Distinguished 20+ year career reflects continual advancement and achievements in delivering strong market, financial, and operational results. Unique combination of strong academic qualifications, broad experience with multinational companies, and necessary understanding of the Italian market. Proven strengths in identifying the appropriate balance between financial criteria and business needs. History of achievements in identifying, validating, implementing, and replicating best practices and business models with specific focus on innovation. Solid background in working collaboratively with the world's highest rated advertising networks - McCann Erickson, BBDO, Saatchi & Saatchi, JWT, and Lowe Worldwide. Proven successful credentials in managing sizeable sales force teams, both in modern and traditional channel. Remains calm in high pressure situations, relentless in attaining results, and able to operate in companies with very different values without losing sight of personal ethics.
P&L Management • Finance • Cost Management • Turnaround & Change Management
• Visionary & Strategic Thinking • Marketing Management • New Product Launch • New Category Entry • Brand Positioning • Advertising Development • Media Optimization • Sales Management • Key Account Management • GDO & Traditional Trade Distribution • Customer Satisfaction & Retention • Staff Recruiting, Hiring, Development & Coaching
Currently leading, developing and deploying multiple projects in a broad range of industries serving as an advisor to top management (CEOs, EVPs and C-suite executive teams). Leveraged on business experience in designing strategy and moving it into flawless execution for top-tier Companies in Banking and Automotive.
Concurrently spearheading the roll-out of a Company in one of the highest luxury sector, such as shoes. Direct competitors are Louboutin, René Caovilla and Zanotti.
What do you like most about your profession?
Watch an "up in the air" Idea become Reality.
What questions do clients most commonly ask you? How do you respond?
90% of questions I receive are about "...and now, what do we do?" associated to Team's panic. My answer is always "keep calm or quit until the crisis is figured out, I need to be concentrated", so to find a way out.
Describe a recent client engagement or project.
The best example is the way I entered recently as Operating Partner in a start-up. I saw one of the few product concepts with a relevant, unique and credible reason for being, therefore I contacted the Founder (actually a friend of a friend) with a structured presentation of her business that convinced a couple of CVF's. The day after I joined the Team as GM.
What are 3 attributes you need to be successful in your industry?
Actually 4: 1) commitment, 2) achievement, 3) entrepreneurship, 4) teamwork.
How are you different than others in your profession?
I will never state I have always attained my objectives. Who says that either set up an underestimated target or he/she is not living in the real world.
What are your biggest professional influences (books, mentors, events)?
Learning by doing after seeing others operating in a similar context.
How do you typically handle disagreements with clients?
I agree beforehand that I must be entitled to express my perspective and opinion: it is the only reason because I am paid. Striving to build consensus on something I do not feel professionally convinced is not in my DNA. That said I always provide supporting evidence of my recommendation and manners are (of course) of the essence.
Describe your proudest professional accomplishment.
As CEO of Rice and Parboiled International: - Drove sales boost from € 0 up to € 45 Mio in 18 months. As Johnson & Johnson Marketing Director: - Turnover Growth. Established J&J Mass Market Italy as the first ranked FMCG company for growth rate in 2003 and 2004 (+19.6% in 2003 versus 2002) – generating total of 24% of managed turnover (€ 39 Mio) – through product repositioning, re-launches, and extension/flanker roll-outs. - Profit Improvement. Increased operating profit by 46% in 2003 vs 2002. Rationalized and concentrated promo/advertising to support 3 key brands worth 80% of turnover and reduced cost per GRPs (€ 6 Mio savings) . - Market Share Gains. Reversed negative market share trends of 2 brands – achieving all time high indexes for vast majority of proposition – by managing the local production of 3 high-impact advertising campaigns.
Business Strategy Consultant (C-level) at Confidential
January 2012 - Present
Led, developed and deployed multiple projects in a broad range of industries serving as an advisor to top management (CEO, EVP and C-suite executives). Leveraged on business experience in designing strategy and moving it into flawless execution for top-tier Companies. Core competences include: Growth Strategy, Strategic Planning, Cost Reduction, Marketing and/or Sales Strategy, Consumer Insight, Communication Process (Advertising and Media), Corporate Positioning, Salesforce Management, Training and Transformation.
