Etienne DECHERF: “I was given the opportunity to develop my ideas and grow within the company.”

“I sent an application on spec because I heard that VERGNET Group was hiring people to erect wind turbines in Canada. “The next day they called me in for an interview to install water pumps in Africa,” recalls Etienne DECHERF, Chief Sales and Operations Officer at VERGNET HYDRO. That was in November 2000, 20 years ago. And Etienne certainly doesn’t regret accepting an offer that opened the way to a stimulating and evolving career. A career during which he has witnessed a small team transform into a dynamic SMB with major growth on the horizon.

Etienne is a hydro-engineer (Grenoble INP – ENSHMG, now ENSE3). In 2000 he had just returned from a two-and-a-half-year stint with SAUR INTERNATIONAL in Mali as part of an overseas national service cooperation programme (CSNE). So his profile was exactly what VERGNET’s department dealing with water supplies in Africa was looking for. Etienne began as an Area Sales Manager in Togo, Ghana, Mauritania, Senegal and Guinea-Bissau. “That list of countries would grow over time, but, for 15 years, a metronome set the pace for my life: each month I would spend at least a week in Africa.”

“I have ideas and aspirations. I find people willing to listen to me.”

At the time, a VERGNET Group Area Sales Manager ran hydraulics projects from canvassing clients to installing equipment, as well as submitting bids for international tenders. “Coming to this as an engineer, I was very curious to discover the sales aspect of my job and my interest in this has grown. The company was extremely busy from 2000-2010, diversifying into drinking water conveyancing.” In 2009, Etienne was appointed to the post of Deputy Sales Director at VERGNET HYDRO, a subsidiary of VERGNET Group since 2004.

“The company allowed me to grow. I have ideas and aspirations. I find people willing to listen to me. I was given the opportunity to develop my ideas and grow within the company.” In 2011, Etienne became Sales Director of the firm. In 2014 he was involved when VERGNET HYDRO left VERGNET Group to become part of the newly-created ODIAL SOLUTIONS Group. In particular, he orchestrated a major expansion of his department which almost doubled from a staff of eight in 2011 to 15 in 2020, through more industrial structuring.

“My interest is constantly stimulated by the company’s strong growth […]”

“The most exciting challenge is that of bringing about change in the traditional role of Area Sales Manager.” VERGNET HYDRO’s Area Sales Managers had always combined sales and technical skills to be able to run projects from start to finish. The more specialised “new generation” Area Sales Managers concentrate on the sales side to ensure they are really in tune with clients and the market. Once a deal is made, they then pass the project over to a Bids and Projects Officer. The Chief Sales and Operations Office (CSO) now oversees four Area Sales Managers and five Bids and Projects Officers.

In 20 years, Etienne hasn’t had time to get bored at VERGNET HYDRO. “My interest is constantly stimulated by the company’s strong growth – the workforce has tripled in 20 years. I am just as keen to support its development and structure as ever. Our African partners are also growing rapidly. We are positioning ourselves in new markets (energy, solar power and private contracts etc.) 2020 is a year in which our growth has speeded up. I am more motivated by our project than ever!”