Thomas Plaza

Je suis Directeur Commercial avec 6 ans d'expérience à piloter des organisations commerciales complexes en environnement B2B compétitif.

Chez Carrier Commercial Refrigeration, j'ai pris en charge l'ensemble de l'activité France — 20M€ de portefeuille, une équipe de 15 personnes — et livré une croissance de 60% du CA en YoY, en remportant 75% des appels d'offres internationaux sur des comptes stratégiques comme Carrefour ou Leclerc. J'ai également structuré de nouveaux canaux de distribution qui ont généré 3M$ de revenus additionnels en 2025.

Ce qui me caractérise : une vraie curiosité pour les environnements nouveaux, une capacité à apprendre vite, et un goût prononcé pour la vente consultative à forte valeur ajoutée. J'ai évolué dans plusieurs secteurs — retail, start-up, industriel — et chaque transition m'a rendu plus polyvalent et plus efficace.

Aujourd'hui, je cherche un nouveau challenge commercial, idéalement sur des périmètres multi-pays, où le français est un atout, et où la complexité du produit ou du marché est une opportunité plutôt qu'un obstacle.

Bilingue français / anglais — ouvert aux opportunités en France et à l'international.

Sales Director France at Carrier Commercial Refrigeration (2020-01 – Present)

Responsible for the sales activity & strategy of refrigeration for food retail application, business value of 20M€ in France.

• Led and scaled a national sales organization of 15 people, steering a 20M€ business portfolio and delivering 60% YoY revenue growth, exceeding sales targets by 15%.
• Owned strategic relationships with global food retail key accounts (Carrefour, Leclerc..), winning 75% of international tenders and securing long-term growth opportunities.
• Defined commercial strategy and developed new go-to-market channels (dealers), generating an additional $3M in revenue in 2025.
• Sponsored new product development initiatives (design-to-cost), achieving +€2M in incremental revenue uplift.
• Implemented Salesforce CRM governance to enhance pipeline visibility, forecasting accuracy, and sales performance tracking across the team.
• Built and led sales forecasting, owning country-level IDP (Production Plan) and delivering monthly executive sales & financial reviews at EMEA management level to ensure reliable revenue visibility and alignment with industrial planning.
• Drove disciplined cost management for improved sales efficiency and safeguarded P&L performance with integrated margin growth of 5pts YoY.
• Established and structured an external shared-services team in Morocco to support the business team.

Business Development Manager at WAW (2017-01 – 2020-12)

Managed a team of 4 in a start-up organization focused on new business acquisition.

• Defined business plan for the French market (channel, resources, budget & marketing material).
• Oversaw and defined pricing strategy & internal ROI to boost sales resulting in +20% sales the first year.
• Coordinated the marketing strategy for brand development (service providers and suppliers).

Category Manager at Carrefour (2016-01 – 2017-12)

Handled client relationships and worked on sales strategies.

• Managed the product assortment, including selection, pricing, and promotion to optimize sales and profitability (wine & spirits).
• Setting and achieving financial targets, such as sales and margin goals, for the category.
• Analyzed data to phase non-performing SKUs, reallocating resources to support high-growth products and increasing overall category performance.

Master's degree in Marketing & International Trade – Paris School of Business (2014-01 – 2016-12)

Bachelor's Degree in Marketing & International Trade – University Paris-Est Créteil (2012-01 – 2013-12)