Massimo

Commercial responsibility of a Strategic Business Unit with global sales (>€70M) and manufacturing plants in Europe and the USA. Manager of a team of over 40 (including 4 managers) in: sales, sales support, technical support, and marketing. Member of SBU Executive Team.

• Surpassed budget by optimizing multi-channel sales, leading negotiations with railway, aeronautic, electric, and automotive OEMs, and defining a new pricing policy.
• Changed commercial organization to increase focus on key customers by redefining sales team’s mission, objectives, and incentives.
• Revamped marketing department by defining new digital strategy leading to >40% increase in social media followers and by implementing a Product Information Management (PIM) solution to manage and enrich product-related information.
• Entrusted as key contributor to Group-wide initiatives for Key Account Management, Business Intelligence, and marketing.

Managed >€10M P&L specialized in multichannel B2B sales in EMEA of electric products and solutions. In charge of a team of over 20 with 3 direct reports: sales, sales support & marketing, and service. Member of BU Executive Team.

• Achieved best-of-business top-line performance : surpassed sales targets constantly, established new distribution channel providing double digit growth, and implemented new account tiering strategy and pricing policy.
• Improved bottom-line performance and championed operational excellence: drove up profitability by promoting more favorable product mix and reviewing make-vs-buy strategy, decreased SG&A costs, increased OTD to >90% from 70% by leading cross-functional task force, and raised ITO.
• Successful people management: obtained alignment and commitment through ERP migration (2014) and organizational change (2016), while keeping low voluntary turnover; hired, developed, and retained talent, implemented improvement programs, and terminated contracts for poor performance.

• Led strategic planning for Global Business Unit while reporting to GBU President
• Developed strategic framework that led to 10% CAGR 2012-2014 and coordinated its adoption across BU entities in Europe, North America, and Asia.
• Built market model based on industry-specific and macro-economic indicators and developed competitors’ profiles (financials, SWOT).
• Initiated corporate-sponsored program for operational excellence: Voice of the Customer, and continuous improvement via Value Stream Mapping (VSM).
• Worked directly for Emerson's CEO and Board of Directors for the 2013 annual investor conference

* Achieved 30% CAGR revenue growth by providing technical, commercial, logistics, and regulatory expertise.
* Managed 3x sales objective over 5 years (€2.2M) after gaining increased responsibilities.
* Directed company-wide S&OP plan leading to 6% inventory reduction and improved Trade working Capital (TWC).
* Expanded role over time towards business leadership including supply chain, operations, and logistics.