Andrea Guido Montagna

Work History

Work History
Nov 2005 - Present

Sales Director

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.

Jun 2003 - Oct 2005

International Marketing Manager

Henkel KGaA

Consumer Adhesive Division

Worldwide responsible for the brand Pattex and for all DIY adhesives.

Defining and implementing international strategies, launching new products (with related  market analysis, international market researches, competition analysis, price positioning), management of any above-the-line activity (TV commercial, worldwide sponsorship),  defining and implementing packaging guidelines, countries co-ordination, management of the brand Pattex worldwide and definition of brand switch processes from local brands to the international brand, involvement in M&A processes/discussions and in the resulting integration of acquired businesses into Henkel “world”.

In this job, I regularly visit main Countries to discuss local strategies and visit/study local markets and consumers.

Responsibility. Sales: approx. 200mio €, Budget: approx. 1,5mio €.

From January 2004, in charge of E-Communication (Internet activities, new international internet sites, coordination of local internet sites).

From June 2004, Responsible for Nordic Countries (involvement in the definition of the local strategy and in the preparation of sales plan, participation to the main meetings with sales force).

In this position I report to the Senior Vice President – SBU Director. Four people report to me (two International Product Managers, one E-Commerce Specialist and one Assistant)

Jun 2002 - May 2003

Group Product Manager

Henkel Italia Spa

Consumer Adhesive Division

In charge for Italy of the brand Pattex and of all DIY adhesives (“strong bonding”) and of the brand Ariasana (line of humidity absorber products).

Defining local strategies and involvement in the definition of the international strategies (via attending different international meetings), launching four new products in the Italian market, adapting international guidelines to Italian requirements, collaboration with sales force to create “ad hoc” promotions, special packs, reward catalogs… Defining the Media Plan and managing any below-the-line activity.

Responsibility. Sales: approx. 15mio €, Budget: approx. 1,5mio €.

In this position I reported to the Country Manager (at that time there was no Marketing Director, and for some activities –above all those international- I was partially covering that function). Three Product Managers reported to me

Oct 2000 - May 2002

National Account Manager

Henkel Italia Spa

Consumer Adhesive Division

Managing some of the main Italian Food/Mass Market accounts: ESD (Esselunga, Selex, Agorà) and Nuova Intermedia (Rinascente/Auchan, Bennet, Lombardini, Pam, Italgros). Defining and managing sales strategies, customers’ budgets, yearly contracts…

In this position I reported to the Sales Director. Three sales reps and two merchandisers reported to me (direct report, while the whole sales force was referring to me for the accounts I managed). 

Jun 1999 - Oct 2000

Category Manager

http://www.henkelna.com

Home Solutions Division

In charge of launching the new line of humidity absorber products in the American market: defining launch strategies, price positioning, market analysis, competition analysis, packaging creation, collaboration with local sales force (product/concept presentation to some key accounts: Wal*Mart, K-Mart, Lowe’s, Kroeger…), defining and managing a regional test with Wal*Mart (250 stores in Texas and Florida), involvement in trade fairs.

Responsible for the international launch of the American “Easy Liner-Shelf Liner” (home solutions product line): Countries coordination, coordination with the international branches of Wal*Mart…

In this position I reported to the Director of the SBU Home Solutions and I was coordinating two Assistants. 

Feb 1998 - May 1999

Product Manager

Henkel Italia Spa

Consumer Adhesive Division

In charge for Italy of the brand Ariasana (line of humidity absorber products). Defining the strategy for the recently launched Ariasana: price positioning, competition analysis, market analysis/market research, brand restyling, creation of a new packaging, total responsibility for both above-the-line (creation of a TV commercial, many TV programs sponsorships, print ads) and below-the-line activities (POS materials and activities), collaboration with local sales force (product/concept presentation to many key accounts…). Plan, creation and launch of 3 range extensions.

Responsibility. Sales: approx. 5mio €, Budget: approx. 0,7mio €.

In this position I reported to the Marketing Manager. 

Oct 1997 - Feb 1998

Assistant International Product Manager

Henkel KGaA

Cosmetics Division

Assistant within the international marketing team for hair coloration products.  Involvement into Brillance brand restyling (new brand image, packaging, TV commercial), Countries coordination, market analysis, competition analysis.

In this position I reported to the International Group Product Manager. 

Mar 1997 - Oct 1997

Intern

Consumer Healthcare Division

Internship in marketing and product management for OTC products. Involvement in Contac brand re-launch and after few months responsible for total brand management, since the Product Manager left. Therefore I attended and presented at sales convention, steering committee, R&D meeting. I was then reporting directly to the Marketing Director.

Apr 1996 - Jul 1996

External consultant

Valdani Vicari & Associati

Education

Education

Objective

With a strong experience in sales and marketing of consumer goods, developed in an international context (lived and worked in Italy, Germany, USA), with local and international responsibilities, managing groups of more than 100 people, with high degree of influence on P&L, I now feel ready for top management positions.