Martino Giovanni Picotti

General Manager at Ultimate Motors
The authorised dealer for Lamborghini Dubai & Abu Dhabi.
www.theultimatemotors.com

PRORIENTED is a Business Advisory Firm, made of experienced professionals with successful business track record in the Middle East, Africa and India, that provide consultancy services such as Business Advisory, Management Solutions and Business Localization.

Main Responsibilities:
• Promote and support strategic growth and business development of companies in the region
• Research new opportunities, potential markets and new channels, alliances, and partnerships
• Provide country management and fractional management solutions focusing on revenue growth

Main Responsibilities:
• Lead and manage Maserati with complete P&L responsibility and accountability
• Formulate and implement strategic business planning, growth and network representation
• Define sales volume, revenue, profitability targets and ensure attainment across all locations
• Drove business towards achieving short, medium and long term goals
• Set business forecasts per each market segment relevant to the brand model line-up
• Monitored sales marketing plans execution enhancing brand image and customer satisfaction


Key Achievements:
• Improved Operating Profit by 158%, Net Sales Revenue by 27% and Sales Volume by 26%
• Drove market share increase from 11% to 13% in a competitive market retracting by 27% y-o-y
• Enhanced Customer Experience increasing NPS score by 24% up to 93 and CSI up to 93.1 in year 1
• Established a Fleet sales channel, enhanced and stabilized the department organization structure

Main Responsibilities:
• Managed key markets (Kuwait, Qatar, Bahrain, and Levant) for Chevrolet, GMC, and Cadillac
• Achieved vehicle sales objectives in retail, fleet, wholesale, pre-owned and accessories
• Drove attainment of sales department profitability as well as dealer profitability
• Led local marketing and CRM activities, working closely with dealers in planning and execution
• Enhanced customer and dealer satisfaction through various KPIs and corrective actions
• Ensured proper network footprint and CI as well as retail standards and training compliance


Key Achievements:
• Over-achieved vehicle sales objectives with annual growth of 24% and market share of 10%
• Drove improvements in dealers’ fleet business, yielding overall sales result of 215% over target
• Enhanced showroom controls and leads management at dealers, achieving 7% leads conversion

Main Responsibilities:
• Oversaw ACDelco brand, including both automotive parts and service centers
• Led regional brand strategy, advertising, promotions, communications, and PR
• Managed contract and relationship with contracted advertising and PR agencies
• Provided project management for global corporate identity & image manual

Key Achievements:
• Supported the brand’s all-time highest regional sales yearly achievement of $150M
• Grew revenues and profits by 55% and expanded regional network from 28 to 50 service centers
• Won the Middle East Gemas Effie Grand Prix Award for best marketing campaign in any category

Main Responsibilities:
• Drove logistics operations for inbound, outbound, warehousing and dealer distribution
• Managed Italian production export operations and shipments to Europe, US, and Asia
• Developed annual business plans, mid-term plans, investment plans, expenses, budgets and P&L

Key Achievements:
• Achieved or over-achieved assigned monthly volume, expenses and quality targets
• Reduced transport cost by 15% per year with increased service level and performance
• Improved service and quality level for motorcycles operations from worse to best in Europe

Main Responsibilities:
• Managed parts regional sales, marketing, supply chain and warehousing operations
• Led logistics, warehousing, procurement, inventory, general affairs, finance, IT and HR departments
• Generated annual business plans, mid-term plans, investment plans, expenses, budgets and P&L

Key Achievements:
• Drove steady sales turnover increase of 20% in each year and stock turn improvements by 10%
• Spearheaded market expansion by setting up new distribution in countries like Iran and CIS
• Improved price competitiveness versus major brand competitors, reducing gap by 40%

Main Responsibilities:
• Defined sales budgets and targets for each subsidiary in reference area
• Provided supervision, approval and follow-up for subsidiaries’ sales and marketing activities
• Led launch of new product range and set up new sales logistic flow in the regional market


Key Achievements:
• Increased yearly sales turnover by 3.5% in a mature and saturated market
• Launched new products lines such as batteries, drive chains, mufflers, fluids and oils
• Implemented a new Pan-European Helpdesk CRM function as a result of a project work group

Main Responsibilities:
• Managed Key Accounts orders, assortments, distribution and sales analysis
• Provided Marketing and Merchandising support through trade marketing budgets, promotional plans
• Gathered Market knowledge in various channels department stores, retailers, wholesalers

Key Achievements:
• Increased sales to key accounts by 5% by working closely with their buyers
• Improved assortments through orders of newly added product references

Main Responsibilities:
• Managed product portfolio and new launches
• Conducted market and sales analysis
• Oversaw distribution channel and sales network

Key Achievements:
• Revamped product catalogue and restructured pricing
• Reorganized selling force & representative agencies throughout the country

Main Responsibilities:
• Managed Nautical License issuing office & examination passing exams
• Oversaw personnel in duty at Coast Guard Head Office in Venice
• Ensured safety and good conduct in the Venice lagoon

Key Achievements:
• Re-organized office structure and rotations
• Published an essay on the Nautical License legislation and regulations