Christophe Le Blanc

Mission: Expand company footprint on 4 new markets at a global level Develop Sales Activities: - Define Annual Budgets with local BU Managers - Coach 25 sales managers around the world: arguments & sales methods - Build sales offers for Key Accounts Customers >1M€ - Moving towards customers & teams on a monthly basis - Monthly reviews with regional teams (APAC, EMEA, NAM) Adapt Marketing & Expand Visibility: - Redefining Marketing offers for 4 markets - Develop Specific market Solutions in coordination with R&D - Manage all Marketing materials & Shows - Manage the Annual Conference: products demos, testimonials, plans Major areas: Europe (France, UK, Germany), USA, Australia Turnover responsability: 25M€/200M€ Subsidiary Direct report to CEO

Mission: Introduce, develop and promote company solutions on new vertical Develop Sales Activities: - understand specific needs & characteristics of the new vertical - sharpen sales message demonstrating advantages the solution bring to customers - identify, develop & maintain relationships with key stakeholders (key accounts, associations, lobbying) - manage & drive negotiations with Key Accounts - provide methodology on how to attack the new market - coordinate local prospecting activities, negotiation and deal closing with local teams - promote the solution during face-to-face customers meetings (presentation, demonstration) - attend tradeshows & conferences (speech in front of prospects, announcements) Support local teams activities: - train & support local sales teams on the new vertical - build & lead an expert sales community (meetings twice a year, share best practises, experience...) - give feedback on trends, major events & key success factors to Top Management - guide sales tools definition & implementation Turnover region: 1,5M€

Mission : Organize business development and EMEA operational marketing NAO robot on B2B market Manage the Business Development team: - Recruit, train and motivate a team of 3 Business Developers (key countries: France, Germany, UK). - Create a dedicated Business Development methodology (scripts, templates, arguments, objections) and process adapted to Business context - Ensure the team achieves and exceeds sales targets through pipeline management: develop new contacts, prospect identification and qualification (emails and phoning campaigns), leads follow-ups and deals closing. - Follow prospects with Sales team: create reporting tools (number of leads, acceptation/transformation rate, revenue contribution) - Drive the communication on leads and process defined with both Business Development & Sales team Coordinate EMEA operational marketing activities: - Define and follow EMEA directs & indirects (with resellers and distributors) marketing events: tradeshows, promotional campaigns (offers definition and establishment), trainings/seminars, conferences - Reporting of all marketing actions: events debrief, campaign performance analysis - Feedback to Marketing team including global and regional key success factors. Turnover responsability: 3,5M€

Mission : boost NAO robot Sales on B2B market. - Create and execute market development strategies for the Corporate & Academics markets. - Develop a strong pipeline of opportunities : emailing campaigns and phoning prospection. - Qualify and follow prospects with the Sales team, closing deals. - Research and propose EMEA advertising campaigns including print and online advertisements. - Find and develop relationships with value added resellers and distributors. - Cooperate with regional distributors to create specific marketing opportunities. - Feedback to Marketing team including global and regional key success factors.

Mission : NAO robot product management on B2B market (Academics & Corporate). - Create and maintain Marketing & Sales assets and didactic contents with partners. - Cooperate with R&D, Sales and Quality team to adapt the solution to Academics market. - Support Marketing/Media plan and contribute to turnover growth. Build a community space.