Gianmarco Azara - Sales director, Spafarma

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Work Background

BIOSPASales Director

Jan. 2023Milano, Lombardia, Italia

LCM GenectBusiness manager & Sales director Italy

Jan. 2022Milano, Lombardia, Italia

Siemens HealthineersSales Manager • Application Sales Manager

Oct. 2017 - Apr. 2022Lombardy, ItalyDrive the sales team in delivering sustainable and profitable market share growth across Northern Italy for the vitro diagnostic, blood gas, diabetes, urine analysis, cardiac makers and haematology coagulation portfolio. Develop strategy and sales plan to achieve both recurring and expanding revenue in alignment with global strategy. Define sales targets, coordinate information flow around sales activities, providing forecasts, analysis and market intelligence. Build strong relationships with senior leaders of corporate accounts. Translate client requirements into business-driven solutions and travel on site to deliver presentations and product demos. Provide pre- and post-sales as well as product support. Build a robust sales organisation through best practices, training and cross-collaboration. • Surpassed targeted sales budget by 120% for three years in a row. • Achieved 150% of annual sales target by 3rd quarter 2020, translating to EUR 4M of point of care line sales in Lombardy hospitals. • Currently playing lead role in the sales and management of COVID-19 emergency management systems.

Siemens HealthineersKey Account Manager • Application Specialist • Business Partner

Apr. 2013 - Sep. 2017Sardinia, Piemonte & Liguria, ItalyQualified and managed accounts, performed product demonstrations, installed new systems, troubleshoot and resolved issues and provided customer training for the haematology coagulation, point of care testing diagnostic systems and cardiac makers. Provided technical and scientific support to customers throughout the sales process. Worked with sales, technical and product team to coordinate potential client’s technical requirements and develop the most appropriate technical, design and tender proposals. Delivered customer, sales force and service technicians with periodic training. Gathered customer feedback and market needs. Reviewed technical literature to maintain awareness of current opportunities and regulatory rules – including appropriate positioning. • Achieved economic, operational and management targets throughout assigned territory. • Signed contracts with 45 new clients in 3 years and consistently achieved annual sales targets.

Sardynia Pharma Srl Sales Manager

Sep. 2009 - Apr. 2013Sardinia, ItalyRecruited to lead the successful channel entry and fast growth of multinational and national clients’ products and solutions into pharmacies across Italy. Gained deep understanding of the pharmacy landscape, client business model and category knowledge to develop winning business plans and ensure the best execution. Developed growth plan and commercial objectives and executed the established sales strategy to realise client-specific sell in and sell out targets. Collaborated with both client and internal commercial teams to sharpen the business roadmap and to develop and roll out sales and marketing plans. Determined correct territory coverage via customer and point-of-sale visits as pre canvass methods and timing. • Captured significant sales turnover by successfully distributing client products to up to 80 points of sale. • Successfully functioned as Sales Manager for major companies such as Bayer Pharmaceuticals, Terumo, Eurospital, Microlife and Nuxe. • Pioneered the distribution of Nuxe cosmetics in Sardinia via creation of 2 different sales groups, the sell in group and the sell out group. The former was led by the Sales Manager which distributed the product as per the quarterly plan while the latter was managed by consultants who planned events and meetings with pharmacies as per developed business model and enabled fast product sales and formation of a loyal clientele.

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