Frédéric ESTEVE

Current

South America Project Manager at Kathrein Mobilcom Brasil

Past

Marketing and Business Development for Brazilian market at 4T
Sales Account Manager for Public sector at Cogitis
Key Account Presales Engineer at Orange Business Services

Sales support Engineer at Altran
Development Assistant at French General Consulate of São Paulo – Brazil

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Education

Institut d'Administration des Entreprises
Ecole nationale supérieure des Télécommunications de Bretagne

Recommended

4 people have recommended Frédéric

Connections

62 connections

Industry

Telecommunications

Websites

Frédéric ESTEVE’s Summary

I work for more than 10 years for sales and business development, national and international accounts management and lead of associated projects.

I'm constantly looking for new opportunities of growth in France and Brazil, speaking also French, Portuguese and intermediate Spanish.

My skills :

-> Sales development and management of national and international client accounts France, Brazil and some South America :
* private sector : major accounts, small and medium companies; public sector : all regional administrations and public services
* targetting/prospection of clients, commercial proposal, negotiation, contract management
* follow up and development of business activity, seminars organization, partnerships setting
* competitive intelligence

-> Development and management of related projects :
* analyze, assess and define client needs and objectives
* select the right solution or the right suppliers then present them to the clients with the associated ROI
* project team set up and coordination
* schedule, deliveries and costs control following contract agreements

My vision of Business Development : the ability to really listen and understand client needs and objectives, then to synthesize quickly the context, and finally the will to convince, sell and implement the right solution. Skills of decision, innovation and organization.

Frédéric ESTEVE’s Specialties:

telecommunications, information technology, sales development, account management, business development, project management, consulting, brazil, france, south america, innovation

Frédéric ESTEVE’s Experience

South America Project Manager

Kathrein Mobilcom Brasil

(Privately Held; Telecommunications industry)

June 2008 — Present (1 year 2 months)

-> Market : Digital TV solutions : set top boxes for HDTV, Personal Video recorder, IPTV and VoD

-> Client : Major Digital TV operators in all South America

-> Missions :
* develop the company Business in South America along with the Sale Managers : prospection, commercial offers, representation at fairs, RFPs
* product set-up : define client needs then customize the Hardware, Software and design parts
* project management : schedule, tests, deliveries and costs control; international teams coordination
* Digital TV and IP convergence markets watch

-> Results :
* distribution of HDTV set top boxes for ISDB-T Brazilian Market
* prospection of the 2nd major Telecom and Digital TV operator in South America with complete tests of set top boxes solutions
* project implementation of a DVB-T specific solution for a major operator in Argentina
Marketing and Business Development for Brazilian market

4T

(Internet industry)

September 2007 — May 2008 (9 months)

-> Market : softwares for PCs and mobile devices : multimedia files synchronisation, automatic Web backup, customized collaborative work and viral marketing

-> Client : Telecom and mobile operators, IT VARs, medium and large companies

-> Missions :
* develop the company Business in Brazil : prospection, commercial offers, partnerships setting
* market the product to carry out its integration within clients infrastructures, services and portal (tests implementation)
* lead the competitive intelligence

-> Results :
* distribution contract with a major IT VAR
* member of Blackberry Alliance as a mobile service supplier
* tests on platforms with two major operators
* representation of the company at Sao Paulo International Telecom fair
Sales Account Manager for Public sector

Cogitis

(Telecommunications industry)

March 2001 — May 2007 (6 years 3 months)

-> Market: sales of strategic, organizational and technological Consulting missions
-> Clients : regional administrations and public services

-> Results :
* Objectives fully reached : turnover increase by 5% each year
* Budget of managed projects : from 100K€ to 1.5M€

-> Missions :
* Sales development and management
-- Portfolio of 40/50 client accounts
-- Define their needs in telecom/IT systems and strategy
-- Organize seminars, set up partnerships and develop new business offers
-- Lead the watch : IP networks/voice, wireless, softwares; market and competitors
-- Train new recruits on sales development; co-ordinate their activity

* Projects development :
-- Carry out Requests for Tenders; analyze suppliers responses
-- Present selected solutions; calculate their ROI
-- Lead the whole project team and implement project tools and structures
-- Carry out the management of multiple projects guaranteing contractual agreements on deliveries, costs and deadlines
Key Account Presales Engineer

Orange Business Services

(Public Company; 1001-5000 employees; Telecommunications industry)

January 1998 — March 2001 (3 years 3 months)

-> Market : sales of global data and voice networks
-> Clients : key accounts of banking, health, chemistry, oil and retail sectors

-> Results :
* Development and management with the Sales Manager of a portfolio of current clients and prospects totalling a 15 M€ turnover : increase by 15% each year
* Signature of the worlwide Telecom services contract for the Total company : 10 M€
* Set up of the unique product/services catalogue for the Carrefour-Champion retail group

-> Missions :
* Analyze/define clients context and needs, design and assess the technical solution
* Participate in the commercial proposal set up
* Negotiate with the customers then participate in the contract set up
* Co-ordinate the deal tranmission to the project team
* Lead the technological and competitive watch
* Train junior presales Engineers
Sales support Engineer

Altran

(Public Company; 5001-10,000 employees; Telecommunications industry)

November 1996 — December 1997 (1 year 2 months)

-> Market : sales of integrated data networks
-> Clients : small and medium French companies of industry and services sectors
-> Missions :
* Analyze/define clients needs
* Set up and validate the technical part of the commercial proposal
* Present the solution to the clients and the Telecom range of products and services
* Carry out the technological watch
Development Assistant

French General Consulate of São Paulo – Brazil

(Government Agency; 1001-5000 employees; Government Administration industry)

January 1995 — May 1996 (1 year 5 months)

-> Promote and develop the French Culture in Brazil
-> Missions carried out for the French Cooperation Services :
* prospect and convince sponsors to invest in the events
* organize and co-ordinate exhibitions and audio-visual festivals

Frédéric ESTEVE’s Education

Institut d'Administration des Entreprises

Executive Master's Degree , Business Administration , 2004 — 2006

Course outline : international finance and Economics, corporate strategy and entrepreneurship, marketing, human ressources and business law

Activities and Societies:

Business Plan definition with a-new-concept company, in association with 2 partners.
Ecole nationale supérieure des Télécommunications de Bretagne

French Graduate Engineering degree , Telecommunications , 1992 — 1994

Activities and Societies:

President of Foreign internships Association

Additional Information

Frédéric ESTEVE’s Websites:

Frédéric ESTEVE’s Interests:

Free and scuba diving, Yoga and running New technologies that bring people together Sporting and cultural stays in various countries : Portugal, Switzerland, Egypt, Morocco, Mexico, Argentina, Brazil