• Sviluppo mercati, vendite, marketing, pricing, analisi profitability CRM management

March 2015 – To Date Pirelli – Moscow – Russia Automotive BUSINESS DEVELOPMENT AND SALES DIRECTOR REGION CIS (RUSSIAN FEDERATION) BU CAR, MOTO AND TRUCK

·         Developing and overseeing the implementation of the company's  strategy

·         Effectively communicate strategy and solutions to the platform team, as well as senior management

·         Continuously communicate and coordinate with Marketing/Project Management & Senior Management about account activity, industry trends and sales opportunities

·         Build and maintain effective relationships with key customers through individual revenue contribution

·         Ensure that qualitative and quantitative service performance goals and metrics are in place within the Business Development team

·         Drive the entire sales process including: meetings, RFP, negotiating, closing, and advising during execution

·         Responsible for Seeking out and directing new customers and sales opportunities, initiating action plan to advance and procure new business for the company.

·         Develop and maintain an operating environment in which proper quality controls for execution, accuracy and timeliness of work are practiced and consistently measured

·         Expert in Developing, managing, and nurturing new business partnerships and accounts to accomplish volume and profit goals

·         Developing and implementing quarterly and annual sales programs, plans, and policies for every sales managers.

·         Ensure that customers receive the highest quality and most cost effective service and support, working with Marketing, Project Management, Tech Support, Management, and others as needed

·         Performs related activities as directed and takes responsibility for personal development.

·         Design, identify & explore new technologies that will result in process improvements

·         Ensure that we assemble a team to support the new business line that is the industry

·         Experienced in conducting successful business negotiations

·         Generating new business, maintaining existing accounts, and increasing sales and market share through the use of various channels.

October 2013 – February 2015 Pirelli – Shanghai – China Automotive Head of Sales and Marketing APAC (ASIA-PACIFIC) BU Truck Manage 55 Human Resources – achieve countries (China, Asean and Pacific) sales targets – Network development and reorganization of commercial network for Wholesale, Retail e Franchising channels. Duties and responsabilities:

·         Devising and deploying all sales objectives and goals across the company, including sales targets and budgets preparation.

·         Developing and implementing quarterly and annual sales programs, plans, and policies for every sales managers.

·         Integrating and aligning sales plans with available processes, IT systems, talent and other areas in order to increase the capability and success of sales force.

·         Managing the performance and activities of the entire sales units, including account managers, regional managers, and staff.

·         Creating training and development programs for sales managers.

·         Giving final authorization on all sales appoint decisions.

·         Conducting analysis in order to manage performance levels of sales against market developments and corporate objectives.

·         Developing and implementing reseller agreements, distribution strategies, and other sales opportunities.

·         Planning and executing business show appearances.

·         Creating product segmentation strategies wherever needed to maximize trade opportunities across different sales channels.

·         Maximizing work relationships with key wholesale and retail partners.

·         Developing, managing, and nurturing new business partnerships and accounts to accomplish volume and profit goals.

·         Communicating brand identity internally to pertinent key business collaborates, business units, and the customer support.

·         Exploring and growing the client account list, dealing incoming leads and ending sales.

·         Seeking out and directing new customers and sales opportunities, initiating action plan to advance and procure new business for the company.

·         Updating the organization on changing online marketing trends so that the organization can prepare and regulate plans accordingly.

July 2011 – September 2013 Pirelli SpA – Milan – Viale Sarca 222 Automotive Business Development Manager Sales & Aftersales (CEE) – Eastern and Central Europe – BU Truck Manage 20 European Human Resources – achieve sales targets – Network development and reorganization of commercial network for Wholesale, Retail e Franchising channels. – performance monitoring – manage customer satisfaction / customer care, CRM management – Plan training and coordination of the sales force – create marketing plans for areas of expertise – analysis supply and optimization of range and assortment of products – launch of new products on the market

