Andrea Vecchione

Strategic Business Leader with solid experience in Commercial Management, Sales and Marketing, over 20+ years in the Medical Devices industry – Cardiovascular (Interventional and Structural Cardiology), Pain Therapy, Movement Disorder (Parkinson, Epilepsy), Gynecology, General Surgery, and Wound Care. To create high-performing, agile, and customer-focused organizations across multiple and fast-changing business environments. To develop new business models and adjust organizational structures to respond to market changes.

To build a positive and pleasant environment where people are delighted and motivated to work, where they can achieve their goal and the company goals.

Business Manager at STORZ (2022-01 – Present)

Strategic P&L accountability role: Management of the full Business: General Surgery, Gynecology, Neurosurgery, ENT. Team consists of 3 Area Sales Managers, 1 Product Manager, 2 Application specialists, 8 Dealers and 18 agents. Restructuring of the sales force with the objective in 2026 of having a direct sales force (employees), allowing the Company to reduce costs, increase the GP by 20 points, and greater direct focus on the Business.

• Strategic P&L accountability role: Management of the full Business: General Surgery, Gynecology, Neurosurgery, ENT
• Team management: 3 Area Sales Managers, 1 Product Manager, 2 Application specialists, 8 Dealers and 18 agents
• Restructuring of the sales force with objective in 2026 of having a direct sales force (employees)
• Objective to reduce costs, increase GP by 20 points, and greater direct focus on Business

Area Sales Manager Gynecology at STORZ (2021-01 – 2022-01)

Area Sales Manager for Gynecology division managing revenue and gross profit improvement.

• Increase revenue vs PY 35%
• Improve GP 5%

Sales & Marketing Director at Medinat (2018-01 – 2020-08)

Sales & Marketing Director responsible for setting up and motivating the sales force on Italian territory. Contributed to launching new projects in Oncologic Business and organizing the right sales team.

• Set up and motivate the sale force on the Italian territory, to growth 2018 vs 2017 of 9%
• Increase 13% of Operating Margin
• Contribute to launch new project in Oncologic Business, defining target, customers, create a strategy to achieve goals
• Recruiting and organizing the right sales team

Business Unit Manager Italy – Neuromodulation Division at ABBOTT (2016-01 – 2018-01)

Business Unit Manager for Neuromodulation Division in Italy. Redesigned the team, splitting the business into two separate lines: Pain Therapy and Parkinson line with dedicated teams. Improved P&L by working on top-line and managing costs.

• Redesign the team, splitting the business into two separate lines: Pain Therapy and the Parkinson line with dedicated teams
• Improved P&L by working on top-line, increasing ASP of products with new agreement with dealers and customers
• Reduced number of managers by optimizing resources and managed samples and consignment costs
• Growth revenue 2017 vs 2016 of 14%
• Improve 71% of EBITDA vs PY
• Successfully launch new product in Pain Therapy (Burst-DR), allowing Italy to be the second country in EMEA for sales

Regional Sales Manager - Cardiovascular Division at ABBOTT (2009-01 – 2016-01)

Regional Sales Manager for Cardiovascular Division. Built strong relationships with clients, involved them in clinical activities. Changed part of sales team by replacing Sicilian distributor with new agents and introducing employees in Rome.

• Built strong relationships with clients, involving them in important clinical activities
• Changed part of the sales team by replacing the Sicilian distributor with new agents
• Introducing employees in Rome
• 2009-2014 best performed territory Abbott, total revenue increase 28%
• Increase DES market share from 22% to 43%
• 2015 Achieved the plan for the successful launch of TAVI

Area Sales Manager - Wound Care Division at Johnson&Johnson (2006-01 – 2008-12)

Area Sales Manager leading a team of 7 sales representatives and 3 agents in Wound Care Division. Managed Alternative-care and established relationships with National and local Pharmaceutical Distributors.

• Lead motivate and inspire a team of 7 sales rep and 3 agents
• Gave the region the opportunity to achieve all company goals
• Managed Alternative-care, established relationships with National and local Pharmaceutical Distributors
• Best Team in Italy 2007-2008 (four areas in Italy)

Area Sales Manager - Gynecologist and Urologist Division at Johnson&Johnson (2004-01 – 2006-12)

Area Sales Manager for Gynecologist and Urologist Division. Created a high-performing team capable of working together as a single entity towards company goals, achieving EMEA recognition.

• To become the first team in EMEA, created a team capable of working together as single entity towards the company goals
• Created a compact group able of rejoicing and suffering all together
• 2005 Best Team in EMEA
• 2004, 2005, 2006 Best Team in Italy (two areas in Italy)

Product Manager - Gynecologist and Urologist Division at Johnson&Johnson (2001-11 – 2004-01)

Product Manager for Gynecologist and Urologist Division. Main activities included building Marketing Plan at Country level, Product forecasting, Warehouse Management, new product launching, managing National Conferences, and market analyses.

• Building a Marketing Plan at Country level
• Product forecasting and Warehouse Management
• New product launching
• Managing National Conferences
• Qualitative as well as quantitative analyses of the Market and competitors
• Cost analyses
• Creating Tools to support sales force and training sales force
• 2002 Contribution to launch new product in female Incontinence Diagnostic System best Country in EMEA in revenues

Sales Specialist - Gynecologist and Urologist Division at Johnson&Johnson (1998-01 – 2001-11)

Sales Specialist for Gynecologist and Urologist Division in Naples.

• 2000 Best Sales Specialist Italy

Certificate in Chemistry – Università Federico II di Napoli (1990 – 1995)

Course in Analytic Marketing – Bocconi University (2004-01 – 2004-06)

Course in Coaching Mentoring – Bocconi University (2016-01 – 2016-06)