Experience

Wärtsilä Italia S.p.A.

• Italy
• Machinery Manufacturing
• 1 - 100 Employee

• General Manager, Sales Proposals South Europe and Africa - Marine Power Sales

  • Jul 2020 - Present

  Management cross-country for development of offering and sales processes of Sales Proposals Teams in Region 2 - South Europe and Africa.Responsible of Sales Proposals Teams for Italy, Monaco, France, Spain, Portugal, Greece, Cyprus, Turkey, Croatia, Serbia, Slovenia, Malta, Israel, Hungary, Romania, Bulgaria, Azerbaijan & African countries.Maximize sales volumes by boosting opportunities by monitoring of offer process and supporting a pro-active attitude and Customer facing based on Teams technical expertise's.Follow up and management of package offers for Marine Power for Lifecycle Products and Spare Parts for Maintenance.Achieve Marine Power Sales targets by a deep monitoring of Key Performance Indicators.Assure that relevant services, solutions and products are promoted to the Customers.Assure that feedback and needs from customers are brought back to relevant parts of the organization.Understand and monitor Region M&A markets and their potentials.Properly managing response time for sales inquiries / requests / ordersTaken in charge development of offers process in alignment with others Dept & functions.Monitoring and manage quality and accuracy in offering process.Maintain focus and priority taken into account business potential and customer relationship.Facilitate full cooperation with Business Units by proper networking and communication channels.Full responsibility for development of sales processes and development of new offerings, in line with Sales Business Development guidelines.Monitoring and management of costs budget of Sales Proposals.Ensure and support cross-country teamwork and prioritizing in offering process.Ensure business and activity in department is in line with Wartsila strategy and visions for the future.

• General Manager Sales Support Service Unit Mediterranean & Atlantic - Italy France Spain & Portugal

  • Jun 2019 - Jun 2020

  Responsible for leading the development of processes and way of working inside area (Italy, France, Spain & Portugal).Maximize sales volumes by boosting opportunities.Achieve sales targets in alignment with segment GM`sAssure that relevant services, solutions and products are promoted to the Customers.Assure that feedback and needs from customers are brought back to relevant parts of the organization.Understand the market and its potential.Properly managing response time for sales inquiries / requests / ordersTaken in charge development of offers process in alignment with others Dept & functions.Monitoring and manage margin targets, quality and accuracy in offering process.Maintain focus and priority taken into account business potential and customer relationship.Facilitate full cooperation with other networks and "business/product lines".Full responsability for development of sales processes and development of new offerings, in close cooperation with AM`s and GM`sMonitoring and management of costs budget.Ensure cross segment teamwork and prioritizing in offering process.Assure pro-active sales support approach to internal/external Customers and sales organisation of Service Unit.Ensure business and activity in department is in line with Wartsila strategy and visions for the future.

• Manager, Sales Support & Sales Product Management

  • Feb 2015 - May 2019

  In the role is requested to lead Sales Support Dept., supervising and supporting the relevant Proposal Team and Sales Support Products Managers.Managing offering process by a vision of business cases opportunity and capture approach, overall of co-operation and technical knowledge, co-ordination , communication and way of working with other Sales groups and other Wartsila internal organisations.Fix and monitor, in co-ordination with Sales Management, portfolio’s business target setting, follow up, actions, having the responsibility of portfolio’s sales targets. Overall and/or direct involving in communication, relationship, way of working with Wartsila organisation, ensuring the proper implementation of Wartsila Corporate procedures and standards.Develop Sale Support resources, ensuring continuity, proper assessment and set – up in different roles and functions within SS Team, managing and sharing of sense of urgency with Team by solid capability in prioritizing and resources management.

• Sales Product Manager, 4 Stroke Engines, Services Sales

  • Oct 2013 - Jan 2015

  In the role is requested to boosting and supporting sales through business development of portfolio, 4 St Engines in particular, supporting the Sales Team in the daily work, through developing of commercial proposals and an internal/external technical support, by a promotion of new products, upgrades and strategic proposals of product’s improvement to the Customers.

• Team Leader Resources, Field Service, Services

  • Apr 2011 - Sep 2013

  As Team Leader Resources, I had full responsibility of the Field Service Resources of Genova Service Centre plus some Resources dislocated in Italy.The role, in Wartsila Organization, is finalized to improve and develop Performance Management concept through competencies development of the Field Service Resources (Special Services in particular), using Competencies Assessment and Development Discussion for achieve targets developed and evaluated one by one for any FS Resource.

• Field Service Manager, Field Service, Services

  • May 2009 - Mar 2011

  In Wärtsilä Organization, as FS Manager, I have been involved to leading and managing the function organization, to formulate and communicate function investments and action plan, to plan and organize the activities, fulfil and implement tasks set in the budget and action plan, to follow up the implementation, monitoring the function performances.

• Field Service Coordinator, Field Service, Services

  • Jul 2007 - Apr 2009

  Technical and commercial coordination of the Work Orders, regarding FS activities on site and in workshop.In Wartsila Organization, as FS Coordinator, I had accountability of Work Order margin value also and TTI (Time to Invoice).



San Giorgio del Porto S.p.A.

• Italy
• Shipbuilding
• 1 - 100 Employee

• Ship Technical Manager

  • Oct 1989 - Jun 2007

  Technical and commercial management of the Work Orders included subcontractors coordination. Technical and commercial management of the Work Orders included subcontractors coordination.