Laurent is one of our KAMs (Key Account Managers), specialising in high tech. His job is to build a partnership with our clients and to support them on a daily basis over the long term. Let's go and meet him!
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Hello Laurent, to begin with, what is your background and experience?n 30s ?
I started my professional career as a salesman in a discount household appliance chain in Lyon. After a few years I became a manager. I then joined Bose, when the brand decided to launch its own shops in France. I had the chance and the opportunity to evolve as a shop manager and then as a regional manager, until the brand decided to close all its shops worldwide. I recently joined SIG as KAM. It has been just over six months now!
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What is your job?
The job of KAM - to try to summarise in a few words - is the privileged link between the client and the field. It involves meeting the client's specifications, while playing a managerial and operational role with the teams. It also involves ensuring financial and accounting control in order to monitor the profitability of the mission.
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But tell us... How do you go from industrial to service provider?
When the Bose adventure came to an end, I wanted to stay in the same business, namely hi-fi, because I am a music lover! Unfortunately, there are very few brands that distribute under their own name. And anyway, I was too attached to the brand to go back to a competitor.
Choosing a provider was a challenge for me. I knew that I had to adapt constantly and that flexibility was required. The approach is also different, the brand becomes a client and we are at its service. I also really liked the principle. Finally, the fact that Bose trusts SIG was a big factor in my choice.
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What made you want to join SIG?
I wanted to continue to develop and progress in my role as a manager. I saw SIG as a great opportunity to explore environments other than retail, with the aim of discovering other brands while working differently.
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What do you like most about your job?
I am very concerned that the teams feel confident in their mission. This is how they can give their all to achieve the objectives set. I like to play the role of coordinator and make sure that we respond to a problem with a solution. Finally, what I like most is working in a team and constantly challenging myself to deliver the best.
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Who do you work with on a daily basis?
I work with all the operational teams at the head office in Vélizy and with the field teams.
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How do you see SIG as a partner in helping brands to develop their sales and marketing performance?
I think SIG has a responsiveness and adaptability that is far superior to brands. In my opinion, this makes all the difference. I have seen this in my daily work and through my teams. The short reaction time and the speed of execution show our ability to manage and handle problems. This is due both to SIG's long experience in service provision and to the good work and commitment of the teams. We make ourselves available and listen to our customers: they are very sensitive to this. This relationship of trust is a strong basis for developing results.
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What are the challenges of your job?
You need to be well organised. When you are managing several assignments at the same time, you may not have enough time. It's all about being available for your teams and your client at all times.
We must also be able to understand and satisfy the customer's needs. This is what will make the customer decide to renew their trust in us, for example by signing a new contract.
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What do you think are the priority issues for brands in the coming months?
For the high-tech brand that I support, the past year has been rather good in terms of results. It is one of those brands that took advantage of the health crisis to see its results increase significantly. This year, the brand's mission will obviously be to do as well. In fact, we will be expected to execute our product launches well and to provide perfect service on a daily basis, always with an eye for detail. It's about doing even better this year.
More generally, brands believe in a close relationship with retailers. They continue to invest more and more in sales forces to establish themselves throughout the country, in order to increase their visibility, create relationships with points of sale and develop their turnover. This is necessary to reach the greatest number of consumers.
Thank you Laurent for sharing! To be done again, this time with an anecdote? 😉
