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.
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.