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16+ years of sales experience in industrial markets (Pharma, Chemical, mechanical and electronic sectors- telecoms, aerospace&defense). A successful track record in winning business opportunities with both active and passive companies. Achieved by utilizing a strategic and tactical approach to search out and nurture clients. Broad Range of experience in direct and indirect sales of products and service from the creation of new market opportunities, expanding distribution and introducing new products, through to the establishment of effective sales force controls (having direct accountability on a total business of about $8Milion/year). Now looking forward to a new position preferable within Business Development or Sales and Operations Management.


* Strategic Planning, * Sales Initiatives, * Maximinzing Sales, * Exceeding Targets, * Business Planning&Reviews, * Identifying Customer Needs, * Identifying New Markets, * Customer Focus, * Marketing&Promotions, * Negotiating, * Key Account Management, * Business Development, * Project Management.

Work experience

Sep 2000Present

Key Account Manager - Italy

Agilent Technologies spin-off of Hewlett Packard

Key Account Manager - Italy

Feb 2010 –  Present

Responsibility of the Sales Results for Key Accounts on Support&Service Business (Life Sciences & Chemical Analysis).

Key Accountabilities:* Implementation and coordination of the local sales to keep and growth the market on North of Italy;* Marketing&Sales actions to create new opportunities and grow on the existing business;* Controlling, monitoring, forecasting the performance against targets;* Plan sales and marketing action together with the European Marketing and Sales Managers on specific product lines.

Account Sales Manager - Italy

May 2006 – Jan 2010 (3 years 8 months)

Responsibility of the Sales Results for the whole Support&Service Sales Team (1 teleseller and 1 Sales Rep) and direct management of Key Accounts.Key Accountabilities and Results:* Implementation and coordination of the local sales team to capture more growth from the market. Sales grew by 50% in the last 2 fiscal years (achievement of $7.0Millions in FY08);* Marketing&Sales actions on Key Accounts to create new opportunities and grow on the existing business;* Implementation of a telesales model; outsourced the business to an external agency and trained the new sales force; increased the renewal rate of 15% YOY (up to 95%) for a total amount of about $1Milion/year;* Controlling, monitoring, forecasting the performance against targets; increased the forecast accuracy to about 95% on average (year results);* Plan sales and marketing action together with the European Marketing Manager on specific product lines; grew up-front business of 100% from FY06 to FY09.

Sales Representative – Italy

2004 – 2006 (2 years)

Responsibility of the Sales Results for Italy.Key Accountabilities and Results:* Consolidated the growth of previous years and, working with the Delivery Business Manager, increased the OP of the Business Unit (from –OP% to +OP%);* Analyzed the market potentiality on medium term in order to contribute in building and adequate Sales organization;* Sales Goals: FY04 achievement: $4.0Millions - 30% growth in 2 years.

Sales Representative – Geographical District

Direct Sales on the Geographical Business.Key Accountabilities and Results:* Direct Sales on Geographical Business;* Sales Goals: FY02 Achievement: $2.0Millions - growth of 50% in 2 years.

Inside Sales Representative – Italy

2000 – 2002 (2 years)

The sales organizations were initially composed of three sales specialists. In this organization I had the responsibility of small accounts.Key Accountabilities and Results:* Defined and managed the implementation the Renewal Agreement Process on the small business, achieving a renewal rate of 90%; * Grew the business on small and medium accounts through the identification and qualification of new business opportunities.

Apr 1999Sep 2000

Marketing&Product Specialist


Marketing&Product Specialist April 1999 – September 2000 (1 year 6 months)

Development and management of marketing leverages and marketing mix in order to keep the market position and identify new market opportunities.Key Accountabilities and Results:* Performed the market analysis: segmented the market, identified and positioned the product portfolio; * Identified new potential product lines, identified new market niches and potential expansion of the product range; * Introduced new catalogue products and implemented a new Product Development team focused on customized products and applications;* Continuous analysis of active and passive sectors/customers to identify new business and product development opportunities;* Participation to the creation of a new business unit(of 3 minor BUs) implementing the marketing activities (including product, strategic and communication marketing).

Jun 1996Apr 1999

Export Sales Engineer

MP Filtri S.p.A.

Export Sales Engineer

June 1996 – April 1999 (2 years 11 months)

* Managed foreign branches (based in England, Germany, U.S.A. and Canada) and major international distributors;* Developed the East European markets, aimed at establishing a distribution network that effectively supported the local OEMs;* Implemented the Marketing Communication activities aimed at supporting the corporate image, creating activities and events, applying the most common marketing tools;* 6 Months of Training at the British branch in Bourton on the Water.



ITIS Leonardo Da Vinci


Diploma in Electrotechnics accomplished in “I.T.I.S. - Leonardo Da Vinci” (Technical-Industrial Institute of Higher Education) based in the province of Milan, Italy.


Master Degree

Università degli Studi di Pavia

Master Degree, Economics-Industrial Economics

1988 – 1994

* Title of the thesis: "Model of internationalization of small-medium companies: the APRIN S.p.A. case". The thesis proposes an empirical analysis, focused on the marketing strategies of the given firm, which were intended to extend the foreign business. Supervisor: Prof. A. Frova, Professor of industrial and Commercial Techniques;* 6 months stage at sales dept of Aprin (Ditec Group).

Activities and Societies: * 6 months stage at sales dept of Aprin (Ditec Group).


Strategic Planner
I proactively prepare for emerging client needs and requirements. I use customer goals as a guide to create action plans; determine project urgency and align my companies resources effectively.
Effective Listener
I clearly present information through the written or spoken word and interpret complex information. Any successful sales person understands the importance of asking questions and listening.
Positive Attitude
I always displays enthusiasm and passion in my business approach. I embrace the team spirit and take initiative. I remain motivated when faced with a challenge and display confidence and self–assurance.
Results Oriented
Year on year consistently exceeds goals. I push myself  to perform at the top. I use written goals and objectives to guide my actions.  
Customer Centric Selling
"If you want to CATCH a fish you need to THINK like a fish".  A methodology used to accelerate the sales cycle, increase deal size and improve forecasting.