Stephane Sene
Division Manager, dextra
Further to my engineering degree from the ecole des Mines de Douai (France) where I had the opportunity to do some internships abroad (England, Vietnam) and for some famous companies (Renault, Procter and Gamble) and to spend my last year of study at the Ecole Polytechnique of Montreal (Canada), I came back to Vietnam as a Business manager.
For two years I have been the development manager of CW Singapore Rep office in HCMC before becoming the Chief Representative in January 2007.
This job allowed me to be in direct contact with various kind of companies (state owned, Joint Stock, Joint Operating, Private) and to handle the full commercial activity (prospecting, clarification, contract negotiation, order follow up).
I have then been hired by the french MPrime group to be send in the DCNS Singapore office to help them develop their oil&gas and civil marine business in Singapore and South East Asia during a one year mission.
Since the DCNS is a major WarShip contractor, it was totally new fields for them technical-wise and commercial-wise.
Therefore everything had to be started from zero.
Plus i also had to take into consideration the DCNS organisation and mindset which have only been used so far to work on major warship contracts.
So I had to help the DCNS in Singapore to improve their flexibility to adapt to a very competitive market while trying to find opportunities and niches.
I was therefore working with a great autonomy.
I have then for Manuchar in Hong Kong as international trader from september 2009 to May 2010.
Manuchar is a Global Logistics and Trading service provider specialised in raw material and chemicals.
My duty were to support and lead the development of the local distribution activities in India logistic-wise and commercial-wise.
As far, our activities in India are limited to CIF sales and sourcing for the rest of the group.
So it is a different mind set and organisation that need to be implemented in the local offices.
I also have started the CIF sales in Sri Lanka. Therefore i had to study the market and identify clients and according products to market Manuchar activities there starting from zero.
However in May 2010, Konecranes went to look for me to join them and help their development in SEA.
I therefore joined Konecranes in Malaysia where I supervise 3 offices. My main activities so far are to re-organised the company in a more efficient way, hire new staff, promote and develop the current staff in order to go back to growth path again in 2011.
308 contactsI am responsible for all the activities of Konecranes Malaysia:
- Management of 3 offices (Kuala Lumpur, Penang, Johor Bahru)
- Management of service and maintenance sales
- Management of the new equipment sales
- recruitment and development of the staff
- Management of the daily activities
- Reporting to the South East Asia Headquarter in Singapore.
2009 - 2010Development of Distribution Activities in India
Start of Activities in Sri Lanka
- Logistic: Development of warehousing and local distribution activities in India
- Commercial: Development of local sales in India. Support to local sales team
- Start of sales activities in Sri Lanka: identification of target clients and product to offer. First Sales after 3 months of prospection
- Daily Trading activities
2008 - 2009Hired by the MPrime Group (added value /consulting services provider (650 persons, 58M€ annual Turn Over)) to work for a one year mission in the DCNS group office in Singapore.
My task was to develop their Oil and Gas and civil marine business:
- identification of DCNS group and DCNS Singapore capabilities to be used in the Oil and Gas industry and marine industry
- identification of the targets (projects and clients)
- introduction of the capabilities to the targets
- regular visits
- preparation of the offers
Since the DCNS is totally new in these markets, everything has to be done. When I arrived they had nearly no contact and no idea of what they could. So it is interesting to develop from zero a new activity.
An intense networking and marketing job had to been done in order to promote DCNS outside the military activity.
I managed in a few months to get requests from various sizes and various subjects (supply, engineering, services). I prepared the offers that DCNS was interested in and submitted them to the various clients.
2004 - 2008----CW Singapore, procurement company (Ho Chi Minh City, Vietnam)
-Turnover 2005: USD 700 000 ex-work.
-Turnover 2006: USD 730 000 ex-work
-Customers: State-owned and private oil and gas companies (PTSC, Cuulonas, JVPC, Petrolimex, etc…)
State-owned and private industrial companies (Different workshops, Arkema, Nestlé, Unilever, etc…)
-Increase of the turnover with the Oil and Gas Companies (main target)
-Follow-up of customers (prospecting, RFQ clarification, contract negotiation, claims settlement, payment)
----PT Istana Karang Laut, Oil and Gas EPC contractor (Process and Metering packages) (represented by the above company in Vietnam)
-Turnover 2005: USD 225 000
-Turnover 2006: USD 630 000
-Customers: State-owned and private oil and gas companies
-Signature of the three first contracts in Vietnam (VietsovPetro)
-Follow-up of projects and customers (prospecting, bidding, contract negotiation and clarification)
2004 - 2004- May-September 2004: Trainee at the packing department of a plant of Blois (France)
Process engineer: Installation/improvement of the SMED system on two flexible shampoo lines, day to day following up of the production
2003 - 2003May-August 2003: Trainee at the painting method section of the plant of Flins (France)
- Preparatory project chargé d’affaire: Developing a strategy to increase productivity of a spare parts line. € 350 000 project.
- Determining of schedules of conditions, capacity calculations, working station designs, budget conception, and presentation of the project to the company managers.
2002 - 2002May-September 2002: Engineering Trainee in the Tay Ninh Sugar Factory (Vietnam)
Design, Fabrication, Installation, Commissioning of two small systems. Work under the factory management supervision.