Italy
I am a Business Transformation specialist: I work with international companies operating in global B2B industries to transform their business growth and commercial performance. I help companies to successfully address these key challenges: Where can you grow in the marketplace? How can you compete? Where can you increase revenues and profits and combat margin erosion? How can you build customer value and maximise customer lifetime value? How can you build pricing power to overcome commoditisation and intensifying market competition? I specialise in working with OEMs, capital equipment agents and providers of high tech customer solutions and services, operating in B2B markets characterised by a complex sales process, extended sales cycle and multiple stakeholders in the buying process. * MBA in Strategic Business Transformation * Bachelor Degree in international marketing & business studies * 30+ years C-level experience * Work with multinational corporations, mid-size family business and high-growth small companies
Arvanza is a business transformation agency - we support companies to transform their business growth and commercial performance in global B2B industries. We help you address key commercial challenges: - Where to grow in the market? - How to compete and overcome price commoditisation? - How to increase revenues, margins and profitability? - How to build pricing power, customer value and maximise customer lifetime value? We provide hands-on support to help you: - Accelerate addressable market penetration - Drive sales team performance - Develop key account customers - Build international agency and distribution networks - Activate and commercialise a global installed base - Increase customer revenues by cross-selling and upselling - Maximise customer lifetime value by bundling after-sales services and solutions We drive growth based on the proven Arvanza Commercial Transformation Model: - Execute a commercial review to scope the business transformation process - Undertake forensic commercial data analysis to provide actionable business insights - Build a 'Deep Dive' market intelligence and competitor benchmarking data set - Work with internal teams as a Trusted Partner to build a growth roadmap - Track a KPI 'Data Cockpit' to drive commercial performance improvement - Provide hands-on support as a Change Agent to drive sustainable and profitable growth Arvanza works with OEMs, capital equipment agents and suppliers of after-sales solutions operating in B2B markets characterised by a complex sales process, extended sales cycle and multiple stakeholders in the buying process. Our clients include multinationals, mid-size family business and high-growth small companies. We possess a deep knowledge of the following B2B sectors: - Industrial products & after-sales solutions - Energy systems & cleantech - Water treatment technology & environmental services - Scientific equipment & instrumentation - Maritime & transportation services - Defence & security systems
I acquired a majority equity stake in this family business and transformed Jefferson into a world-class, high-tech engineering services provider: • Led a financial restructuring programme and transformed the P&L / balance sheet and elevated operating margins and free cash flow to rebuild capital reserves • Executed a £7.5 million capital investment programme to build technical competencies and reposition Jefferson into a world-class engineering services provider • Directed a company-wide 'Business Excellence' performance improvement programme • Achieved ISO9001, AS9001 and ISO14001 accreditation • Executed a business development drive to increase topline revenue growth by over 500% • Extended the market offer into design, assembly and customer line-side stock management to expand revenue streams and achieve Strategic Supplier status with OEM key accounts • Built a blue chip customer base in the aerospace & defence, automotive, formula one, electronics, medical, scientific instrumentation, telecommunications and space industries • Directed the bid preparation and negotiation of Service Level Agreements to win multi-year supply contracts of +£12.5 million I led the sale of the business to maximise shareholder return on investment.
I was responsible for the product launch and trade sell-in of innovative eye care products into the UK consumer healthcare market: * Launched the first ‘All-in-One’ contact lens care solution, developing the branding, packaging, TV and media launch, working closely with sales teams to drive the sell-in programme to the UK grocery, pharmacy and optical trade * Repositioned a portfolio of prescription-only eye care medicines by converting them into OTC consumer brands to extend product life cycles and exploit changing UK regulations * Led the product management of an OTC eye care brand to turnaround long-term declining sales volumes through revised consumer and trade marketing
I worked within the professional services division of this business information multinational. My role was to identify business development opportunities to develop and launch innovative products and services targeted at professional service providers, to drive revenue growth and division profitability: this involved the development and marketing of international conferences, subscription-based publications, professional development training programmes and exhibitions.
I was part of a brand management team responsible for a pan-european fabric softener category. My role was to develop and implement category management tools to improve in-store trade merchandising, sales growth and brand profitability, and to optimise shelf allocation for the product range within the French supermarket sector.