Antonio Sportelli Email & Phone Number

Austria

Vienna, Vienna, Austria

Direct and oversee all sales activities and provide clinical and technical support for 31 countries across Central and Eastern Europe with four direct markets, 20 indirect distribution partners, 20 team members, and €36m.Develop and execute innovative company strategies and directives while developing and motivating high-performing Sales and Clinical/Technical Teams.Implement initiatives to continuously expand the market area and brand awareness to ensure short- and long-term business success.Maintain an extensive database of micro- and macro-economic, market share, price, tenders, and competitor data for the purpose of informing data-based business planning for distributor markets. Research and analyze current market conditions and trends, adjusting sales strategies and business plans accordingly.Serve as the facilitator for the Korn Ferry Strategic and Conceptual Selling with Perspective as well as oversee global distributor governance and EMEA Cochlear Academy learning review. Safeguard full compliance with regulations, such as MDR (Medical Device Regulation), and company policies, including antibribery, and implement measures to correct any areas of non-compliance. Implement Standard of Care initiatives to ensure the hearing implant treatment maximizes the patient benefits across the countiesRuns Market Access projects to raise awareness of health, social and economic benefits of hearing implants for those who could benefit from implantation and connects to public health decision makers.

Vienna, Vienna, Austria

Functioned in a leading role throughout the development and establishment of the Cochlear CEE headquarters in Vienna. Coordinated and oversaw all daily activities related to sales, clinical technical and marketing for 32 countries along with 22 team members, four direct markets, 16 distributors, and €28m. Instituted the first regional marketing department, launched effective consumer marketing strategies for two direct markets (CZ+AT), and initiated steps for selected indirect markets.Researched marketing opportunities and developed plans by understanding consumer requirements, identifying market trends, and suggesting system improvements to achieve the company's marketing and sales goals.Identified both struggling and successful sales initiatives, explored ways to improve on sales metrics, and led sales meetings to provide feedback and sales insights.Reviewed and assessed sales data, created reports for senior-level officers, and utilized business intelligence tools to provide sales insights to marketing and sales staff.

Basel Area, Switzerland

Achieved measurable success in administering all aspects of sales, clinical/technical support, and budget for 20 countries, primarily Poland, Austria, Czech Republic, Hungary, and Romania, increasing total revenue from €7 million to €17 million.Evaluated, selected, and oversaw distributors and maintained direct contact with ENT specialists, audiologists, speech therapists, and patient associations. Cross-collaborated on the transition from indirect to direct market presence in the Czech Republic, eventually taking over the Austrian market from Cochlear Germany.Created, trained, and supported a new team and direct service structure, driving team growth from two to 10 members.

Tuttlingen, Baden-Württemberg, Germany

Distribution of Medical Equipment for Veterinarians. Managing distributors and direct affiliates.

Master Of Science - Ms, Marketing And Sales Management

Master’s Thesis: “Distributors in Central and Eastern Europe as Marketing Partners in the Medical Device Industry with a special Focus.

International Trading

Basic Business Education