Project Manager, Business Development & Strategy Director
Grupo CMC
Total years of experience :38 years, 3 Months
Grupo CMC http://www.grupocmc.eu/ is a Consultancy Company based in Spain, Portugal, Italy, Mexico and Colombia.
Responsible for designing and executing the Company’s strategy around business development & sales management, merger & acquisitions and strategic planning.
Currently serving also as Project Manager for a set of strategic and global SAP projects for a Major US Pharma Company (Aptar Corp, Inc). PMO methodology for on premise and accelerated cloud solutions deployment widely applied. Fixed price and time/material global projects, in a multi-vendor environment.
Responsible for directly managing a group of 12 Associate Partners and 80+ Consultants, with business development, sales management and project delivery goal.
Ensuring the achievement of the sales, revenue and profit targets; Executing the periodic Quality Assurance / delivery Excellence reviews;
Executing the Business Controls rules on revenue, FG&A expenses, direct and indirect costs, data privacy, security standards;
Performing Fall planning and Budgeting processes;
Designing / localizing and executing strategic initiatives and growth plays;
Designing Go-to-Market Strategy and Demand Generation events with the Marketing Department;
Definition, update and alignment of the career plan of the resources of the Division, incentive and compensation plans set up, talents identification and professional growth planning, yearly performances evaluation.
Management Consultancy, Business Process Transformation, Performance Improvement, Change Management, Organizational management, Strategic ICT Analysis, Strategic planning, Strategic Sourcing, Strategic Outsourcing Services, systems integration, ERP, CRM, Business Intelligence, Digital transformation, e_Commerce, program and project management.
Industrial Manufacturing, Automotive, Oil&Gas, Engineering & Construction, Energy & utilities, Pharma Life Sciences, Logistic & Transportation, Consumer goods, Retail, Public Sector, Telco, Banking.
Channel Sales Strategic plan development by Channel / Region / Country / Brand / Product, \nConsultative / Solution Selling approach; Sales targets set up by channel / product line / solution and by Country / Territory / Branch on quarterly and yearly basis, \nIncentive plans set up for Indirect Sales Rep’s and Channel / BP’s; \nPipeline analysis and management; achievements progression monitoring on weekley basis and reporting to EMEA and Corporate Software Group Channel Sales VP and GM; \nRecovery plan set up and execution; \nISV’s / Channel Partners / Reselles recruitment; \ninterlock with the Business Operations and Finance to consolidate the results; \nJoint development with the Marketing Department of demand generation campaigns, market insights and benchmarking, competitive positioning, events, initiatives, to be held either directly and/or with Channel Partners; execution and follow up of the outcomes / leads.
Integration Leader for the local roll out of the Merger and Acquisitions; Acquisition and post-Acquisitions activities of Italian subsidiaries of Software Companies taken over by IBM at global level; \nvoting member of the Software Group Worldwide Acquisitions Due Diligence Board (Somers, N.Y., USA). \nMain tasks: Customer base and Channel ecosystem analysis and transition plan development, Organizational Adjustments, Specific Retention plans for critical resources, Employment contracts harmonization between local employment / labour and Health & Safety laws and IBM Corporate standard HR policies, Unions relationships management.
Starting within the Business Intelligence and Systems Integration Group, helping to consolidate and expand the Business Intelligence practice
Then appointed as Innovation Leader, launching one of the fastest growing e_Business incubator (B2B, B2C, e_Procurement and e_commerce solutions).
Moved to the B.I. and Systems Integration Group Director position on early-2000, helping the E&U sector Leader to open the largest new name client ever for PwC Italy on SAP space (ENI Group, Italian #1 Oil&Gas company, ranked among the top ten companies at global level) with the Global strategic sourcing / e_Procurement project. Finally moved to E&U Sector, as Managing Partner for ENI Group client.
Key Account Executive Finance Sector in charge for the two largest Italian Banking Institutes (Istituto Bancario San Paolo di Torino, Banca Commerciale Italiana).
Professional Services Director for South Europe, driving a team of Systems Architects, Product Subject Matter Experts, Project Managers and Implementation Consultants across Europe South Region (Italy, Iberia, Greece, Turkey)
Key Account Executive in charge to manage some Key Accounts in Banking Sector (Istituto Bancario San Paolo di Torino), Local Government Sector (CERVED - IT Service Bureau of the Association of Italian Chambers of Commerce) and Industrial Sector (FIAT Avio, FinCantieri)
Senior Consultant and Project Manager on several projects (Cost Accounting, Quality Management, Inventory Management, Purchasing, MRP, Supply Chain Management, Sales & Distribution, Customer Relationships Management, Product Lifecycle Management) with different practices (Information Planning, Business Analysis, Systems Design, Systems Implementation).
One year permanent assignment at Global Automotive Industry Center of Excellence in Chicago (Il, USA).
Attending on part time basis the ESCP-EAPS SAA-School of Management of University of Turin and achieved the MBA in “Management”.
Master in Business Administration (Management) SAA / ESCP-EAPS - School of Management of University of Turin, Italy
Electronic Engineering Degree, specialties in Telco and Information Technology