Singapore, Singapore
Luca Franchi is a dynamic professional with 15 years of experience in multinational corporations, excelling in sales, product management, and marketing. He consistently drives business profitability with innovative strategies and a results-oriented approach. Since 2021, Luca has been at the helm of Sales and Business Development for Miele Professional in Southeast Asia, pioneering the commercial business to new heights in laboratory and laundry solution. Luca energizes his team with an open and vibrant environment, propelling execution through clear direction, timely results, and a competitive spirit that fosters team synergy. With a self-motivated and entrepreneurial mindset, Luca excels in forging strong collaborations at the executive level, with enterprises, and local authorities, driving impactful partnerships and growth.
Business Responsibilities: Indonesia, Philippines, Singapore, Malaysia, Thailand, Cambodia, Vietnam, Hong Kong, Taiwan, South Korea. Leading the MIELE Professional business unit in Southeast Asia, I complete the business transformation to "export" business model, define the commercial roadmap and go-to-market strategy across various fields including laboratory technology, life sciences, dental technology, medical technology, and laundry technology. Leadership Responsibilities: •Strategic Vision: Develop and implement business plans for Southeast Asia, setting a clear commercial direction. •Sales Leadership: Assign sales targets and bonus schemes to distributors, fostering a culture of continuous improvement and achievement. •Knowledge Transfer: Support the definition of tenders and ensure effective knowledge transfer to distributors, empowering them to succeed. •Operational Excellence: Conduct periodic reviews of sales, marketing, service, and logistics, driving operational excellence. •Growth Initiatives: Establish new distributors based on strategic requirements, expanding the business footprint. •Contract Management: Lead the annual renewal of trading terms, payment terms, and credit management, ensuring financial stability. •Quality Improvement: Collaborate with after-sales and quality departments to identify and implement areas of improvement, enhancing overall service quality. Leadership Achievements from 2022: •Net Sales Growth: Achieved a 26% increase in net sales compared to 2019. •Service Net Sales Growth: Increased service net sales by 8% compared to 2019. •Distributor Expansion: Successfully added 4 new distributors, strengthening market presence. •Contract Leadership: Implemented and renewed commercial contracts, service contracts, and partner programs, demonstrating strong leadership in contract management.
Developed the business by increasing sales and the market share of Electrolux Professional solutions in Vietnam, Singapore, Indonesia by growing the sales YoY. +5% 2021 vs 2019. - P&L management and resource management. - Credit management, PO responsibility, local stock responsibility. - Assign target and bonus performance scheme to distributors. - Go to market commercial direction and Channel Management for Vietnam, Singapore and Indonesia. - lead the Coordination of a sales, service, logistics and marketing support team to meet the expectations. - Dealer management: Developing and maintaining a strong relation with 19 Partners and Key Clients in S.E.A. - Share of wallet: increase the focus on the business for sales rep and dealer importers.
Set up, Lead a team of 2 young marketers and 1 experienced product specialist. Responsible for the definition of Brand plan, Product Marketing, Digital Marketing and Trade Marketing plan and activation in S.E.A. Managing the Singapore Center of Excellence and drive Brand awareness and Product knowledge towards customers, key accounts, consultants, distributors. - Performance management and team development plan - Brand and product marketing activation across the S.E.A. region. benchmark and positioning vs competitors - Coordinate with Central Marketing to adapt the Business Unit’s marketing strategy - Activate campaigns to position the product vs segment, resulting in keeping the market share - Re-positioning of a Premium product line to a target segment improving the margin (+5%) - Track and measure the return on the investment - Product laundry for Southeast Asia: Lagoon Advance Care campaign
Responsible to define and implement a reward program based on key business indicators for sales and service organisations (B2B indirect channel). - Definition of the Partner Program project - Cross functional activities to ensure alignment between departments & business requirements - Define clear guidelines to permit a simple local implementation - Define criteria and scorecard to measure partners performances (sales&service) - Definition of frameworks to unify inputs and outputs file formats - Channel mapping: inputs and outputs formats - Stay in the front to push local implementation and follow up
Development and Resource, Direction Area (intern). Scope of work related with Thesis
In my previous working experiences I worked as graphic designer and event/congress organaniser - Aps promostampa where I worked for a limited time period as graphic designer - Alpha studio where I worked for a limited time period as event organizer - Aquarello studio my first working experience in 2001