Sylvain MATHIAS

Evaluator
DISC Type : dsc

Regional Commercial Director South America at Air France-KLM

São Paulo, Brazil

Overview

Sylvain Mathias is a 20-year veteran of Air France-KLM, currently leading commercial operations in South America from São Paulo. His expertise in delivering on commercial KPIs was honed across leadership roles in the Middle East, Asia, and Europe. He holds a Masters degree from emlyon business school.

He was part of the corporate strategy team that monitored the initial synergies between Air France and KLM right after their merger.

Personality Overview

Thorough Evaluator

Fast But Analytical

Hard To Convince

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Experiential Marketing
Recently launched an immersive, sensory brand activation for KLM in São Paulo to showcase international destinations and engage the public in an innovative way.
Airline Commercial Growth
Has a long history of delivering on commercial KPIs and managing large revenue streams for Air France-KLM in diverse international markets like the Middle East and South America.
Team Development
Publicly celebrates his team members' achievements and expresses support for professional development programs like The Dutcham Orange Academy.

Media Appearances

Air France‑KLM announces Sylvain Mathias as new Commercial Director for South America. Featured in Aeroflap

See Now

Work History

8-2023
Regional Commercial Director South America at Air France-KLM
8-2021 - 7-2023
Regional Commercial Director Middle East at Air France-KLM
8-2019 - 7-2021
Regional Commercial Director Near East at Air France-KLM
1-2006 - 9-2006
Corporate Strategy Department at Air France

Education

2006 - 2008
Master's degree from emlyon business school
2004 - 2005
BA with Honours from Cardiff University / Prifysgol Caerdydd

More Information

Social Presence :

Prographics :

Exp : 6 Location : São Paulo, Brazil Job Level : Mid-senior Designation : Regional Commercial Director South America at Air France-KLM
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Insights For Selling To Sylvain

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sylvain is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Sylvain

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Sylvain move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Sylvain take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Sylvain

Personality Compatibility


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