Danilo Russo Email and Phone Number

Defining and monitoring of the best category strategy with the direct accountability on volume and profit results with the following work areas: - Provide a perspective view of the reference categories based on market analyzes and surveys on the consumers and customers; - Identify, recommend and monitor actions for categories targets in order to achieve and share the annual plans with the other corporate functions; - Analyze the categories managed to identify short / medium term actions to guide the sales trend;- Define promotional guidelines and category assortments;  - Coordinate flows with sales, management control, planning and marketing functions for the development category strategies.

I assist the NAM in the management of I level COOP & CONAD contracts. Moreover, I directly manage II level contracts of the following GDO Customers: COOP NORD OVEST, FINIPER, UNES. Under my direct management there is also a specific DISCOUNT customers cluster: LIDL, PENNY MARKET, ALDI and TUO DÌ.Operational everydaily life characterized by the coordination of regional key accounts, with direct reporting to the Group Customer Manager.Product Portfolio: all brands under GALBANI.

Direct commercial management of the following GDO Customers (and related DIGITAL business): COOP ALLEANZA 3.0 (+ EASYCOOP), COOP CENTRO ITALIA (+ SPESAONLINE), COOP TRENTINO (SAIT), CONAD TRENTINO (D.A.O.), (+ NORDICONAD till the end of 2019), CONAD CIA. Product Portfolio: all brands under DANONE dairy and ALPRO (UHT and PBAY products)

PRGM provides analysis, insights and recos to decision makers to maximize Top & Bottom Line growth for Danone and the retailers.My team's scope is wide and requires involvement from all CBU, especially from Finance, Marketing and Sales teams in order to:- define commercial strategy and conditions for different channels (retail, pharmacy, babyspecialist) and customers;- optimize promotional investments (Promotion budget allocation - Promotion events effectiveness);- make effective price points architecture;- understand assortment and portfolio opportunities (Format/Assortment Strategy - Portfolio Market coverage).

As Danone Sales Account I got access to the "PUMA Academy": an internal formative path, specifically structured and thought to develop different commercial skills and to support the own professional growthKey achievements:- Sales analysis and actions of price positioning, promotional efforts, profitability and margin trade, push on innovations;- Local negotiation and planning of promotional activities, by means of a wise management of budgets for local activities in store;- Coordination of merchandisers about the use of pop material;- Development of Category projects, through IRI databases and specific dedicated softwares;- Management of sales reports related to the assigned clients.

Skills and key achievements:- Managing budgets and sales reports to support the entire field.- Creation of thorough market analyses in order to show the business results so as to understand and estimate the potential growth of the channel;- Drawing up clear business presentations to display the results and possible action plans for the Sales Department;- Planning and production of materials intended to the in-store promotions and to the advertising activities;- Operational support to the sales team concerning the portfolio of activities related to the distribution channel;- Business tasks by means of SAP (Purchase Orders issue, Release Strategy to define the approval process, etc.)

In this role I sustain the CCG team (Consumer Channel Group) in the following activities: - Support to sales management team for budget and marketing resources allocation;- Constant monitoring of kpi division for customer / product category, budget variance analysis and identification of critical areas / opportunities; - Correct compilation of periodic reports for customer / product category of sell t / sell-in / stock data in order to support account managers;- Manage of weekly meetings with Category Managers, Sales Manager and Finance to monitor the performance and business alignment of division;- Creation of specific queries (by means of MSSales) to extrapolate sales and business data in order to analyze the market trend and customers performance;- Management of big data volume and related arrangement through the wise use of Excel instruments among which pivot tables, getpivotdata, pivotChart, data Validation, Conditional Formatting, in order to create and present useful and accurate analyses;- Retrieve, elaborate and analyse weekly and periodical data;- Analyse stores revenue and stock trends with the aim of improving territory coverage.

The Licensing Sales Specialist (LSS) is a sales role that works as part of the Microsoft Account Team as a specialist resource to translate customer software requirements into licensing solutions. While working on specific licensing opportunities, mostly different types of Enterprise Agreement enrollments, the LSS would align closely with other roles inside and outside of Microsoft with, being the most important partners for the LSS: • Account Manager / Opportunity Manager • Channel Partner (LSP = Licensing Solution Partner).Within this role, I give my working support in activities related to the team of Sales Excellence, more precisely in the definition of a new organizational process linked to the sales unit (ATU, New modeling for the Italian branch).Main tasks:- Support the preparation of reports for monitoring the sales data of the commercial structure;- Support the reporting and sales process, with particular reference to the activities of tracking the new fiscal year;- Analyze the processes and business documentation required.

Laboratory assistant for Learning to Forecast Experiments (LtFs) with real human beings within controlled environments and successive analysis of the results achieved. These specific laboratory tests are aimed to prove the existence of heterogeneous expectations (and of the related Animal Spirits) among agents, in order to assume weighted economic decisions.

Student Researcher in the field of the heterogeneus expectations in nonlinear economic Dynamics at the Section of Mathematical Economics & Mathematics of University of Amsterdam (Thesis: "Animal Spirits and heterogeneous expectations") in collaboration with the CeNDEF.

Reference point for neo-enrolled students, leaded to the analysis and definition of the related specific curriculum.

Management practices and counter service.