementation of the newly acquired outsourcing program with a value of €120 M per annum.
•Leadership and management of a dedicated team of 50 members working on all the aspects of the program such as IT integration, Transportation flow, Warehousing migration, Program Management.

Regional industry director for emea


De Janvier 2001 à Décembre 2003

Responsible for DHL’s marketing and sales strategy for the electronic components and semiconductor industry segments in the EMEA region. Managing a team of multi-cultural Regional and Worldwide Global account managers as well as Business development managers providing Supply Chain Management solutions as well as Customer Relationship Management interface

Industry manager hi-tech sector


De Janvier 2000 à Décembre 2000

Regional global account manager emea


De Juin 1998 à Décembre 1999

Global client services director


•Delivered Williams Lea first global account acquisition by signing Philips value € 25 million over a contract of 3 years
•Develop, build and implement a global account team structure to expand Williams Lea relationship with its top 3 customer
•Successfully acquire AXA’s outsourcing opportunity in Japan value € 2 million over 3 years
•Implementation of an Executive sponsorship program with the goal to move from C level relationship to board level

Key account manager


Formation complémentaire


Ecole Des Cadres - Marketing

1981 à 1984



Nigel Cryer


Parcours officiels

EDC – MKG – 1984