{"id":12111,"date":"2021-02-18T11:26:30","date_gmt":"2021-02-18T11:26:30","guid":{"rendered":"https:\/\/www.cft-group.com\/nouvelle-organisation-des-ventes\/"},"modified":"2026-05-26T10:50:24","modified_gmt":"2026-05-26T10:50:24","slug":"nouvelle-organisation-des-ventes","status":"publish","type":"post","link":"https:\/\/www.cft-group.com\/fr\/nouvelle-organisation-des-ventes\/","title":{"rendered":"Nouvelle organisation des ventes"},"content":{"rendered":"&#13;\n<p class=\"wp-block-paragraph\">L\u2019ann\u00e9e 2020 n\u2019a pas \u00e9t\u00e9 une ann\u00e9e comme les autres, ce qui nous a donn\u00e9 l\u2019occasion d\u2019\u00e9valuer la mani\u00e8re dont nous pouvions encore am\u00e9liorer notre service aux clients et aux prospects.<br\/>De cette r\u00e9flexion est n\u00e9e la nouvelle organisation des ventes, bas\u00e9e sur le concept de Clusters.<\/p>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Un cluster est une \u00e9quipe de personnes charg\u00e9es du suivi commercial d\u2019une zone g\u00e9ographique sp\u00e9cifique, de la gestion et du traitement de toutes les demandes des clients et des projets li\u00e9s aux activit\u00e9s ALIMENTATION et BOISSONS, y compris toutes les plateformes technologiques du groupe CFT.<\/p>&#13;\n&#13;\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/www.cft-group.com\/wp-content\/uploads\/sites\/61\/2024\/02\/technology-platform-1024x354-2.jpg\" alt=\"Plateformes technologiques du groupe CFT\" class=\"wp-image-31000\"\/><\/figure>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Chaque cluster est dirig\u00e9 par un Regional Sales Manager, qui coordonne le travail des membres du cluster, deux Project Engineers (emballage et traitement), deux Sales Assistants (emballage et traitement), des Sales Area Managers pour les zones du cluster, bas\u00e9s en Italie et dans les filiales, et des CSM (Customer Service Manager).<\/p>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">La d\u00e9finition du cluster pr\u00e9suppose une organisation matricielle dans laquelle les Processing Project Engineers, les Packaging Project Engineers et les CSM d\u00e9pendent hi\u00e9rarchiquement de leurs responsables de l\u2019ing\u00e9nierie et de l\u2019apr\u00e8s-vente en ce qui concerne les plans de d\u00e9veloppement professionnel, l\u2019\u00e9valuation des d\u00e9lais, des co\u00fbts et des solutions techniques des projets propos\u00e9s.<\/p>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Le processus d\u2019\u00e9laboration de l\u2019offre suivra les \u00e9tapes suivantes\u00a0:<\/p>&#13;\n&#13;\n<ul class=\"wp-block-list\"><li>le Regional Sales Manager d\u00e9finit les priorit\u00e9s des activit\u00e9s sur la base des besoins du march\u00e9, est responsable des r\u00e9sultats obtenus et rend compte aux Directeurs commerciaux.<\/li><li>Le Project Engineer d\u00e9finit les solutions techniques, les d\u00e9lais et les co\u00fbts du projet et est responsable du respect des proc\u00e9dures sp\u00e9cifiques \u00e0 l\u2019\u00e9tablissement des devis.<\/li><li>Les commerciaux dans les filiales r\u00e9pondent aux directeurs de filiale en ce qui concerne leurs fonctions et leur encadrement, et, du point de vue fonctionnel, d\u00e9pendent du Regional Sales Manager de la zone g\u00e9ographique concern\u00e9e.<\/li><\/ul>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Nous estimons qu\u2019il est important que les ressources qui composent chaque cluster puissent b\u00e9\u00e9nficier d\u2019une rotation p\u00e9riodique, non seulement en fonction des besoins techniques et organisationnels de l\u2019entreprise, mais aussi pour favoriser leur d\u00e9veloppement personnel et professionnel.<\/p>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Nous sommes convaincus que cette m\u00e9thode de travail apportera rapidement de nombreux avantages dans les domaines suivants\u00a0:<\/p>&#13;\n&#13;\n<ul class=\"wp-block-list\"><li>Rapidit\u00e9 de r\u00e9ponse\u00a0: l\u2019\u00e9quipe de ressources constituant le cluster est autonome en termes de comp\u00e9tences et peut donc r\u00e9pondre plus rapidement aux demandes des clients sur la base de priorit\u00e9s d\u00e9finies par le Regional Sales Manager<\/li><li>Coordination\u00a0: tous les membres de l\u2019\u00e9quipe sont inform\u00e9s des appels d\u2019offres et des projets en cours\u00a0;<\/li><li>Qualit\u00e9 de l\u2019offre\u00a0: les membres du cluster collectent et partagent des connaissances relatives au march\u00e9, aux clients et aux concurrents afin d\u2019am\u00e9liorer la qualit\u00e9 de l\u2019offre sur les plans technique et commercial.<\/li><\/ul>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Enfin, la gestion des clients, qui sera assur\u00e9e par une \u00e9quipe pluridisciplinaire dont les r\u00f4les sont clairement d\u00e9finis\u00a0:<\/p>&#13;\n&#13;\n<ul class=\"wp-block-list\"><li>Regional Sales Manager\u00a0: g\u00e8re la relation avec le client d\u2019un point de vue commercial et coordonne les activit\u00e9s des Sales Area Managers des pays relevant de sa comp\u00e9tence.<\/li><li>Sales Area Manager\u00a0: g\u00e8re, d\u2019un point de vue commercial, les relations avec les clients dans sa zone g\u00e9ographique et rend compte de ses r\u00e9sultats au Regional Sales Manager concern\u00e9.<\/li><li>Sales Assistant\u00a0: aide le Regional Sales Manager \u00e0 pr\u00e9parer tous les documents commerciaux n\u00e9cessaires\u00a0;<\/li><li>Project Engineer\u00a0: d\u00e9finit les solutions techniques, les d\u00e9lais et les co\u00fbts du projet et est charg\u00e9 de la gestion du projet.<\/li><li>CSM\u00a0: suivent le client pour tout ce qui concerne l\u2019apr\u00e8s-vente, gr\u00e2ce \u00e0 un \u00e9change continu d\u2019informations avec le service commercial pour les nouvelles machines.<\/li><\/ul>&#13;\n&#13;\n<p class=\"wp-block-paragraph\">Le Regional Sales Manager est responsable de tous les aspects du projet\u00a0; le Project Engineer est coresponsable du respect des d\u00e9lais et de la satisfaction du client.<\/p>&#13;\n","protected":false},"excerpt":{"rendered":"<p>&#13; L\u2019ann\u00e9e 2020 n\u2019a pas \u00e9t\u00e9 une ann\u00e9e comme les autres, ce qui nous a donn\u00e9 l\u2019occasion d\u2019\u00e9valuer la mani\u00e8re dont nous pouvions encore am\u00e9liorer notre service aux clients et aux prospects.De cette r\u00e9flexion est n\u00e9e la nouvelle organisation des ventes, bas\u00e9e sur le concept de Clusters. &#13; &#13; Un cluster est une \u00e9quipe de [&hellip;]<\/p>\n","protected":false},"author":236,"featured_media":12112,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_cr_original_post":"","_cr_replace_post_id":"","_cr_replacing_post_id":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[5],"tags":[],"class_list":["post-12111","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classifiee","story-type-innovation-culture","topic-plus-dinfos"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.5 (Yoast SEO v28.5) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Nouvelle organisation des ventes - CFT 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