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Director Pan European Projects

Director Pan European Projects

Work Experience

GE CAPITAL , London 1995 - 2001

GE Capital Commercial Finance Europe (CFE) provider of factoring, invoice discounting, asset based lending in France, Italy, Germany, U.K., Netherlands: turnover: c. $2.5 bn, c.600 staff.

Director European Projects London 1999 - 2001
Reporting to the CEO, promoted as responsible for coordinating and executing this key marketing role for long term Pan-European projects in France, Italy, Germany, UK, Netherlands, which substantially impacted the Business P/L. Direct charge over a team of three. “Dotted line” responsibility over five national project leaders.

European Euro Leader: driving the necessary changes to allow CFE platforms to become Euro based companies by January 2001.
Improving significantly the new client acquisition process (“Win More”) by growing new clients by 20% and reducing the process cost by 30%.
Increasing the customer retention rate (“Keep More”) by 30% in Italy, France, Germany
Supporting the Special Finance Unit to grant an UK Bank License from the Bank of England to fully participate and develop as an arranger in the syndicated European senior debt market.
Leading the core process re-engineering and digitization in the back office area to identify cost saving and outsourcing opportunities in the region of $3mm.

Director Quality Europe GE Capital Commercial Finance Europe (CFE) 1997 - 1998
Promoted Direct Report to the CEO, initiated and delivered a comprehensive, shared Six Sigma Quality vision and strategy to the Business. Ran a team of two people. “Dotted line” responsibility over five national Quality Leaders.

Surveyed customer base and defined “Critical to Quality” characteristics; implemented the customer “Quality Contract” and set up specific measurements: dashboards and scorecards.
Built Quality infrastructure at local level and identifying opportunities for improvements to deliver a 20% profit improvement.
Set up Process Management across the Business: identified and detailed each core process to the third level down; designed metrics and efficiency ratios.
Delivered Quality Awareness training and Quality Tools to France, Italy, Germany, U.K., Netherlands.
Applied “Design for Six Sigma” to create a start-up platform for invoice discounting in UK and set up a new corporate structure in less than five months.


Integration Manager GE Capital Commercial Finance Europe (CFE) 1997 - 1998
Appointed to fully integrate an Italian acquisition (turnover: c. $300m, c. 80 staff), having participated to the due diligence process.

Led the change by designing and implementing the integration plan (Change Agent role)
Selected and co-ordinated the integration team: 8 functions, 18 people, nationals and US (Coordinator role)
Achieved GE standards in nine months leveraging local know-how and culture (Facilitation role).



Manager – Business Development GE Capital Europe 1995 - 1996
M. &A. vehicle for US GE Business to achieve European expansion through acquisitions
Senior member of the M. &A. team with specific focus on the Italian market and the Automotive Industry

Privileged liaison between the Fiat Group and GE Capital: drove the process to establish a financial partnership between Fiat Auto UK and GEC Motor Finance (initial turnover: $30m)
Evaluated possible targets for GECE businesses, which included: Auto Financial Services, Retailer Financing Services, Commercial finance, Insurance Holding, Avis Fleet Services.
Led three due diligence processes: two in Italy ($300m, $400), one in France ($500m); participated to other three as Marketing leader: one in France ($1.5bn,), , one in Germany ($200m), one in Turkey ($20m)
Launched new product line in the UK: motorcycle financing (initial turnover: $15m)
Conceived an entry strategy for the Credit Insurance Business in Europe.


FIAT S.P.A. , Turin 1988 - 1994

Marketing Manager FIDIS S.P.A., holding of financial services of the Fiat Group 1992 - 1994
Reporting to the CEO, responsible to grow the business volumes in three main sectors (cars, trucks, and agricultural machinery) as well as review the strategic presence in Europe.

Created a new matrix approach to analyze potential market and set targets for local companies: increased leasing penetration by 25% and loan penetration by 30% across Europe.
Grew Fiat presence through Joint Ventures and cooperation agreements: JV with Koch Group in Turkey (80% market share); JV with Banque Sofinco in France (T/O: $30m); cooperation agreement in Spain with Banco Hispano Americano.
Introduced a new incentive program for the car dealers: model exported throughout Europe.
Designed and introduced a new marketing plan structure, able to successfully define objectives by product line and by country: reduced product “time to market” by 30% and achieved c. $3m in profit.

Product Manager Leasing 1988 - 1992
Responsible for creating a “product development” department to grow the leasing business in Europe

Developed a cross fertilization program in Europe to leverage best practices
Increased financial penetration in the car segment (+20%), trucks (+15%), agricultural machines (+20%)
Introduced new leasing scheme in Belgium: contract hire for trucks (annual turnover: $2m)

Master in Business Administration at S.D.A. Bocconi, Milan sponsored by CITIBANK 1986 - 1987

CITICORP, Milan 1981 - 1986

Executive Trainee CITIFIN S.P.A., consumer credit company of Citibank 1981 - 1986
Five-year iterative program conceived to create a new generation of Branch Managers
Year 1: Sales and Marketing; Year 2: Financial Control; Year 3: Credit Risk and Collection; Year 4: Operations and Processing; Year 5: Dealer Administration and Pricing


Education

Master in Business Administration at S.D.A. Bocconi, Milan 1986 - 1987
Degree Magna cum Laude in Economics at Bocconi University, Milan 1976 - 1981


Skills

Senior executive skilled in complex organizational issues and processes with an international background in Financial Services. Excellent interpersonal skills demonstrated through strong team building and organizational change; cross-functional experience in Business Development, M&A, Integration, Change Management, Marketing, Quality, Planning

Languages

Italian: mother tongue; English: fluent; French: fluent; Spanish: basic knowledge

Other

Extensive training at GE Capital: Quality(10 weeks); M&A (3 weeks); Integration (4 weeks)
Hobbies: Drawing and Painting
Sports: Occasional Golf, Skiing, Squash



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