August 2016 – Today  – BECKER AVIONICS GMBH GERMANY

Key Account Manager (Defence, Civil)

Jan 2016 – June 2016 – CIBRED SUD SRL ITALY

Business development Manager (Defence, Civil)

Jan 2014- Dic 2015             UHP MICROWAVE AND RF SRL ITALY

Principal Consultant Sales Specialist

Feb 2011 – Dec 2013         ELETTRONICA SPA . ITALY

External Relations Manager

Feb  2010  – Jan 2011        ELETTRONICA SPA . ITALY

May 2008 –Jan 2010          NORTHROP GRUMMAN ITALY

BUSINESS DEVELOPMENT MANAGER – (Defence, Navigation Systems)

October 2006 –April 2008  SELEX ES ITALY

International Sales Area Manager (Defence and Public  Sector)

October 1999 – September 2000  SELEX ES ITALY

Professional Summary
I’m an engineer with extensive experience in Aerospace Systems gained at major market-leading multinationals (SELEX ES SPA, Northrop Grumman Italia SPA, Elettronica SPA and Becker Avionics Gmbh).
I was assigned to the commercial department for several years, where I made full use of my communication skills and target oriented mindset in order to form and consolidate relationships (managing key customers and acquiring new customers), as Account Manager working with major customers in the public sector (Ministry of Defense – Segredifesa, MIUR, French MoD,
Polish MoD and Morocco MoD) and as Sales Specialist operating on domestic and foreign markets.
My profile is completed by my brief but significant experience as Business Development Manager, developing my analytic skills and potential for strategic vision, supporting the BD Director during the analysis, tracking and development of commercial opportunities and review of business in Morocco, Norway, Poland, Chile and UAE. 

Career History
August 2016 – today – BECKER AVIONICS GMBH GERMANY
Key Account Manager (Defence, Civil)
Reporting to the Sales Director. In charge of handling the assigned Key Customers portfolio based in a specific area (France, Italy, Switzerland) and of developing commercial strategies for the accreditation, development and sales development of the company’s product portfolio consisting of high value solutions for Communications, Navigation and Surveillance systems.

Remit focus on
Developing new business opportunities for the supply of company systems, defining Sales and Marketing strategies in order
to identify, explore and offer the company’s systems and win market share from competitors. As sales management advisor,
in charge of tracking new opportunities and providing support for the business review used to test the budget and prepare a
recovery plan. Customers: Leonardo Aerospace, Sabena Technics, French GN, Pilatus Aircraft, Thales Air System.

Main achievements:
• Acquired new purchase orders from French Gendarmerie, Thales Air System, Pilatus Aircraft ltd and Leonardo
Aerospace Division.
• I have acquired and managed new orders for the supply of intercom systems with NH90 helicopter use, ATR72
aircraft and AW101 helicopter by Leonardo Aerospace.
• I have received an order for the supply of intercom systems with KA350 aircraft for use by Sabena Technics,
• I have received new orders from Pilatus Aircraft for the supply of communication and surveillance systems for PC7
aircraft use.
• Management of the supply contract for ADF systems (Automatic Direction Finder) with use of TECNAM P2006T and
PT2010 aircraft,
• I have received orders from Leonardo Elicotteri for the supply of Communication and Navigation systems for A109
Trekker helicopter use.

Jan 2016 – June 2016 – CIBRED SUD SRL ITALY
Business development Manager (Defence, Civil)
Reporting to the General Manager, in charge of domestic market (including MMI, FINCANTIERI, FINMECCANICA, VITROCISET,
TELESPAZIO and TIM customers) for marketing and business development activities involving high technology products. In
addition, involved in acquiring new customers (expansion towards new areas and customers).
Remit focusing on:
Developing new business opportunities for the supply of company systems, defining Sales and Marketing strategies in order
to identify, explore and offer the company’s systems and win market share from competitors. As sales management advisor,
in charge of tracking new opportunities and providing support for the business review used to test the budget and prepare a recovery plan. 
Main achievements:
• Organized a Cibred Sud state of the Art equipment presentation to Elettronica SpA Management.

