E&M and our people
In the spotlight: Technical Sales
In this column, every month a different VP within E&M puts a colleague or team in the spotlight with an unexpected visit. This month, not one but two VPs, namely Derk Nieuwenhuijze, VP Technical Sales & Commercial Performance, and Marcel Kuijn, VP Sales Europe, put Clement Guivarc'h in the spotlight.
Within E&M, the Technical Sales Team is responsible for the commercial development and sales of technical services and products. They maintain customer relationships and provide customised solutions in the field of maintenance, repair and overhaul (MRO). In the coming years, they'll continue to contribute to KLM E&M's growth by turning technical expertise into commercial successes and customer-focused solutions.
Over the past year, Clement Guivarc'h - as Technical Sales Director this team - has been busy with various projects. He was instrumental in winning three major contracts for the 787 components last year, with customers such as Hawaiian Airlines, Air Canada and Air Europa. These contracts are crucial to KLM E&M's growth. In doing so, Clement was instrumental in successfully completing challenging negotiations. His commitment and drive ensured that these prestigious clients are now part of KLM E&M's portfolio.
In his daily work, Clement acts as the connecting factor between the Business Unit, the sales regions and other stakeholders. He ensures that opportunities in the market are seized and translated into successful customer proposals. When a client submits a Request for Proposal (RFP) or informal request, Clement works with the team to put together an appropriate proposal that both meets the client's requirements and promotes KLM E&M's interests. In doing so, he knows how to strike a balance between customer focus and competition in a demanding market.
Why does Clement deserve the spotlight? According to Derk and Marcel, Clement deserves the spotlight because of his extraordinary ability to lead complex negotiations successfully. He works as a Frenchman within a mainly Dutch company and knows how to adapt perfectly to the Dutch culture and requirements of his environment. His determination, keen insights and ability to represent KLM E&M's interests have led to significant commercial successes. ‘Clement has dedicated himself fully to our organization and was essential in winning these contracts,’ said Derk and Marcel. For these reasons, they proudly put Clement in the spotlight.
