Drive the organization across the newly established Commercial Digital Roadmap Strategy including Marketing, Sales, and Post-sales activities Increase visibility and actionability of the sales team discovering, designing, and implementing the selected CRM solution (Salesforce ecosystem) in line with the business requirements Build a new customer-centric strategy developing a Customer Success team supporting the customers during the entire product lifecycle Increase Market Coverage and Brand Awareness leading to the introduction of Account Engagement (Pardot) fully integrated with Salesforce.com Lead the B2B strategy across the global Datamars commercial footprint Increase Customer Acquisition and Retention with a focus on the long-tail of customers by establishing a new and regional Digital Inside Sales Team Increase market penetration and share of wallet by partnering with the Marketing and Product Management team to reshape the Go-To-Market and Value Proposition of our portfolio Drive Sales Effectiveness and Sales Efficiency by creating an advanced commercial analytics playground with real-time insights and actions Create a new Quota Allocation process to cascade Top-down Business Ambition Increase average deal profitability and global standards by developing a new, more consistent, and structured pricing methodology

Responsible for the service sales selling activities (parts + labor + contracts + upgrades) across the installed base in South Europe, North andCentral Africa, and Central and Latin America. +200 MUSD yearly turnover, +30 dedicated sales reps Global Key Account Manager for 3 Top Customers in the Marine Business Plan, Share, and Execute the growth strategies across the dedicated sales team Balance the Direct vs Channel business to create a stronger partnership in line with the OEM strategy set by the division Increase customer retention and penetration by redesigning the Global Service Pricing Strategies to reflect updated customer behaviours with no impact on the value-based selling approach Offer transparency and actionability by leading the Global Sales Analytics activities (Leads, Opportunities, and Quotation) … 35 Local Divisions,+180 Sales Reps Coordinating the Global Service Sales Planning and Monitoring activities reporting the outcome of Sales Effectiveness at the management level

Define a new Sales Planning and Monitoring tool to support the local team sales execution. +150 Sales engaged, +10,000 Customers targeted, monthly results released through TableauManage the commercialization of the Long-Term Service Agreement +30 Contracts sold, +200 MUSD total commitmentRedesign the Service Business Model with the OEMs for a new self-maintenance technologies using Digital EnablersImplement an AI solution to predict Customer’s decision-making on open quotation pipeline: +1M Quotation Lines analyzed, weekly report through Tableau, +5% organic growth of the Hit-Rate in volumeDesign a new Data Visualization tool to increase Customer Buying Behavior knowledgeDesign new sales process for New Product Introduction in collaboration with Product Leadership. 4,000 new leads created in Prospect stageBoost Lead Creation leveraging the existing customer pool served. +2000 Customers touched, +10,000 Potential Leads and 20% Conversion rate into Solid OpportunitiesStandardize and applied GDPR across ABB Turbocharging division

• Created a new go-to-market strategy for cross-product line opportunities to maximize market penetration.• Developed and implemented an innovative Sales Performance Digital platform. Defined and conducted functional requirements analysis including integration with Salesforce.com.• Designed and managed a new Sales Incentive Plan in GE O&G biz. Trained and coached more than 1600 sales impacted spread on 5 Product Companies and 9 Regions.• Supervised and mentored new hires in team scope of work and services offered. Guided final project work for 1 intern.• Led a new Outcome-based selling strategy in the GEOG business. Implemented an awareness campaign for digital solutions mentoring commercial team. Provided guidance in transition from Product & Service to Productivity solutions. • Performed and executed a dedicated CEO report on Sales Effectiveness in GEOG business analyzing current orders pipeline and market trends in long-term per different product lines. Speed-up market adaptability;• Analyzed, defined and standardized entire commercial process from the FEED to all after-sales activities. Advised and communicated outcome across entire commercial team. From +20 to 5 roles based on commercial SoW;• Developed and managed a new professional learning path based on technical, commercial and leadership skills assessment in GEOG Global Services. Focus on NPI portfolio and commercialization toolkit to incentive innovation injection (350 Comm. +Sales guys engaged, +2000 equivalent training days, +30% Tech and Comm. Expertise YoY).

• Created a new Business Intelligence solution for the OPEX team in GEOG Global Services to gather the VOC from the regions linking different data sources. More reliable data, Proactive mentality, +30% Unsolicited OPEX opportunities created.• Delivered strategic presentations and data analysis for senior leadership team scheduling an annual communication plan. Collaborated with a cross-functional team (Sales, Marketing, Operations and Finance) More transparency and inclusiveness• Integrated and digitalized of field sales reports on the installed base in O&G repository. +300 Reports visible to 30,000 employees.

• Led project team in requirements definition, in execution and in test phase of ERP module PP and MM in 3 different roll-out;• Conducted change management activities as global team mentor to impact delay in project go-live.