Jan 2014- Dic 2015 UHP MICROWAVE AND RF SRL ITALY
Principal Consultant Sales Specialist
Sales Specialist and Principal Consultant at UHP MICROWAVE AND RF SRL (spin-off of the electronic engineering department
at Tor Vergata University) acting as a free-lance professional offering project based consultancy to companies operating in
the defence, electronics and medical sectors.
Main achievements:
• Acquired several design and development projects that allow employing university students.

Feb 2011 – Dec 2013 ELETTRONICA SPA . ITALY
External Relations Manager
Reporting to the Vice President External Relations & New Markets Promotion, in charge of external relations with institutions
and for accreditation, development and commercial promotion of high value solutions in new markets and for researching
funding options in Italy and in Europe.
Remit focusing on:
Finding new forms of funding in the EU by monitoring institutions based in Italy (Segredifesa, Prime Minister’s Office, the
Foreign Ministry, the Ministry of Education, Universities and Research, APRE – the Agency for the Promotion of European
Research, and the Regional Govt. of Lazio) to support Research and Development spending and find new business
opportunities in new areas, further to the Lisbon Treaty for Defence and Security
Main achievements:
• Acquired funding for the development of solid state quantum cascade laser to be used on electronic defence
systems
• Participated in the ‘National Plan for Military Research’ enabling the funding of new technology developments,
mainly linked to cyber defence

Feb 2010 – Jan 2011 ELETTRONICA SPA . ITALY
International Sales Manager
Reporting to the Sales Director. In charge of handling the assigned customer portfolio based in a specific area (North Africa)
and of developing commercial strategies for the accreditation, development and sales development of the company’s
product portfolio consisting of high value solutions.
Remit focusing on:
In charge of customer sales: analysing needs, submitting complex solutions (products, services, solutions), coordinating and
managing the development process and expanding the perimeters of existing business by identifying and defining industrial
and commercial partnerships, negotiations and solving administrative and financial issues with responsibility for the profit &
loss account.
Main achievements:
• Restored business relationships with the Royal Military Airforce of Morocco requiring the use of specialist resources,
the supply of equipment according to a contract for the supply of spares parts (achieving 150% budget) for the
technological upgrade of CSAR aircraft, exploiting the company’s consolidated presence in the area and my
relationship with the customer. The negotiations led to a strategic logistics contract given the form of supply.
• Won a contract for the Electronic Warfare avionics systems with Agusta Westland and the end customer based in
Algeria.
• Contract with FINCANTIERI and Orizzonte Sistemi Navali for the EWS of Algeria naval platforms
• Won an order for the supply of Electronics Warfare ground systems with the MoD of Egypt.

May 2008 –Jan 2010 NORTHROP GRUMMAN ITALY
BUSINESS DEVELOPMENT MANAGER – (Defence, Navigation Systems)
Reporting to the EUROPE Business Development Director. In charge of a customer portfolio (including SELEX ES, ENAER,
OGMA, PZL SWIDNIK – AGUSTA WESTLAND, PZL MIELEC – SIKORSKY, and THALES) for marketing and pre-sales activities
involving high technology products. Initially involved in acquiring new customers (expansion towards new areas and
customers). Also supported the Global Business Development Director for penetration in new markets (NORTH AFRICA).
Remit focusing on: 
Developing new business opportunities for the supply of company systems, defining Sales and Marketing strategies in order
to identify, explore and offer the company’s systems and win market share from competitors. The role coordinated the
engineering teams in order to offer challenging solutions based on integrated defence systems. As sales management
advisor, in charge of tracking new opportunities and providing support for the business review used to test the budget and
prepare a recovery plan.
Main achievements:
• Gained several new contacts in new areas leading to the acquisition of contracts for navigations systems with the
Polish Ministry of Defence, despite the drive by competitors, and increasing the overall value of orders. Completed
complex negotiations with this customer because of the confidentiality of the information to be handled (weapons
systems specifications and integration with the inertial navigation system).
• Proactively involved in promoting a IMU (Inertial Measuring Unit) for Northrop Grumman Italia, based on SELEX ES
on board radar systems for export markets. The negotiations were difficult due to the tough competition in-house
(the IMU was to replace the corresponding LN200 produced by the mother company but hard to export to sensitive
countries) and from external companies, promoting the product on the field and assessing business opportunities by
means of Business Plans.

