Henkel Italia Spa
Consumer Adhesive Division
Responsible for the whole Italian market (plus Malta) of all sales activities. In charge of the whole sales organization (110 people), structured in 3 separate sales forces, visiting 5 different channels (Modern Food, Modern DIY, Stationery/Office, Hardware and Professional/Building Merchants).
Sales organization is made of 40 direct people (out of which 3 “dirigenti” and 20 “quadri”) and 70 sales agents.
Total turnover: ca. 100mio €.
Full responsibility on commercial policy, sales strategy and on sales and profit target achievement. Country responsible for cash net working capital projects. High degree of influence on P&L.
Analysis on competitors’ products and activities in order to maintain competitiveness of own strategy and policy.
Regular involvement in international sales meeting to coordinate local activities with international players.
Training, monitoring and promoting the growth of sales people in line with commercial policy and with own responsibilities in order to maintain and highly involved and motivated team.
Definition of sales budget and constant monitoring of it. Responsible of return on sales of commercial investments.
Coordination with marketing, supply chain, customer service and logistics to obtain synergies and strategic targets achievement.
I report to the South Europe Region Manager.