Serge Megazzini
Executive Interim Management
● Overcoming challenges
● Delivering expertise
● Driving transformation
Sales Leadership,
from craftig strategies
up to their execution
Overcoming challenges
My interim management services empower my clients to resolve their commercial challenges and achieve their strategic objectives in terms of growth, transformation, integration or execution.
By leading and carrying out their commercial transformation projects and strategic initiatives, I provide them with pragmatic and effective solutions as well as decisive operational support.
My expertise is built on extensive B2B management experience, developed during my career in family-owned companies and international corporations, notably in the automotive supply industry, throughout which I have consistently progressed, taken on increasing responsibilities, and delivered significant results.
Delivering expertise
Strategic Planning
Enabling sustainable growth through the identification, development and deployment of adequate top-down and bottom-up strategies.
Business Development
Achieving business development goals by the consolidation of the core business and the development of new customers and market segments.
Financial Performance
Strengthening strategies as well as commercial and contractual negotiations in acquisition, lifecycle management and claims resolution.
Sales Operations
Optimizing commercial structures and competencies to ensure autonomous execution of the strategy and the achievement of the objectives.
Driving transformation
Drawing on solid international experience, I effectively lead multicultural and interdisciplinary teams by taking into account and valuing their differences as well as those of their customers. This allows me to create a collaborative environment conducive to collective performance.
Based on sales leadership and transversal management principles, I motivate the employees to carry out their projects consistently and to improve their practices.
Through high commitment, transparent communication, dedicated support and transfer of know-how, I help teams
increase their contribution to the achievement of the objectives
and organizations
to
maximize and consolidate the results generated.
Anticipation x Networking x Leadership
= Impact ³
Sales excellence is the cornerstone of profitable growth. It is founded on the art of effectively influencing business development and consists of understanding needs, establishing trust and persuading customers to choose your solution over that of your competitors.
It involves three essential dimensions that are too often neglected:
Anticipation
- Identifying customer needs and requirements early,
- preparing proactively appropriate solutions,
- carrying out relevant strategic and tactical actions,
- convincing customers before they have initiated their decision-making processes.
Networking
- Reaching all relevant stakeholders in all the departments concerned, at all pertinent levels, at customers, business partners as well as internally,
- developing and constantly nurturing a strong network of relationships.
Leadership
- Motivating multidimensional (multi-disciplinary, multi-cultural, multi-generational and multi-hierarchical) internal and external stakeholders,
- steering decisions in a responsible manner and driving success.
Sales excellence is a discipline that requires a structured set of skills, behaviors, attitudes and processes working in synergy to generate sales performance.
The combination of anticipation, networking and leadership is a decisive lever for influencing and accelerating sales success.
Assessing the requirements for commercial transformation
An initial analysis provides and
assessment of strengths, weaknesses and potential improvements. It consists of conducting interviews with all parties concerned (executive management, all members of the sales department, leaders of the other departments), analyzing processes and KPIs, and reviewing specific business cases as well as lessons learned:
- Management strategy: top-down strategy, organization, delegation of authorities, business process management (BPM), forecasts, continuous improvement, ...
- Commercial impact: influence on sales tasks, skills, resources and efficiency, influence on market segments, sales channels and customers, influence on top-down strategies through bottom-up strategies, influence on value propositions / differentiation strategies, influence on customer relationships and satisfaction, influence on the pipeline and acquisition of business opportunities, influence on pricing and commercial conditions, influence on negotiations and claim management, ...
- Interdisciplinary collaboration: driven by the sales as well as other departments.
- Collaboration tools and their degree of digitalization: enterprise resource planning (ERP), customer relationship management (CRM), product introduction management (PIM), businesss intelligence & analytics, sales planning, product configuration and quotation, project management, contract management, customer portals, marketing & communication, reporting, ...
The analysis leads to the definition of the objectives, content and timelines of the commercial transformation project prior to its implementation, consistent with a selection of priorities.
Turning of challenges into commercial opportunities
Since 2018, the industry has faced a series of disruptions and crises, forcing many companies to focus the majority of their resources on resolving immediate operational issues.
The reactive approach often resulted in the detriment of the development and execution of medium- and long-term strategies. As a result, many organizations have seen their competitiveness eroded, making them more vulnerable to substitution in an increasingly dynamic and competitive market.
As an interim manager, I provide a neutral and objective perspective, operational expertise and proven practices to help companies meet these challenges. Improving positioning, potential and commercial performance enables a recovery of profitable growth.
My mission is firmly rooted in the Kaizen culture: problems are opportunities.
My background in brief:
25+ years
International Business Development
incl. 15+ years
Executive
Management
incl. 5+ years
Interim
Management
My most recent clients:
I am member of the DDIM
The DDIM (Dachgesellschaft Deutsches Interim Management e.V.) is the leading association for professional Interim Management in Germany. It is dedicated to the public acknowledgment of the profession and continuous growth in the sector. For this purpose, DDIM defines professional standards, promotes quality assurance and supports knowledge transfer among its members. A DDIM membership is an evidence of quality and competence in Interim Management.
The B2B Challenges logo is inspired by an analogy between interim managers and mountain guides. Much as a team wishing to conquer a difficult peak relies on the experience and leadership of seasoned mountaineers, companies facing complex challenges call on interim managers to provide guidance and support.
The three mountains symbolize the different levels of challenge that organizations can face. The progression of their size reflects their increasing complexity, while the gradient from grey to blue represents the transition from uncertainty to clarity.
Let’s get connected!
You would like to exchange ideas and engage in constructive discussions about the commercial objectives and challenges that are most important to you?
Whether you’re seeking new perspectives, searching solutions, or want to explore how my expertise can help you achieve your goals, I’d be delighted to connect with you.
Your success is my top priority, and I would be delighted to offer the guidance and support you need to turn your vision into reality, transform your aspirations into concrete actions and ensure your goals are achieved.