COO / Board Member at Rice & Parboiled International
January 2010 - December 2012
Hired by a venture capital firm to spearhead the creation of a NewCo by spinning off a branch of a winding up company engaged in rice-based products manufacturing. Directed all aspects of the startup process, overseeing sales, marketing, finance, HR, IT, operation functions and managing a 90 persons organization. Identified, validated and enabled holistic business model coupled with an aggressive 2-years plan highlighting Critical Success Factors, Net Financial Position, Competitive Strategy, Quarterly Action Plan and KPI’s. Rice & Parboiled International was sold at a value worth a 8x profit multiplier.
VP Sales / Board Member at Lindt & Sprungli
January 2007 - December 2009
Challenged to turnaround negative trend (CAGR -8,25%) at the € 280 Mio Italian branch of this multinational company; negative trend was primarily due to physiological small store closure substituted by hyper/superstores. Accountable for financial sales results between gross and net/net/net figures in specified outlet, extensively involved in GP maximization, and managed sales controlling, credit policies, manufacturing planning, logistics, warehousing, and shipping functions. Supervised 5 back office personnel (trade marketing, analysts, sales administration), 7 Area Managers, and 200 Sales Agents.
Member of the local Board of Directors with exposure to/and P&L responsibility for the entire channel.
Business Unit Director / Board Member at Sisal Games & Lotteries
January 2005 - July 2009
Recruited to join the € 120 Mio Games & Betting Division of Sisal Spa, a company that is engaged in the management of gaming and betting in Italy. As Member of Local Board of Directors, oversaw controlling and IT systems areas and directed 95 employees responsible for sales, back office, brand management, marketing, customer service, and call center functions.
Marketing Director at Johnson & Johnson
January 2001 - July 2006
Instrumental in driving € 160+ Mio turnover for a portfolio of key brands (e.g., Johnson's Baby, Carefree, pH.55, OB, Aveeno, Penaten, Neutrogena) for Johnson & Johnson's Italian branch. Managed strategic and operational marketing of the portfolio and created, validated, and implemented strategies. Led a 16-person local marketing team; headed international marketing groups in shaping long-term direction of Skincare and Women's Health categories, and directed a Detailing Team (Detailing Manager, Professional Manager-Doctor, 25 Detailers on the field) in generating and validating claims through clinical protocols, providing education and training to Pharmacists, and promoting recommendations and prescriptions to Dermatologists/Gynecologists.
European Category Director at Reckitt Benckiser
January 1998 - July 2003
Promoted to plan, execute, and manage category marketing initiatives and launch new products for Harpic, the market leading brand of the Lavatory Care Category (€90M) for this €10B multinational company engaged in home and personal care products (6 core categories). Succeeded in maintaining a constant and constructive alignment with countries under responsibility – thereby facilitating implementation of initiatives. Led a 6-person cross-functional team with direct leadership of 22 local resources (Marketing Directors/Managers) in charge of the same category.
Group Marketing Manager at Diageo
May 1982 - December 1999
Brought on board as Junior Brand Manager for the Cinzano and Florio brands (leaders of sweet sparkling wines and marsala segment); promoted to Senior Brand Manager with full responsibility for 360° marketing tasks (brand image, advertising, PR campaigns) associated with the Italian market. Additionally, developed the Eastern European market via distributors focusing on Russia, Ukraine, and Baltic Republic. Accountable for € 8 Mio budget. Recruited an Assistant Brand Manager.
Chartered Institute of Marketing - UK
Field of Study: Marketing
University of Turin
Field of Study: Business Administration
Qualification of Company Legal Representative - IT
End Date: Jun 04, 2010
Membership of the Chartered Institute of Marketing - UK
End Date: Dec 09, 1999
HR Professional's Proficiency - US
Start Date: Sep 03, 2002
Proficiency: Native or Bilingual Proficiency
Proficiency: Native or Bilingual Proficiency
Phone: +39 391 3855595