Dalmine, Lombardy, Italy
Throughout my career at ABB, I have successfully managed and represented the electrical business (MV & LV products and systems) both in Italy and across Europe. With over 30 years of experience in sales and marketing, general management, business development, P&L responsibility, and team leadership, I have navigated multiple sectors and cultures with expertise. I possess a clear, logical mind and a practical approach to problem-solving, always driven to see projects through to completion. I am eager to grow within a company that provides innovative solutions to customers and to collaborate with my colleagues to achieve the best results.
Organisation: Electrification business area (EL) - Distribution Solution division (ELDS) Portfolio: MV Products (apparatus & switchgears), LV Products (apparatus & switchgears), MV&LV solutions (Scada, Packaging) - Defined and Implemented Sales and Marketing Initiatives: aligned sales and marketing initiatives with overall company strategy, leading and coaching marketing and sales teams across multiple regions including Slovenia, Croatia, Bosnia and Herzegovina, Albania, Montenegro, North Macedonia, Kosovo, Serbia, Bulgaria, Romania, Moldova, Hungary, and Slovakia. - Market Demand Generation: drove market demand to support growth aligned with the global division strategy by leading business development and sales activities and enhancing marketing and sales efforts in domestic markets. - Target Achievement: ensured achievement of targets (Orders, Revenues, Gross/Net Margins, SG&A, Net Price Variance, Net Promoter Score) by overseeing performance and defining necessary improvement actions. - Customer-Focused Collaboration: fostered customer-focused collaboration, raised awareness of market opportunities, and ensured strategic actions in coordination with the global Marketing & Sales function and Group Account Management organization. - Relationship Building: developed and maintained strong personal relationships with existing customers and stakeholders to ensure high satisfaction levels, while also acquiring new customers to drive growth. - Promotion of Safety & Integrity Culture: promoted a consistent Safety & Integrity culture across the Marketing and Sales organization, implementing HSE and business compliance standards and regulations within the area of responsibility. - Service Level Maintenance: ensured agreed service levels were maintained through efficient back-end sales functions and shared platforms and tools. - Organizational Development: built an effective, capable, and high-performing Marketing & Sales organization.
Organisation: Electrification business area (EL) - Distribution Solution division (ELDS) Portfolio: MV Products (apparatus & switchgears), LV Products (switchgears), MV&LV solutions (Scada, Packaging, Service) - Execute global BU Sales and Marketing strategy, including specific strategic initiatives, plans and implement annual budget in the region: PT,ES,FR,IT,BE,NL,LU,PL,RU,SI,HR,BA,AL,ME,MK,KS,RS,BG,RO,MD,HU,CZ,SK, GR,CY,TR,GE,AM,AZ,TM,TJ,KG,KZ. - Ensure BU M&S strategy is implemented in the markets by local sales and product marketing units. - Ensure achievement of targets on Orders, Revenues, EBITA (sales units), Sales cost/expense, Net Price Variance, and Net Promoter Score. - Together with global BU and Product Group Management, define key M&S targets (e.g. volume, prices, portfolio mix, channel, and market coverage) and establish appropriate metrics and measurements tools to monitor performance in the region. Drive the growth of the top line in each market. Find and creating new business opportunities. Implement activities on agreed cross BU/PG/region initiatives. Guide local product marketing teams and ensuring the right capability is in place. - Understand customer needs in the market by visiting customers. Develop and implement product support and training to ensure high customer satisfaction in cooperation with Product Management and global BU M&S. Support continuous improvement on NPS and the execution of customer satisfaction surveys. Analyze results and assisting with corrective actions as necessary. Ensure appropriate approach to global/regional accounts. - Implement global standards, rules, tools, policies, and processes related to operation/project execution and share functional best practices and lesson learned across the organisation. - Ensure that the area of responsibility is properly organised, staffed and directed. Build an effective, capable, and high performing organisation. Develop talent, appoint managers, and review effectiveness.
Organisation: Power Products division (PP) Portfolio: MV Products – HV Products – Distribution Transformers - Develop the business with existing and potential new customers classified as OEM (Original Equipment Manufacturers) or Panel Builders (Medium Voltage mainly). - Technical and commercial support to local sales organizations for the promotion to OEM & PB customers of MV & HV & DTR product portfolio manufactured by ABB factories. - Establish budgets and marketing strategies, customer visits, and consolidated research of potential new customers, defining technical and commercial partnerships (e.g. manufacturing license, product rebranding), prepare business plans and market analysis for the development of new business. - Investigate different technologies and consider how they can be applied to solve OEM problems that have been identified.