January 2010 – December 2011  Pirelli SpA – Milan – Viale Sarca 222 Automotive Area Manager Sales & Aftersales (North Area) – Italy – BU Truck Manage 9 Human Resources  – reach sales goals – develop and reorganize the sales network – monitor performance – manage customer satisfaction / customer care, CRM management – plan and coordinate sales force training – implement marketing plans in the areas of competence – Analysis supply and optimization of the set and range of products – launch of new products on the market – communication planning – support the sales force – support to Sales Management – Sales performance analysis – product analysis – coordination of all relations with all business functions involved in the launch of new products (sales, logistics, etc..) – brand promotion and communication and organization of events at regional level

January 2005 – December 2009  General Motors (Opel) Srl – Rome –  Piazzale Dell' Industria, 40 Automotive Business Development Manager Sales & Aftersales (North Area)  Achieve sales targets (cars) – allocate production on dealers – development and reorganization of the sales network – monitor the profitability of the dealers – manage customer satisfaction / customer care, CRM management – plan and coordinate sales force training – implement marketing plans for areas – Analyze supply and optimize the set and range of products – launch of new products on the market – communication planning – support the sales force – support to Sales Management – define and organize the layout of the points on sales for the retail network business – plan the short, medium and long term aims to develop new products and new business initiatives – operational marketing – sales & performance analysis – product analysis – coordination of all relations with all business functions involved in the launch of new products (sales, logistics, etc..) – brand promotion and communication and organization of events at regional level
 

January 2004 – December 2004 HTS GROUP Holding – Florence – not in activity Automotive
Sales Executive Director Italy after-sales and after market Manage over 15 million euro turnover – acquire, develop and manage sales throughout the national territory of the original parts  through sales agents and manage executive customers.

January 2000 – December 2003 Ford Motor Company Italy Spa – Rome – Via A. Argoli, 54 Automotive Sales & Aftersales Area Manager Manage over 20 million euro turnover – Program and allocate the production on the dealers and subsequent monitor sales – analyse prior and subsequent implementation of action plans aimed to identify critical areas of dealer partners in field sales – Define and implement marketing plans for areas of competence – Analyse and optimize the offer range and the set of products – Launch of new products on the market – plan promotional strategies – Support sales force – Support Sales Management in business development, market and customers – Define and organise the layout of retail points of the sales network – Customer Support – Coordinate all relations with all business functions involved in the launch of new products (sales, logistics, etc..) – Manage relationships with external suppliers – Personnel management Area – Organise events and training of business seminars
Results: Creation and start-up and launch of new partners dealers and organization preview of the Focus C-Max as implementation of the sales and marketing strategies in the segment C.

January 2000 – October 2000  M.s.x. International Italia Srl – Pomezia (Rome) – Via Del Mare, 42 Automotive Customer Service Product Manager Verify and apply new approaching models aimed at maximizing customer satisfaction and profitability and sales – Customer Service Management – sales performance
 

January 1998 – December 1999 KPMG S.p.A. – Zurich (CH) – Headquarter – Badenerstrasse, 172
Consulting Business Management Consultant Audit and consulence activities in the areas of management control and financial analysis for economic development of the business
 

Education and training

01/2004 – 12/2004 Master in Marketing and Logistics in Large Distribution S.O.G.E.A. Scpa – Genoa Marketing and Logistics

01/1999  – 12/1999 Master in Financial and Business Administration (MBA equivalent) Scuola Normale Superiore – Pisa

06/1989  – 08/1989 09/1991  – 07/1998 Business Administration

English language course – Level Advanced

Anglia School – Plymouth

Professional english

Degree in Economics – Business Administration and Mathematics

University of Genoa

Business Administration 110/110 with Honour

Personal skills and competences

Mother tongue languages

Italian and French

Other languages

English

• Reading skills Fluent

• Writing skills Fluent

• Verbal skills Fluent

Spanish

• Reading skills basic

• Writing skills basic

 Chinese

• Reading skills basic

• Writing skills basic

• Verbal skills basic

Other skills and competences

Competences not mentioned above.

·         Good knowledge of communication tools, consolidated by the management of external relations and training of the sales force for the transformation of the working group in a team working.
·         Habit to work closely with the organizational reality of a multinational group and family business environments
·         Excellent knowledge of operational tools (Windows, Internet Explorer, Outlook, Excel, Word, Powerpoint, Access)
·         Continuous professional development (courses of specialized corporate communications, marketing and professional sales )