Area Sales Manager for DACH and Nordic Marketplaces

GUIDA IMPIANTI S.p.a. is a family-owned SME, whose 75% shareholding is owned by APE ASSIETTA SGR http://www.apesgr.it/ based in Milan, whereas 25% still owned by the founding family Ferri. The company is focused in designing, engineering and manufacturing slitting and forming equipment in the steel market, counting more than 850 slitting plants, CTL units as well as packing lines worldwide.My role consists mainly of the following activities:• Intensification of the technical-commercial and customer-care action of the historical customers of the company's in different areas (Italy, DACH, Benelux, Poland) strengthening the existing partnership.• Meet or exceed annual sales goals and targets that align with the company’s vision and objectives.• Provide customer support and maintenance and keeping customer’s relationship in more geographical areas, together with customer care activities (USA, Mexico, Far East,Taiwan and Kenya).• Engage in understanding client’s industries, business needs and help strategically the clients operate all their equipment more effectively and support their growth in a global marketplace.• Quote manage and bill projects on a daily basis for the spare parts market, as well as revamping of existing equipment, assisted by the R&D team including the development of new initiatives in the After-Sales and Service department.• Develop both "Follow-up" and "Business Development" activities aimed at developing new business opportunities, especially in the sector of Cut-to-length lines (CTL)• Strategic marketing and advertising material.• Organization and participation to the main Trade Fairs on yearly basis.• Frequent trips abroad (30-40%).

S.B.S Steel Belt Systems S.r.l. Italy is a family-owned SME company, whose 25% shareholding is owned by the Multinational BERNDORF Group based in Austria. The company is specialized in designing, engineering and manufacturing of special steel belt conveyor process systems for various industries. Major market segments are Oil & Gas, Chemical, Petrochemical, and Food.My key-role consists of:• Identifying potential prospects, their characteristics and the profits, those Companies may bring in the short or long term.• Ascertain the most effective techniques for customer loyalty to make profitable and long-lasting business relationship • Defining the objectives to be achieved, by preparing sales budgets and monthly activity reporting business.• Managing negotiations with customers of strategic importance to the company, developing suitable projects for the acquisition of orders and packages, expediting customer’s follow-up.• Coordinate efforts of agents and representatives worldwide with specific focus on FAR EAST ASEAN Markets ( Thailand, Malaysia, Indonesia, Taiwan).• "Business Development" aimed towards engineering company & EPC for FEED and Bid to Bid activities prior to the final approach to the "End User" , with special focus on refining and petrochemicals.• Support to the After-sales and Service department.• Attendance to Exhibitions, Events, Forum and Conferences.• Frequent travel abroad (50%).

Patentverwag Italia is a SME established in the early 70’s specialized in:-Swimming pool equipments (Starting blocks, Diving boards, Wave-breaking lane lines,lane accessories, Water polo equipment, moveable bulkheads, moveable in-pool floors)- Professional and top-designed changing rooms and lockers- Grandstands, Armchairs, Seating (Telescopic grandstands, Fixed grandstands, Seats and armchairs)My main role was to spread up one effective strategy to target the export market rather than the less demanding domestic market. While tracing the main trajectory of this strategy, I then decided to go for another challenge, although the Sales & Marketing mandate has remained as a company asset.

Thorough management of the key-customers with negotiation of mid-long term contract and/or single projects. Full coordination of turnkey and complex project-activity up to the final sales-agreement/Contract. Opeartional skill in initializing THE START-UP of any new supply with customer-care and quality surveillance, as well as coordination to installations on site with external technical teams uo to final COMMISSIONING.Price definition and budgeting activity in accordance to the main Company's strategic plan. Pre-qualification and participation to tenders, both public or private, both traditional and on E-commerce/E-procurement platforms.Determination of supply margins for products and project, as well as company's DSO - P&L study and monthly review.Frequent travelling & scouting of new opportunities, LEADS seeking.Design of marketing literature in foreign languages, drafting of technical requirements for specific projects, coordination of accurate projects layout and AS-BUILT documentation.. STRATEGIC PLAN, ROAD MAP and constant BENCH.MARKING about competition, quarterly reporting to the headquarters in Spain (Bilbao), search for vendor alliances, SWOT Analysis.

