In this position I have to manage the relation with one of the most important global
customer, pursuing a strategic approach.
The way to succeed is to create a strong and lasting creation creating a win-win
situation for both the company and the account.
I’m working hard to acquire a thorough understanding of key customer needs and
requirements and to expanding the relationship by continuously proposing solutions
that could meet Yilport objectives.

Dealer Manager - Kalmar Global (for Turkish market)
Supporting Solution Sales Manager in its activity as, but not limited to, focusing on
forecasting, process management, achieving sales targets by successfully managing
the sales team coaching.
Being involved in the design of a new way of working and being a Salesforce key user
I naturally led the sales team in the transition to new CPQ where Italy has been
chosen as pilot country within Kalmar FLU organization.
Starting H2 2021 I took the ownership of the dealer management activities working
closely with Global Dealer Management in the onboarding process for old and new
dealers. I mainly focused, but not limited to, on the following activities:
▪ Kroll onboarding process
▪ contract creation or renewal
▪ dealer support on processes and tools
▪ objectives setting, coaching and performance monitoring of sales
representatives
Within the global dealer management I’m Dealer Manager responsible for the
relation with the Kalmar dealer for Turkey. Dealer is our partner to drive the market
share growth and help us to get closer to the end customer in the referring market.
Following the strategy set down by the company, I support the dealer to strengthen
the relationship day by day and support in its effort to drive market share growth.
I’m responsible for reviewing the dealer business plan, setting annual targets and
tracking the progress going through the dealer performance program to measure
performance with common KPIs.

From march 2020, in addition to my role of Solution Sales Rep., I’ve been honored to
take part of the “Kalmar 4.0” world class supply chain being part of streams order and
configuration management and integrated business planning
The goal of the program is to build a new world class supply chain covering the entire
E2E process. The transformation is a fundamental change of behavior, culture and
processes delivered by a high degree of innovation, automation and real time E2E
Supply chain collaboration.
Even though it was difficult acting a double role and working remotely due to the
pandemic it was a fantastic journey where I had the opportunity to have an insight in
the Kalmar process normally not known when working in the FLU, meeting colleagues
involved in different departments and roles that expand a lot my knowledge of the big
organization we are all part of.

To improve customer relationship on strategic level and revenue target to achieved
agreed market share, establishing and maintaining a good relationship with
customers through regular sales contacts.
▪ Gathering and channeling input from customers to improve overall
Customer Experience and joint business results
▪ Ensuring constant flow of opportunities into the pipeline to hit
volume and revenue target, conducting regular pipeline review and
alignment
▪ Actively participation in periodical performance review cycle (budget
setting, communication to, alignment with, setting and discussion tactics of
execution)
▪ Taking an active role in developing Company’s strategy and process
improvement
▪ Dealer management in Italy and cluster countries (Turkey, Greece, Malta andCyprus)
▪ Be informed about industry trends as well as about competition
environment, providing feedback and actively collaborate with the other company’s
functions
▪ Sharing a strong knowledge on the market and competition
▪ To generate network within the market environment assembling the
knowledge
▪ Focus in the penetration of the brand by developing a professional
sales pitch based on the product differentiators in order to expand and create
new business opportunity
▪ Development and implementation of a business plan actions in
assigned area, measurement progress and starting corrective actions if needed
▪ Measurement and management of customer satisfaction
▪ Ensure the development of the brand support and dealer resources in
order to most effectively achieve annual market share and profitability objectives.

A.Hartrodt is a global freight forwarder operating in approx 50 countries in the
world
I’ve been responsible of a specific area (Australia market), managing
organizational sales by developing a business plan that covers sales, revenue
and expense controls.
I’ve been in close relation with the Sales Director in setting individual sales
targets meeting the planned sales goals in the 2 years engagement.
I had to oversee the activities and performance of the sales team, coordinating
with marketing on lead generation and developing the sales team through a
dedicated training program.
I managed relations with different internal and external stakeholder like i.e. the
global organization, the overseas agent and office, the end customer and the
shipping company

Seatram is a small italian freight forwarding company with a strong presence is
some countries around the world (SoutAfrica, Australia, New Zeland).
I’ve been recruited to take care of a specific program to develop the Canadian
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market.
I used to live directly in Canada for 3 periods of 90 days/each to appoint a new
agent in the Toronto area and then to develop the entire market traveling all
around Canada (Toronto, Montreal and Vancouver areas) to meet customers and
other possible partners.

SDC was a small family business in the logistics field.
The company was structured in two divisions, warehousing and trucking.
I used to work mainly in the sales roles creating and maintaining relation with the main
stakeholders like freight forwarding companies looking for dedicated logistics solutions