Based in La Rochelle, Rhéa Marine is a unique French shipyard, because since its inception, it has been inspired by the traditional aesthetics of local fishing "small boats": the coureauleurs.
What training, what diploma, what skills are needed for the position?
An apprenticeship in electricity and electronics that complements a commercial and sports curriculum
Guillaume Martineau started his career with a solid commercial training thanks to a G3 Baccalaureate, a BTS in Sales Force followed by a specialization in finance and internal communication. He completed his studies by sailing on a dinghy and then on a Class 8 one-design boat, as a top-level sportsman. As such, he participated in the 1992 European Championships.
His professional career began in the Canary Islands where he stayed for 8 years, a first year of odd jobs to then integrate a company of electronics and marine electricity, " The condition to join the company was to be the skipper of the owner's sailboat who owned a racing boat. Not speaking Spanish yet and not mastering English, the first trainings were a great experience with an international team: Dutch, English, Spanish and a Frenchy. We won the first regatta while the boat was often second to last. The owner, who is also the boss of the company, was happy and this victory generated an emulation in the company since part of the crew were also employees. "
At first, due to his lack of Spanish and English, Guillaume is a stock keeper which allowed him to know all the products and being close to the workshop, he was able to train technically. Training was furthered by the presence of personnel from the major marine electronics brands who came every year for the Atlantic Rally for Cruiser, a cruising race starting from the Canary Islands in which over 200 boats cross the Atlantic. "I was able to discover some fabulous cruising sailboat brands that I didn't know about."
" During my stay in the Canary Islands, in 1998, I set up my own company, because with the 8 other employees, we found ourselves without work, the doors of the company that employed us were closed, the locks changed. With the technical director, we joined forces, as I was assigned to the stock, I knew all the suppliers which allowed me to buy material installed by the ex-technical director, and to make us known, I made "boat to boat" to distribute leaflets of our company. In a second time, we obtained the representation of brands mainly of electronics and marine electricity internationally recognized. "
Guillaume and his associate have equipped many prestigious sailing boats with cosmopolitan crews that crossed the Atlantic with a simple request to the owner or skipper: send a postcard to tell how the sailing went. Satisfied with the performance of the 2 partners, word of mouth works thanks to the congratulatory messages and the business prospers and the 2 partners gain experience.
In 2001, back in France, Guillaume tried new activities not necessarily related to boating, but often in sales, to finally join Rhea in 2003, having fallen under the spell of a 750 Open. He gave his CV to the boss at the time, Bertrand Langlade, who didn't hesitate to hire him for customer service.
Highly strategic position for all boat builders in terms of product and service quality." Skills are developed through a lot of field experience "begins Guillaume, " During my stay in the Canary Islands, the most important technical problems were often related to the electrical installation by the use or the environment. The field experience is therefore essential and determining. "
Afterwards at Rhea, he learned to be more complete: " Except for mechanics where I just play doctor, I ask the client for their symptoms to direct them to the specialist.
When I joined Rhea, we were dealing directly with private customers, but since then we have developed a network. So I deal directly with boat owners and agents. Now, I'm more and more in contact with agents and I have direct access to private customers, and I direct them to our distribution network.
My career path has allowed me to get to know people better "concludes Guillaume.
What is the daily life, what are the responsibilities of this profession?
Technical contact with users and the distribution network
Guillaume's daily work is to be in contact with customers and agents. He is also responsible for finding out about technical problems internally to improve quality. " I am responsible for testing new boats to analyze and improve their behavior and performance. I am the technical referent. "
Another key aspect of the job was to ensure the handover of the boats. " I used to spend one to one and a half days with the owner to explain the boat to him, nowadays we only do handovers on large boats. I first present the boat at the electrical level. The boat works like a city, you have to manage electricity, water, waste... The owners must be aware of this. The next day, I question them. This particular moment creates a strong relationship with the boaters. "
What are the possible evolutions of this job? Remain the link between the market and the manufacturer
There are numerous developments in sales, purchasing, quality and training.
" Being a technical salesman," Guillaume spontaneously replies, "but the technical side must not dominate the sales side. There is a whole discovery process with each prospect or client that must not be neglected, and above all you have to be a good listener. "
The fact that he was in contact with end customers as part of the customer follow-up process enabled him to develop his listening skills and, thanks to the new communication tools, to be even more reactive and to continue to improve the perceived quality.
Another possibility of orientation could be product development and quality improvement, i.e.: equipment evolution, navigation behavior and improvement of the finished product.
And why not the function of buyer, an important position, the supplier/customer relationship is essential, working in partnership allows to adapt the assembly process, to decrease the number of warranty cases and to improve the purchasing conditions.
In any case, staying in touch with customers will be Guillaume's choice.
