Ruggero Farina - Solutions Sales, Visa

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Work Background

VisaSolutions Sales Director

Jan. 2022MilanoNov 2021 - Present (2 years 4 months) • Delivery of the sales objectives of Visa Products & Solutions in Italy through New Business Development: Money Movement, Risk & Identity, Issuer & Acceptance Solutions. Managing VAS AANR, Strategic Account Planning and Sales Pipeline. • Sales Management and Solution Selling for non-traditional, high-potential accounts. • Coordinating key country budgets and supporting the Country Manager in Sales Operations & Strategic Projects.

VisaGlobal Account Lead

Jun. 2017 - Dec. 2022Milan, Lombardy, ItalySales Management for Global and Italian Banks: leading Key Account Teams, setting the strategy and delivery plans. Working with Banks to identify requirements, introducing new services and developing a trusted adviser relationship. Achievements: • Led Visa business growth and Strategic Partnerships with a Global Client, defining strategy and execution • Cross-functional Team Leadership: coordinating a team of European Account Managers in RFPs and QBRs. • Secured a comprehensive Pan-EU multi-billion 5-year deal, improving Net Promoter Score by 25%. • Closed deals and delivered ground-breaking initiatives with several key Italian signature accounts, exceeding sales targets and a spend in the region of €20 BN per year.

VisaProduct & Market Development Senior Manager

Dec. 2011 - May. 2017Milan/London · On-siteAppointed to work with senior account and relationship managers to deliver revenue growth through the generation of innovative value propositions for client institutions. Leading a team remotely. • Developed proposition and built business case modelling to provide support for client discussions. • Won senior management approval for product development and operational support to implement proposals, part of team leading pitch to client senior management, including C-Level. Strategic projects: • CEO Analyst Acting as the analyst for the CEO of Visa Europe, providing strategic advisory, operational reports, executive summaries and updates on strategic and commercial matters, country/clients visits and events brief packs, liaison with Executive Leadership Team, review and preparation of Board material. • Recurring Payments Taskforce - Market Engagement Tested the new Visa Innovation Framework to identify and validate opportunities in Bill Payments and accelerate Visa penetration into personal consumer expenditure.

MasterCardBusiness Analyst

Jan. 2004 - Jun. 2005Rome Area, ItalyBrought in to assess key risks and analyze market requirements, working with the Sales team on development projects and commercial proposals. Achievements • Contributed to the growth of the partnership with the main Italian card issuer by generating improvements to customer satisfaction ratings

Tampere Peace Research InstituteResearch Fellow

Oct. 2002 - Jul. 2003TamperePerformed research on International Political Economy as a member of the Mediterranean Studies Project Research Team. Supported by a grant from the Italian Ministry of Foreign Affairs.

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