Lugano, Ticino, Switzerland
Manager commerciale autentico e orientato ai risultati, con oltre 30 anni di esperienza maturata in contesti organizzativi internazionali e multiculturali. Solida capacità di sviluppare e consolidare relazioni strategiche con i clienti. Pluriennale esperienza professionale nel settore della sicurezza fisica. Ampia esperienza commerciale nei mercati di Germania, Svizzera, Francia e Spagna. Eccellente team player, focalizzato sulla collaborazione e sul raggiungimento degli obiettivi comuni. Motivato nell’apprendere dagli altri e nel condividere competenze ed esperienze operative. Conoscenze di sicurezza informatica applicata agli ambienti industriali. Formazione avanzata in ambito Cyber Security.
Prospecting and Lead Generation Conduct research to identify potential customers and target markets. Activities include analyzing industry trends, participating in trade shows, and proactively engaging with prospective clients to generate qualified leads. Regional Awareness Creation Founded, organized, and hosted the first HydroPower Symposium in the Ticino region, bringing together leading industry experts and keynote speakers to enhance HYDAC’s regional visibility. Customer Relationship Development Build and maintain strong relationships with existing and potential customers. Lead sales meetings, presentations, and product demonstrations to position HYDAC’s solutions and respond to customer needs. Sales Negotiation and Closing Engage in contract and price negotiations to secure sales orders. Address customer concerns and clearly communicate HYDAC’s value proposition to successfully close deals. Product Knowledge and Technical Support Develop in‑depth knowledge of HYDAC products, solutions, and technical specifications. Provide technical guidance to help customers identify the most suitable solutions for their operational requirements. Sales Reporting and Forecasting Maintain accurate documentation of sales activities, customer interactions, and orders. Prepare regular sales reports and forecasts, offering insights into market trends, customer preferences, and overall performance. Skills Information Security · Public Speaking · Business Development · Multilingual · Sales Enablement · Physical Security · CRM · Communication · Awareness Generation · Machinery · Security Management · Interpersonal Skills · International Sales
Development of security concepts for local-, national- and international accounts in various industries such as bankingchemical-, retail-, logistics- and fashion. Consultancy services to major engineering agencies for physical security issues such as fire and gas prevention systems, access control systems, video surveillance and perimeter protection systems. Development of personal protection concepts. Evaluation of security solutions and products. Growing engagement with ICT departments for Cyber Security reasons due to cloud connectivity of physical security systems.
Development of security concepts for local-, national- and international accounts in various industries such as bankingchemical-, retail-, logistics- and fashion. Consultancy services to major engineering agencies for physical security issues such as fire and gas prevention systems, access control systems, video surveillance and perimeter protection systems. Development of personal protection concepts. Evaluation of security solutions and products.
Industry: Elevators / Machinery Managing and leading of 5 Service Technicians. Caring about their development of social and technical skills. Sales of maintenance contracts and repair proposals. Sales of modernizations and substitutions of existing elevators. Team size: 5
Industry: Mechanical Engineering / Machinery Sales: Generating new customers and supporting all key customers in the Ticino region. Responsible for securing all commercial aspects in proposals, job executions and project management. This also included negotiations of proposals with our German headquarter and with external suppliers, considering profit margins and delivery deadlines. Technology: Clarifying all technical aspects for proposals and for job execution. This contained written and verbal clarification of details with technical departments of our headquarter and external suppliers in Germany as well as with our customers in Switzerland. Production- and Stock -Management: Prioritization and securing of technical aspects for job executions, considering all internal operational sequences and guidelines. Monitoring of the stock movements and the stock development based on indicators such as stock turnover values and other information. Team management: Executing administrative tasks such as absence planning, coworker promotion, hiring and training of new coworkers. Active team development. Team size: 6 Reporting: The reporting was in monthly management meetings in German language at our Swiss Headquarter in Bern. General topics: setting and verifying sales targets and team development targets. How to strategically grow in our region.
Industry: Software - ICT Managing indirect sales in the assigned regions. The sales process was a three-tier channel, consisting of national distributors and system integrators. Main tasks were supporting and accompany sales activities of our main distributors and system integrators in southern Germany, France and Spain. Presenting our software solution to directors of IT departments of key accounts like BMW AG Munich, Siemens AG Munich, German Stock Exchange Frankfurt, Telefonica Spain, MORSE France and many other organizations. Qualifying and turning leads into customers and helping national distributions and system integrators to grow their business with us. Business operations like product order management between our European customers and our US-based Headquarter was also part of my daily business. Reporting through weekly conference calls with our Senior VP Sales based in California and our Regional Director based in Germany. Key subject were quarterly based forecasts, project development details and many other important key performance indicators. In late summer 2005, the company was acquired by Sun Microsystems. Due to my intentions to move to Switzerland, I refused joining the German Sun Microsystems Team.