Laurent van Hamme

Diverse management positions including VP Pricing worldwide for Orange Business Services (voice, data, IP, applications). Development of new pricing strategies and incentive programs. Cross product positioning for over 140 countries. Support for large deals, call for tender, transfer pricing. Negotiation. Specification, development (Force.com) and implementation of innovative pricing tools (Peer Pricing™), linking price performance to sales incentives. Pricing segmentation and clustering.

From the definition of strategic sales operation plan to the implementation and the management of the full CRM suite (Salesforce™), including Salescloud and CPQ. Marketing automation.

Leadership of a pan-European CRM implementation program in over 18 countries. Change management and transformation programs. Various positions such as VP CRM for a large telco (B2C) with a multi-million dollar customer portfolio and Europe Sales Operations Director for a B2B service company. Sales Effectiveness Director for a Software / SaaS company (top 10).

Sales peformance and reorganization. Best practice implementation. Sales Strategy.

Extended marketing experience in high-tech, telecom and services. International product development for OBS voice and carrier product lines, implementation of new distributor channels for a high-tech company in Silicon Valley, implementation of high speed DSL services for a national carrier and full reshape of value-added product and services for a B2B construction and service firm. Held various VP Marketing positions in France and abroad.

In close relation to CRM, management of various sales team profiles, inside, outside sales and large account sales representatives. In France and other countries in Europe. Yearly objectives, redefinition of their weekly agendas for a better control of the sales funnel, from new lead generation through marketing automation, to lead nurturing and qualification, portfolio and pipeline management, negotiation and deal closing. Building new sales training, negotiation dynamics (with INSEAD), principles of persuasion. Incentive schemes linked to price performance and yearly objectives.

Instrumental in initiating and leading several projects such as web customer portals, online ordering processes through dedicated extranet portal, IOT, customer loyalty online programs, management of after sales services in and off-line. E-commerce projects. Nominated for the best new e-commerce site of the year 2009 (FEVAD) and one of the 10 best original e-business models for 2010 (Journal du Net).

Support to large-scale and international organizations leading transformation programs, project management and change management. This can cover salesforce effectiveness, value-added services, IOT, new customer relationship management, customer interactions, corporate communication, brand positioning, pricing and incentive plans, account management...