Olivier Pichon-Varin
Sales Strategy & International Business Development.
Freelance international business development consultant based in Paris and Normandy, I help companies define and implement their export strategies and support their growth in France and across Europe.
Mission
I work with industrial companies to expand their international presence. Together, we design your export strategy and take tangible actions to turn your ambitions into long-term results.
What
My goal: to help you implement an international sales model that is agile, efficient, and tailored to your company and target markets.
The challenge: structuring and managing international direct sales development, strengthening your commercial performance, and enhancing your company’s visibility abroad.
I also work with sales teams to challenge their approach, optimise sales processes, and identify new growth levers — such as partnerships, key influencers, and professional networks.
For whom
I help industrial SMEs expand internationally, with a focus on Europe and the UK.
Acting as an outsourced sales director, I design clear and effective export strategies adapted to each company’s capabilities.
Each initiative is practical, measurable, and results-oriented — making export a true driver of long-term growth.
Turn international expansion into a sustainable and achievable growth opportunity for your business.
How
My approach is built around three complementary phases:
1. Diagnostic & Scoping: analysing the current setup, identifying growth opportunities, and evaluating challenges related to direct international sales.
2. Strategy Design: providing practical recommendations on your sales model, distribution approach, and customer relationships.
3. Action Plan & Implementation: developing a detailed roadmap and supporting the launch of initial pilot actions.
Beyond this framework, I assist companies in:
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Structuring and managing international direct sales, focusing on end-user industrial clients.
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Improving sales performance through consistent, measurable, and results-driven monitoring.
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Challenging and restructuring existing sales teams when needed.
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Enhancing international visibility and market credibility.
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Developing and activating new sales and distribution channels, including partnerships, professional networks, and industry advocates.
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Designing a clear, operational export strategy aligned with your ambitions and target markets.
Methodology
OUTBOUND CALLING
Using qualified prospect databases (500–800 contacts per country).
Clients meetings & visits
Several-day trips featuring factory visits and live product demonstrations.
Trade fairs
Participation in industry exhibitions and professional networks in target countries.
referral programme
Systematic recommendation process with your clients who have subsidiaries in foreign countries.
Prescription
Identification and engagement of local prescribers
digital campaigns
Proposing and executing targeted LinkedIn campaigns, email campaigns, and webinars together with the marketing department to engage key industrial audiences.
wEBINARS
Conducting multilingual webinars supported by client case studies and testimonials.
SEO / SEA improvements
Analysis and recommendations of strategic keywords based on products, markets, and countries.
Results
Results within 3 months
Key deliverables I commit to providing:
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A European direct sales model: structured, profitable, and easily replicable.
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Internal upskilling on managing international sales operations.
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Enhanced mastery of customer relationships and margin-based profitability.
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Seamless integration of digital tools into your commercial strategy (CRM, automation, multichannel prospecting, etc.).
Performance indicators monitored together
Based on your objectives, we define and track key KPIs to measure commercial progress and team performance:
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Number of client/prospect meetings.
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Growth of the international sales pipeline and number of quotes issued.
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Inclusion in major accounts’ supplier platforms.
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Follow-up and engagement rates via email and phone with existing clients.
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Performance of international prospecting campaigns (emailing / phone).
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Number of responses to tenders.
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Participation in B2B trade shows and events.
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Volume of qualified leads from target countries (networks, events, field prospecting, etc.).
Success Stories
Constructeur commercial dans l’industrie – Activités et expertises
Développement commercial international :
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Prospection et prise de rendez-vous pour des entreprises européennes auprès de partenaires et clients internationaux.
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Mise en place de bureaux commerciaux et showrooms à l’étranger (ex. Allemagne) pour renforcer la présence locale.
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Pilotage de transitions commerciales, notamment à la suite de distributeurs, et mise en place de suivi micro pour les futures implantations dans des marchés ciblés.
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Accompagnement d’une entreprise en Roumanie pour rencontrer des acteurs industriels internationaux et identifier de nouvelles opportunités de partenariat.
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Développement de relations commerciales au Royaume-Uni, avec adaptation aux spécificités du marché et suivi de projets industriels internationaux.
Organisation et promotion d’événements professionnels :
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Conception et coordination de salons internationaux dédiés à des secteurs spécifiques, tels que l’aéronautique.
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Participation à des salons étrangers, échanges avec institutions et consulats pour le développement des relations commerciales internationales.
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Mise en place de stratégies de e-procurement avec des partenaires internationaux.
Communication et outils digitaux :
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Pilotage de la communication B2B en Europe via LinkedIn et autres outils professionnels (Sales Navigator, CRM).
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Formation commerciale à l’international pour les équipes internes sur l’usage stratégique de ces outils.
Recherche et analyse stratégique :
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Études de marché et analyses de potentiel pour l’expansion internationale.
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Identification de partenaires, distributeurs et projets adaptés à la stratégie de développement à long terme.
Résumé de positionnement :
Acteur clé du développement commercial international, j’accompagne les entreprises industrielles dans leur expansion, de la prospection à la mise en place opérationnelle sur de nouveaux marchés, en combinant stratégie, organisation d’événements, communication digitale et gestion de partenariats, avec une expérience concrète sur les marchés roumain et britannique.
About
Olivier Pichon-Varin
With 20 years of experience in export business development and managing distribution networks across Europe, I support companies in their international growth: from defining their commercial strategy to operational implementation.
My approach combines strategic vision, operational rigor, and adaptability to international markets, turning my clients’ ambitions into tangible and sustainable results.
Expertise: growth strategy, key account negotiation, implementation of industrial and SaaS solutions.
References: LVMH, Accor, Carrefour, Airbus, Netflix, European Commission.
Working languages: French, English, Spanish.
Sectors: Industry, B2B, SaaS, FMCG.
