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Interim manager

Work Experience

Experience

September 2003
August 2004
Pastificio Labor srl, Pasta manufacturing
Scafati (Salerno)
Marketing & Sales Director, Interim Manager
One year ago the firm was sold. My responsibility is to give a new marketing and sales strategy, changing the way to stay on the market. I\'m developing the product portfolio and rewieving the sales structure. I report to the Marketing Vice President of the new owner company.
Febbraio 2002

Gabetti S.p.A., Real Estate brokarage Milano
Marketing & Business Development Director
I had the full responsibility to establish new strategies for developing the presence of G. point of sales (using geomarketing application package). Moreover it was my full responsibility both to develop the organizational structures trough franchising network and to launch new customer services aimed to increase the customer satisfaction. I was also responsible of adv strategies, adv planning and buying. Seventeen people reported to me. I report to the Managing Director.
July 1998
January 2002
Gabetti S.p.A., Real Estate Milano
North Italy Sales Manager
I was in charge both for the sales (real estate brokerage, loans, assurance, franchising network development) and legal and administration activity. Full responsibility of P & L. 120 people reported to me
Key achievements:
Turnover: 2001 year + 7 % vs 2000; 2000 + 11 % vs 1999; 1999 + 39% vs ‘98
Gross Margin: 2001 year + 11% vs 2000; 2000 + 15% vs ‘99; ‘99 + 102% vs ‘98
First BU of Gabetti for profitability growth
Doubled turnover in the category of “commercial” real estate brokerage
8 new shops opened (direct sales network), + 23 new franchisees in 3 years
December 1994
June 1998
Ceres S.p.A., Beer (Italian Branch of a Danish brewery) Genova
Sales & Marketing Director
Manager in charge for sale and marketing of the leader brand between the imported beers. Full responsibility of P & L. I reported to the Managing Director.
Key achievements:
1997 Turnover: 86 € millions. Average compound rate of growth in \'95 - \'97: + 7.3%, in spite of a low profitable product line closure (4,8 € ml;1996)
1997 market share: 25% in Horeca market (+ 3 pts in three years period), 21% in retail market (+12 pts)
Definition of a new marketing strategy, aimed to establish un \"umbrella brand\"
Definition and development of a new beer launch plan; turnover in the first year: 2,5 € million
New sales network organization, decreasing the agents and establishing a new key account sales force for Modern Distribution (GDO) I developed a new logistic system. So doing the distribution cost was cut of 23% in two years. I planned sales program and I handle negotiations with the key buyers.
I constituted and I developed a new promoter network to increase the draught beer consumption in the pubs. 8 new Ceres branded pub was opened in the first year
April 1991
November 1994
Illva di Saronno, Bevarage Saronno (Varese)
Marketing Director
I was in charge for marketing & communication, both in Italy and abroad. I managed the marketing policy in 12 of 72 countries in which our products were exported. I was in close relationship with the 2 Sales Director, developing and implementing promotional and incentive programs. I managed 8 adv agency in as many countries. Key achievements:
Average turnover growth in ‘91-‘94 : Export + 19%, Italy + 2%
Gross Profit growth: + 16 % in 3 years
February 1989
March 1991
Kraft General Food Italia, Food Milano
Regional Sales Manager
I was in charge for sales in 2 regions with 3 different sales force network (80 salesmen, 7 dealers, 4 agents.
I handle negotiations with the key buyers of GDO. I reported to the Sales Director of Business Unit.
Key achievements:
Sales target exceeded in two years
Kraft Award as the best sales performance in 1990
January 1988
January 1989
Kraft General Food Italia, Food Milano
Trade Marketing Manager
I reported to the Sales Director of Business Unit. Key achievements:
I developed a new system of computerized analysis of the shelf
I constitute the P & L analysis of the different distribution channels
I coordinated a work team (Bain Cuneo consultants and sales Directors of the different KGF companies ) aimed to reorganize the sales force structures
January 1986
December 1988
Kraft Italia, Food Milano
Marketing Manager
I had the full responsibility of marketing management concerning three brands
Key achievements:
Relaunch of soft cheese brand (Invernizzina): +10 % of turnover in the 1st year; +4 pts of market share gained)
Launch of line extensions (Invernizzina light; Mozary light). Responsability of briefing to R & D and project leader in defining the new manufacturing system.
July 1984
December 1985
Invernizzi (purchased by Kraft; maggio ’85), Food Melzo (MI)
Group Product Manager
Key achievements: I adopted promotional methods not yet used in the cheese sector. Goal: increase the average purchase of the consumers. + 75 % in sales, + 8 pts in market share.
October 1978
June 1984
Cegos Italia, French M.gment Consulting Company Milano – Parigi
Junior Consultant
Market research and market planning were the main area in which I worked. Market category in which I worked: textile, pharmaceutical, chemical, retail, mecanics.

Education

L. Bocconi University (Milan): Political Economy Degree (1977)

Skills

Executive manager since 1987. My work experience was gained in planning and organizing sales units, in developing business and customer service policy. I matured a strong orientation to high achievements, with established success in reverting negative trends, increasing sales and profitability.
Focused on P & L, I try to look over the present situation, in order to identify hidden opportunities of profitability. “Team building” is my management approach. I have good skills in communication and I’m able both to motivate to exemplary performance and to carry out complex negotiations.

Languages

Proficient in english. Working comprehension of french and german

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