What I offer
Commercial Excellence
Pivoting organizations from product focused to customer centric approach
Strategic Key Account segmentation and development plans
Key stakeholders engagement plans
Win rate analysis and corrective measures
Pricing Optimization
Commercial daily management frameworks and KPIs setting
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Market Research
With 10 years of corporate strategy in large enterprises, I help companies identifying the size of the prize, the profit pools and growth opportunities across European and emerging markets
Customer Advisory Boards
From executive lunches to quarterly reviews with Strategic Customer Executives, I have helped companies in the technology and automation industries to gain more insights from their key customers fostering faster co-innovation cycles and increased share of wallet
Strategy and Go to Market Plans
I set up clear and actionable go to market strategies for companies that need to transform their commercial capabilities or want to expand into new markets. I have successfully developed and implemented GTM plans for companies like Honeywell, Vontier (ex Danaher) and British Telecom
Experiences
Sales Transformation in the Telecom Sector
THE CHALLENGE: A global ICT player had an underperforming sales team with a win rate below 30%
THE SOLUTION: I developed and implemented a KAM program and an early engagement strategy
THE IMPACT: Multipled the overall order size by 5 with recurring servcie business and grew win rate above 40%
Strategic Marketing in the IoT sector
THE CHALLENGE: a global IOT player had sluggish sales in high growth markets
THE SOLUTION: I developed a 3x3x3 plan to prioritize countries, offerings and vertical segments and reallocated the right feet on the ground
THE IMPACT: Streamlined focus areas from 10 to 4, grew new offerings sales 43%
Offering Development in the Aviation Industry
Agile thinking offering development framework
Pivoted airport throughput Offerings to safe and healthy airports offerings
Strategic engagement with ACI and airport authorities
2 global offering launches in record time
Pull through of clean air and video analytics solutions
Reskilling 1000+ sellers
Untapping $500M of Cross- selling opportunities in Key Accounts
Multiple CEO Kaizen winner untapping $500M of whitespace market, $250M actionable in the next 18 months, $150M qualified and loaded, $4M closed in 3 months
Runner up of CEO Kaizen 2024 driving 17% of net pricing gain and 1000bps win rate Improvement through commercial processes transformation
