- September 2019 – currently hold this position
Role: EMEA COMMERCIAL MANAGER AUTOMOTIVE & INTRALOGISTICS
Company: Assa Abloy Entrance Systems
Activity: Production and maintenance of automatic safety doors to integrate into machineries/lines
Key customers: OEM, System Integrators, Machine & Line builders
In-house counterparts: Sales team, marketing, custom design department
Main duties
- Drive EMEA profitability growth through a comprehensive and coordinated business strategy in targeted markets, by building and managing a dedicated international team of 8 people (30M € sales).
- Responsible for identifying and managing new sales opportunities building a depth understanding of clients’ needs anticipating future business opportunities.
Continuously evaluate business solutions (processes, tools, capabilities, etc.) and proactively propose
- initiatives to enhance competitiveness as well as to apply the existing offering to new growth initiatives.
- Manage the go-to-market strategy (pricing, segmentation, lead generation) coordinating the EMEA organisation in the accurate execution.
- Lead EMEA key account management strategyand program initiatives through Assa Abloy subsidiaries and business partners.
Role: Business Unit manager Italy & Member of the Italian board
Company: Assa Abloy Entrance Systems Italy
Activity: Production and maintenance of automatic safety doors to integrate into machineries/lines
Key customers: OEM, System Integrators, Machine & Line builders
Target markets: Automotive and intralogistics
Main duties
- P&L responsibility: ROI managements, costs efficiency, budget and final approval to new projects.
- Prepare sales force (Sales managers, Agents & Distributors) by conducting orientation to sales process and techniques. Set their KPIs introducing corrective actions if needed.
- Evaluate market conditions and competitor data to eventually re-adapt the on-going sales strategy (value proposition, pricing policy and sales channels).
- March 2012 – February 2015
Role: Business development manager (EMEA) & Head of lead generation team
Company: Nexans
Activity: Cables production for multiple industries (automation, military and subsea).
Main tasks
- Develop a prospects base by identifying, mapping and priorities those in target (digital marketing)
- Managing recruiting, objectives setting, coaching and performance monitoring of sales representatives and distributors
- Build and promote strong, longlasting customer relationships by partnering with them and understanding their needs.
- July 2009 – February 2012:
Role: Worldwide Sales Manager (Strategic areas: Africa & Middle East)
Company: Italian cable company (ICC) Spa
Activity: Production of low and medium voltage cables
Main tasks:
- Establish sales objectives by forecasting and developing annual sales quotas for regions and territories.
- Build relationships with existing clients to increase their current spent.
- Design and implement a strategic business plan that expands company’s customer base and ensure its strong presence.
Role: Export Area Manager (Europe and Balkans)
Company: Prysmian Spa (Pirelli Cables)
Activity: Production of electrical and fiber optical cables
Main tasks
- Ensure that the sales department works cross functionally with executives from other departments.
- Implementing an effective sales pipeline and lead tracking process.
- Establish and adjust selling prices by monitoring costs, competitors and demand.
Role: Export area manager (EMEA)
Company: Sireg Spa
Activity: Production of composite materials and industrial water treatment technologies
Main tasks:
- Provide technical assistant to ensure appropriate products are properly integrated into the project.
- Build partnerships to provide solutions that are beyond client’s standard product offering.
