Milan, Lombardy, Italy
I am chemical engineer with a 14 years experience in international commercial roles gained from corporate companies. I combine entrepreneurial drive with financial acumen to drive top line, market share and profit performance. As a leader, I do communicate a strategic sales vision, and coach and inspire both veteran and junior sales for excellence in execution I do have a transformational approach and turn around lagging operations to trigger faster growth and profitability.
Role: Sales Director Middle East and Africa for these industry segments: carpet, paper, construction & coating, textile, adhesive. Revenue managed: 100 million €/year Reporting to the Global VP Commercial based in London Coordinating a team of 5 accounts and agents, 5 distributors I’m responsible for: • To define annual unit and gross-profit plans by analyzing trends and results and shaping marketing and commercial strategy • To define budget and sales objectives and guarantee accurate monthly forecasting • To develop and implements field sales action plans. • To adjust volumes, product mix, selling price to demand/supply shortages, economic indicators, and competitors actions on the market • Nurture the regional sales staff by recruiting, evaluating, training, disciplining and appraising results • To work with the technical dep. in order to develop new product and fix technical claims. Main achievements: Implementation of a different way of working, focused on strategic objectives, monitoring of churns and marginality, maintaining a strong focus on market share and market penetration. Complete reorganization of the sales network, direct sales, agents and distributors, enhancing the commercial strengths but also the soft skills and attitudes of each individual. Drastic reduction of unpaid debts, late payments and non-performing sales, lowest possible working capital without penalizing the reliability of supplies in collaboration of Operation Director. 2018 sales KPI delivered in full compliance with company expectations.
Role: Regional Sales Manager ME (Pakistan, Saudi Arabia, UEA, Jordan, Lebanon, Kuwait, Oman, Egypt) for the following industry segment: paper, carpet, construction & coating, textile, Adhesive. Revenue managed: 60 million €/year Reporting to the Sales Director MENA and coordinating a team of 7 accounts and agents, and 2 distributors I was responsible for: • Managing and directing the sales force to achieve sales and profit goals within the region • Managing directly Key account customers and distributors • Defining short- and long-term sales strategies, budgets and forecasts • Defining sales training programs to implement appropriate new sales techniques • Identify new business opportunities to increase the region's sales volume. • Recommend product or service enhancements to improve customer satisfaction and sales potential • Co-ordinate logistic dpt. and credit management Main achievements: • Introduction the new CRM software for the entire sales force, design, testing and roll out with the HQ in Europe • Implementation of the route to market in Iran via sales force and distributor
Logistic Department Role: Production Planner Automotive • Analyzing production specifications and plant capacity data and performs mathematical calculations to determine manufacturing processes, tools, and human resource requirements. • Planning and scheduling workflow for each department and operation according to previously established manufacturing sequences and lead times • Involved in Lean Manufacturing and MRP projects • Managers optimization planning project in Rieter Prague
Technical support for sales force and customer in order to improve and modify the product consistently with customer needs and resolving technical issues