Résumé
:round_pushpin: Expert in distribution strategy and indirect channel transformation
:direct_hit: Sales Leadership | channel management & marketing| B2B channel development
«Passionate about driving the accelerated transformation of B2B distribution channels, I bring over 35 years
of expertise and commercial agility to help companies strengthen and optimize their indirect channels."
Expériences professionnelles
Country manager france & pays francophones
Katun Corporation
Depuis le 01 février 2026
Operations director
Germond Grossiste Partenaire , Rillieux-la-pape
De Mars 2025 à Octobre 2025
• Led operational management of the €21M Print subsidiary, managing 4 directors and 40 staff across sales, services, logistics, and marketing.
.Drove business development with office partners and XEFI agencies..
.Managed full P&L accountability, improving profitability and sales performance.
.Negotiated suppliers relationships (Triumph-Adler, Canon, HP) and optimized purchasing & stock management.
Sales director, indirect channels
RICOH FRANCE , Rungis - CDI
De Avril 2016 à Février 2025
• Oversaw €60M revenue with 150 partners (office and IT resellers, distributors) for value-added offers (printing, document management and services).
• Defined sales strategy by channel, pricing models, and partner marketing programs.
• Managed 10 salespeople, setting objectives, leading team meetings, designing incentive schemes and training plans.
.Built 50 RICOH annual Partner Business Plans leveraging BI & CRM tools.
.Expanded partner ecosystem, recruiting +10 new partners annually (+€1M incremental revenue per year). .Improved margins by +5% through pricing arbitration and KPI-driven performance management.
Sales and channel marketing director
CANON FRANCE , Courbevoie - CDI
De Janvier 2009 à Mars 2016
• Drove €150M revenue with 200 partners by deploying sales and pricing strategies tailored by market segments (MFP, document management, large-format & production printing).
• Designed and rolled out CANON Partner Programs for office partners and distributors, including a strategic focus on information management and MPS.
• Motivated CANON channel sales teams (40 account and regional managers) through payplans, incentive plans, and training programs. • Led bid management, tenders, and promotional campaigns (€1.8M budget).
European reseller partner manager
CANON EUROPE - CDI
De Novembre 2006 à Décembre 2008
• Launched the new European CANON identity “Accredited Partner” through Canon Partner Program across 700 European distributors.
.Developed go-to-market channels for large-format printers new business.
Channel marketing manager
CANON FRANCE , Courbevoie - CDI
De Février 1999 à Octobre 2006
Key role : to pilot the sales Policy and to manage channel incentives programmes :
- Define the global channel sales strategy : pricing policies and promotions - 1.3 Me sales incentive budget per year.
- Leading channel meetings and products launching events - 110 people.
- Piloting recruitment of salespeople and integration programmes.
- Internal & external communication
Products manager
CANON FRANCE , Courbevoie - CDI
De Septembre 1994 à Janvier 1999
Management of products launching :
- Definition of product positioning, pricing policy, training programmes.
- Creation of sales brochure and sales pitch.
- Organisation of launching events with 600 people
Sales account manager
CANON FRANCE , Lyon - CDI
De Janvier 1992 à Août 1994
Development of printing solutions business of 15 partners :
- Piloting sales activities & managing partners business plan
- Implementing channel programmes : recruitment, training, Salesforce incentive, Customer support.
- Best sales account manager out of 8 on the Rhône-Alpes region - 6 régions - 1,8 Me TO
Formations complémentaires
MBA
HENLEY MANAGEMENT COLLEGE
0000 à
BA DEGREE
BRIGHTON POLYTECHNIC
1988 à 1989
linkedin