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Work experience

Jul 2008Jan 2010

Head of Marketing & Sales - Automotive Division

Meta System SpA

 Holds full P&L accountability for $110M operations and 60 staff spanning six locations in Italy, UK, France, Germany, and China.

  • Introduced SAP, streamlined sales processes, delivered and revised budget to account for economic downturn, and mapped new commercial structure in four months; rationalized reporting and introduced product management function.

  • Limited Revenues reduction at -5% vs. 2008 (market -30%) with acquisition of new customers and distributors (i.e. Romania, Estonia, Ireland, Denmark…).

  • Increased Gross Margin by 1% through pricing adjustments, focused promotions and elimination of Israel loss making business.

  • Reduced costs by $1,5M by direct cost reduction (gifts, travel savings, customer incentives) and reduction in personnel.

  • Sold UK loss making subsidiary for $0,5M, reorganized French subsidiary and achieved $0,2M from a negative one.

  • Started localization partnerships in India and Brazil to leverage important local markets.

Nov 2007Jun 2008

Vice President Mktg & Business Development - Global Solar Manager

ABB SACE a division of ABB SpA

Vice President – Marketing & Business Development | ABB SACE and Global Solar Manager | Automation Products 2007 – 2008

Retained marketing and sales responsibility for breakers and switches business unit while assuming leadership of $20M operating budget and 50 staff across three locations for ABB SACE. Tapped for lead role in new solar planning initiative.

  • Unified four marketing and business development teams into a single function, defined new strategy.

  • Startup of 9 Vertical teams across the four Italian sales organizations (Water & Waste Water, Critical Power, Oil & Gas, Solar, Food & Beverage, Marine, Railway, Metals, HVAC).

  • Delivered market-entry strategy for solar group; within four months, defined opportunities, product road maps for four business units, and acquisition targets; valuated one company in Canada and created operational teams in nine countries.

Apr 2004Jun 2008

Vice President Mktg & Sales and Strategic Marketing Director

ABB Global Business Unit Breakers & Switches

 Directed $1.3B P&L for breakers and switches business unit with 10 plants and four export management offices in Europe, India, and China; established operations in Bulgaria and Latin America. Concurrently introduced strategic marketing function for ABB SACE.

  • Championed plan to increase use of low-cost production options in emerging economies from <20>

  • Instituted common processes and strategic direction across country operations and initiated business planning and budgeting sessions, sales & marketing coordination, and compilation of best practices.

  • Guided profitable growth plans specific by country and by verticals; supported increase of salesmen.

  • Assessed valuation of 30+ M&A targets in Italy and overseas, headed negotiations with four, and finalized deal in Argentina.

Mar 2001Mar 2004

Managing Director

Voltimum Italia Srl

Tapped to start up 1st European electrical installation portal in collaborative environment with ABB, Legrand, Nexans, Osram, Philips Lighting, Pirelli and Schneider Electric. Oversaw $30M launch budget and six staff. Coordinated high-level executive committee.

  • Incorporated legal entity in July 2001 after three months and completed team of six by the end of 2001.

  • Revamped technical specifications, co-project managed development and headed go-live on September 2002.

  • Convinced CEO to develop parallel Linux portal version, then performed in six months in Italy under CTO supervision producing $8M savings.

  • Acquired four manufacturing partners in three years, VIMAR has been the first one and secured alliances with 90% of electrical wholesalers, overcoming opposition to incorporate online price quotes; realized 250,000 monthly page views.

Apr 1995Mar 2001

Several Sales and Marketing management roles

ABB SACE SpA
Mar 1994Mar 1995

Export Product Manager MV/LV protective relays

Microelettrica Scientifica SpA
Sep 1993Mar 1994

Salesmen Portable Gas detectors

Polymetron Sieger Srl

Skills

Spanish
English
Italian

References

Thorolf Damen

Thorolf Damen

Portfolio

Portfolio

Summary

Global Executive driving P&L improvement and beating performance targets by leveraging strong team building and execution abilities in complex, multinational environments. Expertise spans strategic planning, startups, restructuring, mergers & acquisitions (M&A), competitive analysis, market segmentation, and sales/marketing leadership. International background on four continents.

  • Catapulted company from $700M to $1.3B revenues in four years while expanding margins from 17% to 26% to more than double bottom-line contribution to $330M; defined industry targets, developed country-specific plans, and upgraded sales force.

  • Combined efforts of seven industry giants to launch online startup in three months and achieved break-even in three years during dot-com crisis; created 1st European industry portal bridging manufacturers and customers; attracted 17,000 subscribers.

  • Improved commercial margin 1% in nine months despite sales slump through pricing adjustments, elimination of Israel business, and $1,5M in cost savings; now completing comprehensive restructuring to ensure long-term stability in downturn.

Growth Strategist combining organic and inorganic approaches to enhance revenues and margin performance.

  • Doubled sales to $28M in three years while tripling market share to hit 6%; added 10 new sales representatives to expand reach.

  • Sparked 15% EBIT increase for mature division with 50% market share while expanding revenue from $57M to $60M in 12 months.

  • Assessed valuation of 30+ M&A targets in Italy and overseas, headed negotiations with four, and finalized deal in Argentina.

Interest

Travelling, reading, skiing, sailing, tennis, swimming

CustomSmall

Other training courses

  • Leadership
  • High level negotiation
  • Stress management
  • Coaching
  • Time Management
  • Market segmentation