Sales Performance Awards: Meet the Manager of the Year.

Alexandre Chevalier from Delsey (center), named Sales Manager of the Year 2014, flanked by Hervé Aulner from La Banque Postale (left) and Bruno Buffenoir from HP (right).

The Sales Performance Awards are a professional event organized annually by the Action Commerciale editorial team.

The goal is to highlight and reward the best initiatives of sales managers.

The verdict was announced last Monday, November 24. See the top three sales managers of the year.

Incenteev congratulates the three winners and introduces their projects.

The Gold Sales Performance Award for Manager of the Year was awarded to Alexandre Chevalier.

Alexandre Chevalier, European Sales Director at Delsey, the world’s No. 2 luggage company, had proposed a project focused on multichannel strategy.

While his brand is already very present on traditional channels such as multi-brand retailers and department stores, his challenge was to “develop a multichannel strategy in all European countries where Delsey is present.” To do this, Alexandre Chevalier nominated European key accounts, i.e., the French managers of each channel, who supported the country heads in implementing the missing channels.

He also set up an intranet to facilitate the sharing of strategic information.

The long-term goal of this project is to integrate digital into all channels.

The Silver Sales Performance Award for Manager of the Year was awarded to Hervé Aulner.

Hervé Aulner, Director of the Business Centers Network at La Banque Postale, is developing a relationship strategy based on personalized action plans per client.

Wishing to overhaul the relationship strategy to better satisfy his clients, Hervé Aulner asked his sales team to select about ten high-potential prospects to establish, on a case-by-case basis, a relationship and business strategy. His goal was to “strengthen the relational aspect of our client approach […] while placing people at the heart of my actions.” A challenge made even greater as Hervé Aulner had to evolve the role of managers towards more support.

To go further, they are now considering creating a uniform management tool and including action plans in a CRM.

The Bronze Sales Performance Award for Manager of the Year was awarded to Bruno Buffenoir.

Bruno Buffenoir, Vice President – General Sales Director of HP France, had a project to conquer SMEs, VSEs, and startups.

Realizing that this clientele offered the greatest potential, he decided to completely revise his commercial approach. In addition to creating a new catalog of offers adapted to the needs of VSEs-SMEs, Bruno Buffenoir invested significant human resources by creating a sedentary sales force of 15 people and opening six regional HP agencies to support resellers. All of this serves to announce HP France’s new positioning to potential clients and encourage certain resellers to embark on this venture.

Bruno Buffenoir succeeded in attracting the interest of several foreign HP subsidiaries. The model he implemented should therefore very soon extend beyond France.

Incenteev extends its congratulations to the three candidates. Congratulations on these excellent projects that focus on values dear to our team: human connection and digital innovation.