Sankt Gilgen, Salzburg, Austria
With over 20 years of experience in the automotive industry, including 16 years at BMW Group, currently serving as the General Manager of MINI Central Southeastern Europe, I contribute to the company's strategic direction and business operations. My work is grounded in management, marketing, and leadership, with a focus on driving sales performance, fostering customer orientation, and implementing organizational transitions. Throughout my career, I have prioritized building strong internal and external relationships while navigating operational and strategic challenges. With a commitment to creating team cohesion and crafting effective solutions, I strive to deliver continuous growth and adaptability in a dynamic business environment.
To create, implement and manage the Sales Strategy, guaranteeing the achievement of sales targets for new and used cars (BMW and MINI) in accordance with BMW Italy’s strategy and HQ’s one and monitoring on a constant basis the sales performance. To define and monitor the sales plans related to the different channels (Retail, Direct and Special Sales) Define the monthly/yearly volume planning in terms of production allocation, wholesale and retail forecast. Monitor NSC & Dealer new car stock management & parameters. Negotiate yearly business plans with Dealer Network. Dealer Network – To collaborate to develop dealer network in accordance to the strategic company plan, BMW Retail Standards, management & sales training requirements and dealer qualification programs. Active part in the bonus system preparation. Achieve the best possible Customer Satisfaction, implementing and controlling the best processes at dealer level. Management of the relation with the HQ, with periodic presentations to them of the Italian sales results. Active and direct involvement in all the relevant annual key appointments such as Budget meeting, quality committee, transaction price analysis In this position I had the great opportunity to further enlarge/improve my background in the business, creating a solid international experience thanks to periodic meetings in Munich (sales director meetings, sales and MKTG conferences etc), a seamless exchange with all the main markets in Europe and my direct counterpart. The best practices exchange is now a “new normal” approach in the region and the cooperation a MUST, not only in the wording but in the real business. To be highlighted the outstanding results achieved in Italy over the last years, with a consistent balance between quantitative and qualitative results: Volume but also profit, the best growth rate in the Premium segment with a sustainable approach, without peaks or extra boost.
Responsible for retail sales target achievement and market share development of my area of competence. Definition of the proper production allocation to the dealers, according to sales targets. Ensure compliance with corporate identity among dealers and report efficiently any issue concerning economic risk of the dealers of competence. In case of open point, choice of the best new dealer in the right geographical position, in order to have an appropriate territorial coverage. Correct implementation of the organizational and commercial startup of a brand new dealer. Notes: A significant experience in terms of capacity to work under pressure. In every single month-end the main driver was the expected market share of the brand (and of the group) in order to stick to the declared position in the automotive Italian market (30% share as a group). It was really good in terms of figuring out how the dealers approach a critical market.
Within the GM- FIAT purchasing division, created after the partnership signed in March 2000, I was member of the team reporting directly to the Purchasing Premium Platform Director, responsible to create synergy and develop all the components for the Premium brands of Fiat group and GM, choosing the suppliers for vehicles of the PREMIUM PLATFORM. This platform developed the common components for all High Class vehicles of the partners involved in the FIAT-GM Joint venture. Frequent transfers to Russelsheim and mainly in Goteborg where we had the main office of this international project. Incredible and broader international experience in a difficult " startup" context, trying to maximize synergies and cooperation between two companies really different to each other. Looking at the other facet of the business playing an active role as a buyer instead of a member of sales team, as It was in the former experience, I got many insight and useful understanding of how a potential customer could feel like in facing a person/team focused on trying to sell him something. A buyer has a strong power in his role but He must take always the right decision ,not only being focused in the short term and the pure pricing, but thinking more strategically. Probably It was one of the best experience in my professional career to better cope with the sales world in terms of understanding of the customers’ expectations and also for the consistent international experience faced with most of the time spent in Sweden within an international team.
Managing relationships with dealers and service dealers within the geographic area of competence in order to develop an operational plan addressing parts sales, accessory sales, customer satisfaction, workshop efficiency, warranty performance and training/development opportunities. - Communicate and deliver all Aftersales programs for the Brand to the retail network. - Work closely with Sales Area Managers to ensure an integrated approach to dealer development. - Responsible for Sales & After Sales Customer Satisfaction (CSI).
Programmer for Business Management.