October 2006 -April 2008 SELEX ES ITALY
International Sales Area Manager (Defence and Public Sector)
Reporting to the Sales Director. In charge of handling the assigned customer portfolio (WZL 2, PZL SWIDNIK, BUMAR,
ENAMOR, LOT, and AVIATION SERVICES) and the commercial strategies for the accreditation, development and submission of
solutions and services in the company’s portfolio with the most added value.
Remit focusing on:
Handling operations involving the customer: analysing needs, submitting complex solutions (products, services,
Communications, avionics systems for Navigation and Identification), coordinating and managing the business perimeters
and safeguarding business development and expansion by identifying and defining industrial and commercial partnerships,
negotiating transactions and administrative issues, profit & loss responsibility.
Main achievements:
• Finalised an important deal with WZL 2 (reaching 150% of the budget), for the technological upgrade of the Polish
Airforce (new business), benefitting from the partnership with a HW supplier and organising several workshops at
domestic and foreign venues in order to promote the added value of our product compared to the competition.
• Promoted and closed the deal for the supply of avionics systems for Communications and Identification in Albania by
focusing on the items already sold to the customer and our relationships with other companies already working in
the area.
October 2000 – September 2006 SELEX ES ITALY
Avionics Business Unit – in charge of handling operations in France, Poland, Czech Republic and Slovak Republic
Reporting to the regional manager. In charge of managing the assigned customer portfolio (WZL 2, PZL SWIDNIK, EUROCOPTER)
Remit focusing on:
Managing customers, analysing needs, submitting solutions designed for upgrading the customer’s fleet based on the
identification of needs, managing the technological assets, and submitting solutions designed for the customer. Analysing,
taking part in bids, and monitoring technical and commercial proposals, interacting with the sales and deliveries teams,
taking part in events to promote products and product planning.
Main achievements:
Proactively involved in meeting targets (reaching 150% of the budget) by focusing on the expertise and quality offered to
customers, leading to the acquisition of several contracts for the supply of avionics systems in Italy (upgrade of MB339 PAM
aircraft), France (upgrade of RESCO aircraft), Poland (upgrade of Mig29 and Su22 aircraft) and Germany (NH90 helicopter
program).

October 1999 – September 2000 SELEX ES ITALY
Hired as Area Sales Manager in the newly formed Avionics BU, I edited the commercial relationship with a domestic customer
(Piaggio) and a foreign customer (LOT).
Remit focusing on:
Sales Area Manager assigned to the newly formed Avionics BU. Took care of relationships with a customer (PIAGGIO)
based in Italy and a customer based abroad (LOT).
Main achievements:
• Sealed the deal with Piaggio (150% budget met) for the technological upgrade of Italian Border Guard aircraft.
• Won a contract for the supply of avionics communications systems with the Slovak aircraft company LOT (150%
budget met).

Additional work experience
At University, worked with EURONET COMUNICAZIONE for the organisation of conferences and translating documents from Italian to French and English. 

Language Skills:
English: Written: Fluent Spoken: Fluent
French: Written: Fluent Spoken: Fluent
Spanish : Written: Advanced Spoken: Advanced 

IT Skills:
Very good knowledge of MS Office suite, MS Winproject and of the main navigation systems. 

Education:
University Degree in Electronic Engineering specialising in Telecommunications (V.O.) – LA SAPIENZA University of Rome, final
marks 96/110.
High school diploma in scientific studies from Morandini High School, final marks 58/60. 

Training courses:
Basic ECONOMICS – Marconi School of management
KEY ACCOUNT MANAGEMENT – SDA BOCCONI
Management of VII P.Q. Projects and rules for participation H2020 – Agency for the Promotion of European Research