Full coordination of turnkey and complex project-activity starting from the very first RdO/RFQ analysis,through project development and quotation up to the final award and sales-agreement/Contract.Management of the key-customers by means of mid-long term contract for single or extended projects. USA market: market analysisi for niche-segments apt to the product developed for the American market and search for vendor alliances to integrate product portfolio. Set up of a local supply-chain for strategic components for the domestic projects (U.S.A.) and coordination of product deliveries through logistics.PRICE LIST generation and BUDGET definition in accordance to the Company's STRATEGIC PLAN. Pre-qualification and participation to tenders, both public or private, as well as on E-procurement platforms.Determination of supply margins for products and project, as well as company's DSO.Frequent travelling & scouting of new opportunities, LEADS seeking.Draft Arrangement and design of marketing literature in foreign languages, drafting of technical requirements for specific projects, coordination of projects layout and as-built documentation.TRACK RECORD- Turn-over export 2008 1.600.000 15% out of total TO- Turn-over export 2009 4.400.000 25% out of total TO- Turn-over export 2010 5.200.000 20% out of total TOThis experience was streamlined by the achievement of the WID Project in Madison-WI over 4 millions US$.

Development of product portfolio abroad, by winning market share in Europe targeting mainly the incumbent TELCOs by means of direct selling and/or participation to public tenders. Skilled in E-Procurement e E-Bidding techniques.Management of Long-term contract, upon development of vertical projects with high content of design, technical expertise and price-driven negotiations. High-responsibility position with reporting to the managing director.Main players:France Telecom, Belgacom, KPN Telecom, Telefònica, British Telecom.TRACK RECORD:- Turn-over export 2004 3.500.000 8% out of total TO- Turn-over export 2005 5.000.000 13% out of total TO- Turn-over export 2006 5.700.000 16% out of total TODevelopment and enhancement of new commercial agreements with new incoming players, as a consequence of the ”Unbundling” in the market segment of the fixed networks.Search for market-opportunities to penetrate the retail market by means of partnership, co-branding e co-advertising actions and agency-contract. Autonomous management of the niche-market concerning special telecom and communication applications for the NAVY and for industrial purposes. Attendance to complex negotiation with leading private army-supplier (Selex Communications), and direct entities (Italian Navy, Sub-Supply Army organization).Scouting and practice of sales-agreement and partnership in MEMA areas on SKD and/or CKD bases.Management of skilled human resources in the Sales Department (2 employees), including the classic interplay with shipping dept. and order management & logistics.

1985 – 1986: start-up in PLASET S.p.A. in the shipping and order-management department.1991 – 1992: JUNIOR SALES ACCOUNT devoted to the German-speaking countries and reporting directly to the Sales-Director.1993 – 1996: SALES RESIDENT ENGINEER IN GERMANY with direct assistance and contact with the customer o the spot. TRACK RECORDIn this period the market-share of PLASET S.p.A. in Germany grew from 5% to 18%.Step by step take over of the Scandinavian market and later one of the emerging East-European market ( Poland, Hungary, Slovakia, Bulgaria). The management of this area generated 10% of the total TO.1996 till June 2000: SALES AREA MANAGER for Germany, Austria, Scandinavia, East-Europe, Turkey and Greece. Reporting to the Sales Director and for the strategic key-account to the Chairman of the Company.Human resources managed: 2 employees in the Sales dept., along with six local agents in the area managed.Total turnover PLASET S.p.A in 2000: 115 million Euros (65% Export) with 522 employees.Full devoted to key-customers with negotiation of mid-long term contract and customer-care activity. Full coordination of the technical and project-activity up to the final sales-agreement/Contract. Full support to the start of any new supply (field-trial / 0-Serie / serial deliveries) with customer-care and quality surveillance and statistic analysis.Extremely frequent travelling (about once per week).From 1998 to 2000 emphasis on Key Account Manager role for the strategic clients Whirlpool Europe / China, Bosch-Siemens and Electrolux AB (Cooking division). High-responsibility position profile.Analysis of the Household Appliances Market (white goods and cooking segments) and constant benchmarking about competition.Planning of Plaset S.p.a attendance to the main exhibitions in Europe, scouting and supporting all partners involved (DOMOTECHNICA Köln, CONFORTEC Paris).