Roberto Bedotto Email & Phone Number

Milan, Lombardy, Italy

Gallarate, Lombardy, Italy

Brussels, Brussels Region, Belgium

• Primary Chemical B2B – Customers’ Price Segmentation and review of global products positioning, with detailed measurement of impact.

Milan, Lombardy, Italy

• Primary International Automotive Co (Luxembourg) – Pricing Maturity Assessment on EMEA countries; devised and aligned organization around several price increases, including a raw materials-based index• Welfare Start Up Platform (Milan) – Re-designed Pricing model and commercial policy for standard offers; introduced methodology for ad-hoc offers and price approval process

Milano, Italy

Pricing areas: Standard/ MTO components and Services pricing, Projects pricing• Made Value Pricing happen via self-made tool; aligned divisions on the process via RASCI. Connected the same with a business case payback calculator, to help sales show the money and improve sales pitches. • Defined the process and tool to tackle cross-border pricing risk and cases; led a monthly leadership team meeting to resolve. Devised strategy and led implementation of price corridors.• Owner of EATON ES EMEA core pricing methodologies and tools, fully responsible for the pricing chapter in the EATON Commercial Policy Handbook; trained Sales and product management.• Devised price impact measurement method and tool, led a monthly performance review per country, detailed by account and SKU, with sales and product management to prioritize actions and follow up. • Project manager for the introduction of a pricing software• Owner of the price governance process.The actions resulted in a 2.5x year-on-year price impact increase in 4 yearsLed a team of 12, 3 in EMEA and 9 in India.

Milan, Lombardy, Italy

Pricing areas: Services and IT, B2B, Projects PricingThe first Pricing Director, setting up the function from scratch; global scope. • On the strategic side, matured the company from a Cost+ pricing to a Market-based and Value Pricing. Delivered simple tool to help sales gauge the value of solutions sold and position projects pricing to customers, for both the BPO and the cloud business projects. • Influenced the Sales leads to introduce a Price gate in the Sales Governance Process.• Strengthened governance in projects tendering and contracting. Introduced a pricing tool to help assess the market range for offers. As a result, we improved the shortlist and then win rates by 50%Led a team of 5 pricing leaders

Milan, Lombardy, Italy

Pricing areas: B2B, Projects Pricing• Set up simple & effective tools, procedures and data to gauge the value/ price of features. Supported definition of the penetration strategy in new markets. Set up process to review value for new products• Supported the design & introduction of pricing software to review price waterfall and KPIs • Launched price and margin impact measurement incl. granular review of performance with sales• Strengthened governance in annual price increases and on multi-annual and multi-Million-dollar dealsThe actions resulted in a year-on-year price impact increase of 50+% and worth tens of M$Led a team of 5 pricing leaders

Brussels (Be) And Lyon (Fra)

Pricing areas: Consumer & commercial products and services pricing, B2B, Projects Pricing• On the strategic side, reviewed brands and products price positioning• Initiated continuous improvement projects to align the pricing strategy with the annual plan. • Defined KPI and tools to monitor list-/ invoice- and pocket prices and their correspondence with plan• Led a 6-Sigma pricing process initiative. Introduced the pricing process locally and in the HQ. Led a team of 9 local pricing managers and 9 market intelligence managers

Brussels Metropolitan Area

Pricing areas: Consumer products, B2B2C• The first pricing leader in the EMEA organization, building pricing function from scratch• Assessed the value of offers and determined sustainable price increases from 6 to 25%• Monitored discounts performance through price band/ price clouds analysis and price indices• Led a customer profitability project, linking deductions in price with performance on the cost side• Led the implementation of the whole pricing reporting system on SAPLed a team of 6 local pricing managers

Brussels Area, Belgium

Pricing areas: Consumer products, B2C• Introduced the pricing function in the region, part of an EMEA high potentials project. • Supported development and implementation of cross-border pricing strategy with price corridors. • Trained on strategic customer planning in Germany and on pricing in Australia• Defined KPI/ tools to monitor price waterfall performance and implemented a customer profitability tool. • Reference on McKinsey pricing project in Germany.

Turkmenistan, Kazakhstan, Ukraine, Romania, Slovakia

Former Consultant on Projects financed by EBRD and European Commission, resident expert in Turkmenistan, Kazakhstan, Ukraine, Romania, Slovakia. Covered positions from Team Leader, to long term and short-term consultant. Eventually moved into freelance consulting. Led teams from 3 to 15 persons, local and international experts

Milan Area, Italy

Milan Area, Italy

Applied research on the effectiveness of export aid; the research was published