Stefano Viani, 卫青 Email & Phone Number

Metro Manila, Philippines

Bologna, It

COO South East Asia in charge of managing operations across the region from our sites in Manila, Jakarta and Ho Chi Minh

Hong Kong, Hk

Managed a ~40 people team across Asia (HK, CN, PH, TH & KL) in charge of B2B Sales, Merchant Success, Internal & external training, Process Improvement & Merchant CRM strategy:• Built the B2B team to pursue partnerships with Global OTAs & supply deals with key merchants. Designed the team, discussed key commercial terms with the new partners and built new processes and operational workflows• Re-organized Merchant Success by creating 3 distinctive functions (Account Management, Training & Quality Assurance and Hotel Operations) and designing for each one new scope of work, KPIs and Reporting systems• Launched a Quality Assurance process aimed at increasing CVR while reducing Customer Care enquiries and Bad Reviews for our top activities

Hong Kong, Hk

• Managed a 7 people team across Asia in charge of Cross Functional Efficiency, Sales Training, Planning, Merchant portal, Sales Performance & Merchant CRM strategy• Revamped Contract Management and Risk Assessment approval processes obtaining 22% reduction in Turnaround Time• Revamped inventory management by building new workflows and dashboards to minimize financial losses, improve credit recovery and enable strategic acquisitions with the objective of increasing overall profitability of the company

Hong Kong, Hk

• Managed a 17 people team in charge of: Sales Operations (Pricing, Inventory Management, Fulfillment), Sales Planning (Market Research, Procurement), Customer Support & Sales Strategy across Hong Kong, Shenzhen, Kuala Lumpur & Seoul• Delivered comprehensive list of Standard Operating Processes for the unit (Contract Management, KYC, Account Tiering, Credit Management, Pricing, Bulk Purchases, Inventory Management, among others) with the objective of simplifying senior management decisions & streamline approval process

Sydney, Nsw, Au

• Managed a strategic program that aims at turning around sales & revenues for Telstra’s top 15 accounts, while delivering to them world-class customer experience• Team COO in charge of: recruiting sales talent & setting up compensation plans, building sales cadence & operational reporting, delivering updates to C-level executives, running business initiatives (FY20-FY22 operating model, loyalty program, account based marketing, executive sponsorship alignment)

Sydney, Nsw, Au

• Managed a 9 people team in charge of Sales Performance, Business Analytics and Management Reporting for C-level executives and sales leaders across the enterprise global organization • Delivered, as Business Analytics lead, a new Global Operating Model to better support Telstra growth aspirations and allocate more efficiently the 800+ Sales & Sales support FTEs

Sydney, Nsw, Au

• Developed a methodology to globally forecast and assess Hard, Soft and Substitution churn. Designed, as a result, 10+ new management reports to support & track Churn minimizing efforts• Built a regional team in Manila to manage customers across Asia, US, EMEA and Australia: interviewed candidates, designed processes, set up sales portfolios and the related targets & KPIs• Led a Global Revenue Assurance initiative by analyzing a 3Q AUD 4.6 M revenue degradation between Delivery and Finance units and mapping the Book-to-bill process across the CRM and Billing systems

Melbourne, Victoria, Au

• Led the Business Case for ANZ to join OTC Clear to clear IRS, CCS and FX Forwards• Delivered the 2016-19 North Asia Sales & Trading Strategy Plan• Analyzed and re-mapped over 1300+ FTEs Cost Allocation Centers• Mapped the HK Intraday Liquidity Management Process

Boston, Massachusetts, Us

• Trailstone Group – Head of Back Office EUSet up EU Back Office at Trailstone group: involved in the hiring process, created process & procedures, distributed team activities. Managed a team of 5 people in charge of all BO daily operations: Confirmations, Reconciliations, Invoicing, Settlement and Collateral Management. Acted as first point of contact for the EU COO and Global CFO for ad-hoc queries, new business initiatives, regulatory response and liquidity/cash management.• Eni Trading & Shipping – EMIR Regulatory AnalysisLead Business Analysis to implement EMIR regulation at Eni Trading & Shipping across London, Milan and Brussels. In charge of: mapping Source Systems in-scope (Endur for Gas, Power and Emissions, ICTS for Oil and Freights and Kondor+ for IR and FX), conducting technical interviews with clients BAs/third parties, translating regulatory requirements into technical specifications and analyze DTCC requirements. Main point of contact for Italian-speaking teams involved (client BAs & PMs and external teams - NTT Data and KPMG).• Sapient Global Market – Internal projectsInvolved in business development activities for the UK & Italian Market on Regulatory reporting, ETRM Strategy, System Integration Projects and Product PoC/Demos. In charge of delivering a Competitive analysis of Sapient vs main competitors in the Business Consulting practice by coordinating an internal team of 4 people.

Milano, Italy, It

• Eni Gas & Power – BPR Billing retailActed as Business Analyst/PM within the Eni Gas & Power Client Management function to implement a new CRM and a new Billing solution for 6mln Italian retail clients. In charge of: analysis of AS-IS processes, Quick Win identification, drawing TO-BE processes and overall Project Management.• Eni Gas & Power – Middle Market DevelopmentIdentified and analyzed a new market target and development of all the related project streams. In charge of: portfolio analysis, billing, offering, designing the new service model, marketing & communication and functional requirements for the new web site.• Saras – Refining & Marketing Market StudyLead a Refining & Marketing Analysis (oil & gas value chain, players, products and technologies involved) and a prepared a presentation to be used for all level new employees of Saras group.

London, Gb

• Falck Renewables Trading – Set up of an Energy Trading CompanyAnalyzed the economics of the NewCo and contributed to prepare all the documents to be presented to the Board of Directors of Falck Renewables Group.• Iren Mercato – Software Selection & ETRM Gap AnalysisSupported a Software Selection to choose one product for all Energy Trading, Risk Management and Gas Supply & Logistics operations. Performed a Gap Analysis between Iren Mercato ETRM processes and KPMG best practices.

Dublin 2, Ie

• Analyzed clients requests and translated them into technical requirements for the development team• Managed and dealt with several queries from multiple clients at the same time• Created training material and provided client training for new software modules and upgrade releases• Involved in projects related to Gas, Power & Retail Demand Forecasting and Power Invoicing

Roma, Lazio, It

Internship to prepare the Project Work “Pricing trend analysis for the power & gas gross contracts on the Italian market and hedging strategies” during MEF Degree.

Master Of Business Administration (Mba)

Mef, Master In Energy Finance

Master'S Degree, Business Administration

Erasmus, Economics

Bachelor'S Degree, Finance