Business development, director of sales, sales manager, account manager

Channel Indirect Sales Manager Jun 2014 – actual
AVM Gmbh for Internationa Communication Technology (Berlin)
Value estimated turnover of 2018 : 18 Ml., growth 52% vs. 2017; 27% of Value Market Share
AVM is the most largest networking company in Europe market and small - medium Telco
As Channel Sales Manager I was responsible for the management and achievement of Italian Turnover and growths on the entire product portfolio , developing and implementation of all relationship and of all strategic programs in all Channel (Distribution, Retail Resellers/B2B, Etail), developing and maintaining a professional and high level of partnership through setting up a business in the medium to long term plan to achieve and maintain a level of excellence with partners.
I work with the Marketing, Operations, Sales team in achieving operational excellence to increase profitability for current and potential guests and ensuring that the country delivers profitable growth against agreed targets.
Important in this role is driving sales performance and take the lead in shaping the culture, behaviors, passion and energy of the regional sales teams.
KEY RESPONSIBILITIES
 Create, implement, measure and review a strategic or operational plan that drives achievement of business goals aligned to overall AVM strategy
 Formulate Business Plan for each single customers and for all channel
 Uses mechanisms such as territory planning, account plans, opportunity inspection, pipeline management, account reviews, forecast calls etc.  Establish, develop and maintain strong relationships with existing and new partners; build knowledge of customers and best way to sell to  Define a forecast of sell in /sell out for each single customers and for all indirect market (Retail, Online, B2B)
 Drive, with the Retail Team, stores/headquarters sales performance and customer service
 Drive with B2B team, sales performance & increasing the Knowledge of AVM products in B2B channel.
 Create & discuss with HQ Business Plan in order to obtain company results following AVM guidelines.
 Create & Negotiate commercial agreements in line with company policies
 Advises and coaches the sales force around how to position AVM’s value proposition in the market and by doing, that increases average deal size
 Support day-to-day operational functions in the retail store & sell out activities in order to maximize the return of the investment and reach our target.
 Manage customer flow and sales associate assignment.
 Ensure that customer satisfaction is primary focus of all staff.
 Create and maintain staffing schedules.
 Conduct in-home customer visits when necessary to monitor sales staff performance and provide coaching to improve sales methods.
 Assist sales staff with problem resolution and decision making.
 Monitor and ensure optimal performance with respect to customer conversion rates.
 Identify future business needs  Identifies and pursues opportunities to expand business activities within areas of responsibility
 Establish and maintain local relationships by actively promoting and visit to all customers.
 Work closely with the Marketing Director and their team to provide input into the marketing campaigns, and all instore activities that can increases product visibility/sell out.
 Provide ideas for special events, holiday promotions and other marketing initiatives
 Work closely with the Operations team to ensure store adherence to rules and regulations.
 Liaise with the Management Team on the implementation of retail initiatives.
 Monitor sales trends through weekly sales analysis with the Retail/Etail Team & B2B Team.
 Provide action / result based reporting to the management
 Achieve monthly goals to help increase repeat and referral business.
 Take corrective action as required.
 Serve as point of contact for internal and external customers.
 Perform other functions as necessary or as assigned.  Establish working relationships with external parties which supports the achievement of business goals
 Communicates AVM vision and aligns team and individual goals to achieve business results
 Drives employee loyalty through the delivery of and commitment to AVM people and enablement programs
 Recruits, builds and develops the team to deliver business results
 Identifies, develops and promotes high potential employees
 Identifies performance issues and deals with them in a timely and professional manner
 Recommends and/or approves people related decisions – hiring, promotions, merit increases, rewards & recognition, training initiatives etc.
 Drives performance review and development planning process with annual and quarterly review meetings
 Manager of 10 Sales people (Etail, Resellers/B2B & Retail) & setup of all sales targets/objectives for each sales guys
 Coaches/mentors individuals and the team

