Benjamin Lanier

Lead Strategy, Marketing & Market Intelligence activities, working closely with Sales to translate market and competitive intelligence into commercial priorities, customer positioning and business development opportunities.
• Define and support commercial strategy through market segmentation, competitive intelligence, customer analysis and 10-year launch market forecasts.
• Support Sales teams on prospects and commercial campaigns, providing market insights, competitive positioning and strategic input to customer approaches and offers.
• Contribute to the development of Arianespace's commercial offering and value proposition in response to evolving customer needs and competitive dynamics.
• Engage with customers and prospects through commercial discussions, workshops and industry events.
• Led the end-to-end implementation of the commercial CRM, including requirements, data model, processes, budget, planning and deployment.
• Lead cross-functional initiatives involving Sales and other internal teams.

Member of LeCab’s Executive Committee, recruited, structured and led a 5-person sales team, supporting the development and transformation of the company’s B2B commercial activity.
• Recruited, structured and led the sales team, defining objectives, sales processes, account segmentation and pipeline management.
• Developed and managed strategic B2B accounts, including Air France, Total, Booking.com, Allianz and Thales.
• Structured commercial processes and CRM parameters to improve pipeline management, customer follow-up and sales execution.
• Drove customer acquisition and business development across the corporate segment.
• Contributed as an Executive Committee member to broader company priorities and decision-making.

Co-founded and developed the company through the full entrepreneurial cycle, from creation to exit, combining commercial leadership, B2B development, brand repositioning and digitalisation, growing the business to approximately €700K in annual revenue with a 24% margin.
• Led sales and business development, contributing to 30% sales growth and a 20% improvement in conversion.
• Developed the B2B/corporate segment, expanding the business beyond its core leisure customer base.
• Drove a major repositioning of the company, including a new brand identity, redesigned website and evolution of the customer proposition.
• Designed and implemented management tools and digitalised the customer proposal process.
• Built a strong base of repeat customers, representing approximately 60% of clients.
• Contributed as co-founder to the company’s strategic development and transformation through to its sale.

Member of the France Executive Committee, leading Sales & Marketing activities for a business representing approximately €130M in annual sales, with a 12-person team.
• Led the French Sales & Marketing team and business development activities across corporate accounts.
• Built and managed an €84M sales pipeline, strengthening new business opportunities and commercial discipline.
• Contributed to a 5% improvement in margin through stronger commercial management and focus on profitability.
• Managed key customer relationships and complex commercial negotiations.
• Worked cross-functionally with management and operational teams to align commercial priorities, customer needs and delivery capabilities.

Chaired Star Alliance France, coordinating the local representation of the alliance and its member airlines.
• Coordinated the French committee of member airline General Managers.
• Supported joint commercial and marketing initiatives in the French market.
• Coordinated the implementation of joint projects across participating airlines.

General Manager for Austrian Airlines in France & Benelux, with responsibility for a €90M P&L and a 17-person team across four countries, covering sales, marketing and business analysis, alongside functional oversight of airport operations as the airline’s legal representative.
• Full P&L responsibility for France, Belgium, the Netherlands and Luxembourg, representing approximately €90M in annual revenue.
• Led a 17-person international team across sales, marketing and business analysis functions.
• Held functional oversight of airport operations and acted as Austrian Airlines’ legal representative in the market.
• Defined and implemented local business priorities and market development initiatives in coordination with Austrian Airlines headquarters and Lufthansa Group.
• Managed relationships with key customers, travel partners and strategic accounts across the region.
• Led the local implementation of Austrian Airlines’ integration into Lufthansa Group, including organisational and commercial changes and the transfer of approximately 70% of employees to Lufthansa structures.
• Represented France & Benelux within Austrian Airlines’ international General Manager network.

Managed B2B and corporate sales for Air China in the French market, delivering +15% business volume growth and working closely with the airline’s headquarters in Beijing.
• Managed and developed corporate and key account relationships across sectors including aerospace, aviation, energy and public institutions.
• Managed Air China’s relationship with selected accounts under Star Alliance Global Corporate Agreements, including Safran, within multi-airline and multi-point-of-sale frameworks.
• Developed sales through the travel agency and B2B distribution network, including strategic agreements with distribution partners.
• Supported the local implementation of Air China’s integration into Star Alliance, contributing to joint commercial initiatives.
• Organised major Star Alliance B2B events in France targeting the travel agency and corporate market.
• Worked closely with Air China’s Beijing headquarters on corporate accounts, market developments and commercial initiatives.

• Designed and managed tailor-made and packaged travel projects for China, from needs analysis and quotation to commercial follow-up and customer relationship management.
• Led a 15-person group on a three-week trip across China.
• Delivered cultural presentations and conferences on China.

• Identified, assessed and screened candidates for executive positions across the Hong Kong and China markets.
• Supported business development, acquiring new clients and expanding relationships with international companies.

• Supported the French Consulate during the SARS outbreak, including the creation of a database of French nationals living in Shanghai.
• Managed civil registry and notarial documentation and assisted members of the French community in Shanghai with administrative procedures.