Nicolas Viard

At Cryolor Group, developed 40 MEuro of sales in 30 countries thanks to a dream team of 22 sales reps and 20 agents or distributors. Member of the Executive Management Committee : - Responsible for sales in Europe, Russia, MEA, Asia including Japan and Americas. - Development and enhancement of business relationships fostering existing and new business and heightened awareness of the Cryolor Group. - Direct management of the Sales Executives in France, USA, India and Singapore. - Responsible for Marketing Operations and Communications. Reporting to Group CEO. Development of new offers in terms of services provided and product lines involving connected tanks and trailers and client’s operations and ecosystems. Development of the small scale LNG Market in Europe with large key accounts including Shell or Engie delivering 20% of the sales in 2016 vs 3% in 2011. Development of new geographies including USA, Canada, Mexico,China, Japan, Australia and Iran delivering 10% sales in 2016. Responsible for direct Sales in Russia, France, South America delivering 25% of the sales. Key Account Manager for Air Liquide. Project Manager for large RFQ's including offer set up and deployment. Stakeholder of the Sales and Operations Planning process for operations in France and in India. Monthly sales forecast and demand planning over 18 months. Set up of the budgeted top line supporting the corporate strategy and market context on a quarterly basis. Administrator of the CRM systems (SFDC), reporting system (Qlickview),Corporate website and Client extranet (DotSpirit). Organization of international conventions, trade show and events in Asia, Europe and USA.

Construction of 30 plants (70 MEuros) per year invested by Air Liquide to produce industrial gases including nitrogen, oxygen, CO2 and hydrogen. Projects executed with EPC model : - Managed a team of 45 project managers and specialists located in France and in Poland. - Projects constructed in Russia, Nordics, Poland, Bulgaria, Germany, UK, Greece and Turkey. - Member of the Zone Investment Project Review Team as the engineering representative. Setup and roll out of a new Operating Model for turnkey project execution in Europe with EPC governance rules and procurement model involving European and local Air Liquide Affiliates Procurement's team. Setup of standard design and engineering procedures to mitigate risks and improve project efficiency. From 2009, 80% of the project (compared with 30% in 2008) were delivered with overruns below 3% and on time. Roll out of behavioral safety visit (BSV) to enhance safety awareness and risk mitigation during site work and construction. No lost time accidents reported during 2009-2011 with 80 plants delivered. Development and roll out of a cost control procedure and system to forecast and control project costs for engineering hours (40 000 hours) and purchasing of services and equipment (80% of budget). Set up of interface with the European ERP (SAP).

Management of a spend of 650MEuros and 20 industrial and healthcare categories in Europe amongst which ADR transportation / installation & maintenance services of industrial gases or equipments / parts / consumables required by operations. Direct management of a team of 7 category managers and a functional management of 25 buyers in Europe. Setup and deployment of a direct procurement policy defining the European "Responsible Accountable Consulted Informed (RACI)" matrix for each category. Achieved 23% savings of which 12% was cost cutting. Project manager for the Road Care Project aiming at standardizing contracts for dangerous goods transportation in Europe with 15 affiliates, enhancing safety and quality. Achieved 30% cost cutting and avoided another 15% of costs in 2007. Deployment in Europe of the Group Safety Policy for procurement of critical equipment and services. Set up of qualification and audit process for 150 critical suppliers in Europe and Asia. Set up of sourcing strategy (Go East) to address qualification of new vendors for hard goods in China. Achieved 15% cost cutting delivered in Europe.

Development of $10 MCad sales in USA and Canada with industrial information technologies integration and operation services. Integration of Manufacturing Execution Systems, Historian, Scada in metal fab and food plants. Management of a team with of 5 sales engineers. Reinforcement of business synergies with Air Liquide Contracts set up with Alcoa in Quebec for rolling mills management, with Kraft to roll out a worldwide statistical process control system, with Brascan Brookfield to set up a system to forecast hydropower prices. Contract with Air Liquide Canada to design and operate a web portal for customers to have a real time control of gas consumption. Promotion of industrial asset tracking systems in North America. Deployment and roll out of the RFID tracking solution for Air Liquide Gulf Coast Customers.

Creation and management of the business unit dedicated to the development and deployment of Industrial Information technologies for 45 Air Liquide affiliates including Japan and North America. Main technologies covered comprise telemetry for cryogenic tanks, tracking of cylinders, truck delivery optimization, process control and remote management of stand-alone plants. Direct management of a team of 30 IT engineers and project managers. Functional management of 60 projects managers based in 35 affiliates. Increased sales of IT hardware and services by a factor of 10 between 1995 and 2000. 2 patents for digital connectivity of cryogenic tanks to secure on time delivery. Development of a real time management solution for power consumption of large Air Liquide plants in Europe through the connection of energy providers' power meters. Still in operation today. Design and industrialization of a solution to connect 15 000 cryogenic tanks with customers (web and smartphone access in 1998) and Air Liquide Operations and ERP. In charge of the development, industrialization and set up of the supply chain to deploy the solution for 35 affiliates in 2000. Development and industrialization of gas cylinder filling control systems deployed in 25 affiliates and 120 fill plants. Design and deployment of an optimizer for bulk and cylinders deliveries through partnering with a third party and in house technologies. Interfaces with telemetry and ERP. Deployment in Europe, Asia including Japan and North America. Development of the RFID tracking solution for 20 000 gas cylinders in industrial, healthcare or electronic operations. Partnership with third party for RFID chips technologies. In 2000, developed and integrated systems in more than 100 stand alone plants installed at customer sites and operated by Air Liquide to manage alarms, efficiency and billing.

Development of technical offers involving cryogenic technologies at -190°C for food, pharmaceutical or industrial markets in Europe. Management of a team of 3 process engineers in France (1988) and 7 in Germany (1992). Completed 400 customers projects generating 50 MEuros of annual gas sales in 1995. Granting of 4 US patents covering cryogenic freezing process and new equipment. Development in 1995 of connected cryogenic equipments allowing a performance commitment for the freezing of food products and the chilling of powdered products such as flour or wash powder. 4 contracts signed in Europe. Design and industrialization of standard spiral, vibrating or composite belt cryogenic freezer as alternative to conventional freezers. This offer enabled the signing of 30 new installations still operating in Europe.