Acer Italy Srl (Milan ) - Value estimated turnover of 2013 : SMB € 38,000,000 ; Retail : € 88,000,000
 Management of direct Wholesales (Esprinet Techdata and Computer Gross ) and Indirect-Distributors ( Computer Discount - both the distribution chain and Retail Chain and other ).
 Sales planning and performance analysis - complete management for all products in the portfolio for the Consumer Division (Planning marketing activity, creation of promotional sell-out and special activities, etc ...)
 Analysis and inventory management, capacity of planning and forecasting sell in - sell-out Open Channel ; good judgment and anticipation of problems by creating new promotional activities to enhance our market share in terms of sell-out ; creating bespoke campaigns and initiatives in either distribution or directly to dealers/resellers
 Good ability to planning and forecasting start up activities for new partners.
 Developing , updating and sharing of Sales Forecast for the Retail Channel in accordance with the Sales Force to feed the budgeting process ; planning orders and management of stocks remaining ; responsible of development of resellers
 Excellent knowledge of all aspects of the supply chain and sales channel within the SMB and Retail Channel.
 Excellent skills in creating good relations with all people within our partner ( brand manager , business manager , sales rep , sales manager, purchasing manager , etc. .. )
 Main activities with Wholesalers : definition quarterly target and objectives agreement; marketing plan discussion and implementation, define orders and manage the relationship at all levels
 Development and maintenance of the Consumer Dashboard in terms of products , sales channels , customers, in order to have visibility of the total stock and total activities of all distributors and indirect-distributors .
 Provide accurate and timely visibility on the progress of the plans of the structure with respect to the objectives .
 Ensure the team correct information related to sales , productivity and incentive compensation .
 Ensure implementation of sales processes and contribute to the design of new processes.

Hewlett-Packard Italiana S.r.l. (Milan)
HP Italiana S.r.l. (Milan ) - Value estimated turnover of 2012 : Retail : € 468,000,000
HP is the most largest IT company in the consumer market and small - medium enterprises , in addition to being a leader in the enterprise market. Its wide range includes infrastructures and services, personal computers and access devices, software, as well as solutions for imaging and printing.
As Retail Account Manager I was responsible for the management and achievement of assigned quotas and growths on my accounts on the entire product portfolio , implementation of all strategic programs , developing and maintaining a professional and high level of partnership through setting up a business in the medium to long term plan to achieve and maintain a level of excellence with partners.
 Coordinate and optimize the work of the Estended Sales Force within my Retailers , maximizing their contribution and finalizing the achievement of volume objectives and of " in store excellence " .
 Management of 16 people (8 Printer Division and 8 Personal Computers Division) divided by territoriality registry, used to implement the programs in store and taken to any local orders ; Dedicated incentives depending on the time and needs .
 Preparation and analysis of sales reports (daily reports, weekly reports , executive reports ) .
 Preparation of the forecast of long-term and sharing with the various business functions / Team EMEA .
 Point of contact with the various corporate functions : Finance , Supply Chain, Sales, Production , Marketing .
 Support in defining strategies of price / margin , preparation and monitoring of the business plan.
 Marketing activities aimed at increasing the penetration of the local market and improve brand visibility .
 Analysis of market and competition at both the structure of supply and prices.
 Preparation of reports on product quality and quantity , sales planning .
Customers and billed :
 2011 : Gre Group, Elite Group and Expert Group >>> annual turnover of 96 million Euros
 2012: development of the online channel >>> 51 million Euros turnover in strong growth.

Hewlett-Packard Italiana S.r.l. (Milan)
Responsibility of the end to end process of the sale by the management of the products, the forecast (sales forecasting, planning) , management of the product (sell-out and stock of the assigned retailer) , coordination and management of all activities promotion.
Responsibility to ensure that all trade marketing programs are implemented in such a way that HP has a position of absolute leadership within chains and retailers and in the communication of the various customers assigned to me .
I also had the task of :
 Ensure the optimization of all categories and their life cycle.
 Managing economic and commercial customers followed , promotion products in total autonomy.
 Coordinate and optimize the work of the Estended Sales Force within my Retailers , maximizing their contribution and finalizing the achievement of volume objectives and "in store excellence".
 Management of 8 People (Personal Computer Division) divided by territoriality registry used to implement the programs in store .
 Share and collaborate with all corporate functions ( Categories , Marketing, Finance and Sales) , always active and proactive approach to business development following the guidelines HP
 Proactivity with the EMEA organization in case of customers who require international agreements.
 Product Marketinig : defining policy discounts, analysis of market segmentation , analysis of competitors.
 Capacity of sales over achievement , promoting new HP sales opportunities, participation in the overall strategy , defines specific sales plans ; capacity to establish relationships between the executive and HP partners.
Customers and billed :
 2008 : Computer shop >>> annual turnover of 20,000,000 Euros
 2009 : Mass Merch and Euronics Group >>> annual turnover of 140,000,000 Euros
 2010 : Gre Group and Elite Group and Expert Group >>> annual turnover of 65,000,000 Euros

Laurea Specialistica in Ingegneria
Politecnico di Torino – Corso Duca degli Abruzzi
• Thesis Title: Design and implementation of a system based on Embedded Processor 80x86
The thesis was developed as part of an internship at Practica Ltd, a company based in Turin that deals with manufacture and sale of embedded systems.
During the training period, following a period of study necessary to learn the principles and functional constituent of an embedded system, it has taken into consideration the analysis and design of the same
• Final grade: 104/110