Federico Feliziani Email & Phone Number

Milan, Lombardy, Italy

Eindhoven Area, Netherlands

• Managing an international, multi-cultural team located over 6 countries
• Responsible for growth and profitability of a global diversified portfolio of International Key Accounts across different channels
• Deep experience in ecommerce and digital marketing
• Shaped and implemented commercial strategy and policy
• Responsible for new business acquisition.
• Led the team to successful negotiations tailoring to different customers.

Geneva, Switzerland

Eindhoven Area, Netherlands

• Responsible for translating the company's strategy into a successful commercial tactic, accounting for multiple sales channels; brand; values; competition dynamic; customer segments
• Defined and implemented the “pay for performance” Commercial Policy to realize company's strategy and manage conflicts across markets and sales channels: +2pts YoY profitability, +60% online growth and improved.
• Created customer segmentation and price approval process in order to extract maximum value from local market presences, while protecting the company’s overall interests
• Member of the European management team; CEO appointed me as worldwide leader for Commercial Policy
• Leader for Europe regional special marketing projects (e.g. B-brand creation, online tactic, key products activation, obsolete product bundle offering, etc)
• Manager of an international team

Oshkosh, Wisconsin Area - Houston, TX

• Responsible for $120M orders product lines (AC Compressor, Rotoflow turbines) worldwide business. Full responsibility for sales and margin.
• Controlled operations cost during ‘08 economic crisis to deliver P&L target
• Restructured our largest operation center consolidating critical knowledge and relocating key people
• Manager of a diversified products and services portfolio. Delivered double-digit growth in ‘08 and ‘09 through deal funnel prioritization, bundle offerings and service upsell.
• Negotiated orders and long term contracts in different industries: 60% O&G, 40% industrial (air separation, food processing, mining, paper mills)
• CEO award for first long-term maintenance contract. BASF $32M in 12 years

Florence Area, Italy

• Responsible for $2B global pricing strategies. +12pts price in 2Y with steady hit rate
• Defined pricing operating plan, by product and regions; quarterly reporting to corporate and business GM
• Revamped company processes; introducing targets, minimum prices and approval flow for transactional products (spare parts, field service)
• Installed a value based pricing approach for engineered solutions and long term contracts, resulting in highly profitable mega deals (e.g. Valero debottlenecking $12M, PEMEX Pajarito $7M)
• Defined policy for negotiation of long term contracts; balancing discount and renewal rate, while monetizing the contractual conditions
• In charge of yearly frame agreements renegotiation for major accounts

Florence Area, Italy

• Complete digitization of pricing tools across all divisions to increase price/risk controllership; leveraged transactional lean methodology to improve productivity
• Responsible for define new propositions using the available product portfolio.
• Prototyped a value based pricing tool dissecting value from 4 top value drivers
• Marketing manager for $400M division, driven strategic planning and operating plan underpinning, developed customer behavioral segmentation and actionable levers

Rome Area, Italy

• Qualified 8 new European suppliers (90+% product cost) for a new line startup
• Managed 10+ quarterly audits and led cross functional team to solve 3 major non-conformity issues