Michaël FABIAN
ㅤ
36 years old
Driving License
Barcelona, Spain
Professional Status
Employed
Open to opportunities
TheFork, a TripAdvisor company
Barcelona, Spain
2018
to 2022
4 yrs 4 mos
Sales Manager France & Italy
Aug 2020 - Dec 2022 · 2 yrs 5 mos
Manager, in charge of leading a team of Inside Sales Reps dedicated to the French & Italian markets.
▸ ➡️Taking the lead of ALL the Inside Sales Reps for the French market
▸ Including in my scope Italian second cities
▸ Supervising highly demanded restaurants focus strategy
▸ Coaching other internal organisations such as UK Reps and Italian Reps based in Milan
▸ Proactively improving changes in current processes on Salesforce with SalesOps team
☑ Keeping the contact with my Reps during the lockdown
☑ Carrying on the reduction of the workforce by 80% during FY21
☑ Succesfully united 3 different teams in one
☑ Implementation of remote work and flexible hours with success
☑ Successfuly managed 11 Inside Sales Reps + 1 Team Leader
☑ 9 Reps hired (for both FR and IT teams)
☑ Maintained good results despite the pandemic (FY21: Territory achievement: 127% vs target)
☑ Accumulated knowledge about Italian market: culture, areas and local processes
Sales Manager France
Sep 2019 - Aug 2020 · 1 yr
Manager, in charge of leading a team of Inside Sales Reps dedicated to the Southern area of France.
▸ Recruiting and onboarding newbies, helping Reps with career development, managing performance & compensation reviews, identifying low performers
▸ Assigning areas according to market priorities, put the right people on the right territories
▸ Monitoring: reports on key metrics (opportunity creation, event, convertion rate), call stats
▸ Improving productivity with coaching sessions (role play, workshops), active shadowings and individual coaching with low performers
▸ Building team and individual routines:
ㅤ- Weekly scheduled team meeting focus on results, charts, forecasts of expected results, people recognition, motivating & inspiring
ㅤ- Weekly scheduled 1/1 to report on individual results such as pipeline status, conversion rate, productivity and clear (written and verbal) communications
☑ Successfully managed 8 Inside Sales Reps in direct report (without Team Leader)
☑ Emergence of best achievers within the team
☑ 10 Reps hired (for both South AND North Inside Sales teams)
☑ Exceeded North Inside Sales team with team achievement of 117% after 6 months
Inside Sales Representative France
Sep 2018 - Aug 2019 · 1 yr
In charge of developing Restaurant offer in France at Thefork.
▸ Prospecting new business through cold calling & e-mail marketing
▸ Qualifying targeted prospects & identifying key decision-makers
▸ Managing assigned pipeline using advanced Salesforce features
☑ Overachieving monthly Sales targets: 135% vs target (top performer France 11 months in a row)
☑ Successfully developed Strasbourg, and opened new cities (Clermont-Ferrand, Grenoble and Saint-Étienne)
☑ In charge of contacting the nominated Chefs for the very 1st TheFork Awards
Company website