MARCO TARPI
SALES PARTNER BUSINESS DEVELOPMENT, MICROSOFT
Manager Senior with more the 15 years of experiences in ICT, Process Management, Sales and Marketing programs.
I have covered managerial positions with direct responsibilities on international projects and innovation promotion activities in Banking, Telecommunication, Automotive and Manufacturing sectors.
My professional skills concern Management, Strategy, Sales and Marketing analysis, Banking products, Customer relationship and extended Supply Chain management (particular experiences have been developed in Program Management, B2B and B2C environment analysis, change management and re-organization).
I enforced my professional competences with a Master in Marketing (2003-05) in order to cover also knowledge of sales and marketing organization, direct marketing, consumer analysis, channels distribution and so on. My final MBA thesis was about "Customer information Management for a direct Marketing approach".
My primary goal is to help customers to choose the best solution in terms of their own requirements, timetables, investments and returns. In particular I focus my attention on IT investments that must be carefully pondered to obtain the maximum benefit.
Currently I'm working as a Sales and Business manager inside a Consulting Company in order to develop these competences:
- Finance, Governance, Customer Relationship Management
- Program management and Performance management, IT strategy
To let you know my way of working, I can propose a brief list of my professional approach:
- Create a relationship network in order to create sales opportunities
- Manage potential opportunities and achieve sales closures
- Build a list of potential clients, prospects and referrals from historic contacts
- Work with all the team in order to develop existing contacts and accounts
- Identify business opportunities through understanding customer requirements
- Analyse customers needs and identifying the appropriate service solution
My consultant job organization is defined by these guidelines:
- Work with functional groups within the company and produce appropriate sales prospects
- Organize account plans and provide relevant reports, forecasts and management information
- Use customer contact management tools
- Remain familiar with the company's products and services
http://www.linkedin.com/in/marcotarpi
649 contactsACCOUNT SERVICE EXECUTIVE
I'M RESPONSILE FOR COMMERCIAL RELATION IN SELLING CONSULTING AND ARCHITECTURAL SERVICE AND SOFTWARE APPLICATION DEVELOPMENT FOR MAJOR CUSTOMERS IN ITALY.
2003 - 2007From March 2006
SanPaoloImi Bank ( www.sanpaoloimi.com )
- Program Management Office definition for Transactional Exchange Bank (Private & Retail area)
o Strategy and priorities definition (about 50 projects)
o Macro-Project analysis and Master Plan definition
o Resources allocation, Budget and Communication plan definition
- Project Manager in projects regarding Payment System environment:
o SEPA and Swift commercial evolution
o ContactLess Credit Card and RFID Technology
o Virtual POS (e-shopping), POS system and guideline management
2005
SanPaoloImi Bank ( www.sanpaoloimi.com )
- Strategy definition to offer payment services to all Olympics Games Torino 2006 merchants:
o Pricing definition according to different merchant categories
o Credit Card Floor Limits, Mobile technologies services, pre-authorisations
o SanPaolo branches organization and document preparation
o Service negotiations with merchant managing director
o Operational staff and maintenance organization support
- Definition of general agreement with VISA International about:
o Sponsorship activities and roles
o Payment services agreement
VISA and SanPaolo have declared officially their congratulation to our support and activities; SanPaolo has confirmed our team for all the 2006.
Iveco spa ( www.iveco.com ) – truck-manufacturing company
- SAP roll-out road map:
o Define a strategy to roll-out SAP installation in all Iveco markets
o Analyse business opportunities and synergies
- Definition of Outsourcing strategy for ICT opportunities:
o Worldwide outsourcer overview and analysis
o Iveco Applications Cluster definition
o Budget analysis and cost/project category segmentation
o Cost Saving proposal and Suppliers reduction
Iveco used our study to realize a saving cost strategy and to reduce numbers of suppliers
2004
Maire Engineering company ( www.maireengineering.it )
Direct relation with Maire managing director and ownership:
- SAP project coordinator (different company integration and migration)
- Company re-organization and business reengineering proposal about:
o offering management
o project development management process
- Proposal of Project Management solutions (process and tools) for engineering projects.
SAP project goal live has been very successful; reengineering business project are still in progress.
Fiat Group Headquarter ( www.fiatgroup.com )
Direct relation with CIO, managing director and their staff:
- Strategic ICT plan: all the Business Unit (Fiat Auto, Iveco, CNH, Magneti Marelli,…) has been analysed in order to optimize projects portfolio and ICT budget allocation, assessing the priorities of Fiat Group, thorough the identification of:
o Most relevant inter-Sector projects
o Opportunities to coordinate synergic projects
o Potential economies of scale
o technological innovation opportunities
- CRM initiatives:
o Definition and evaluation of the scenario and current activities to re-focalize CRM strategy toward the core business (especially for Fiat Auto)
o Global strategy definition from customer behaviour analysis to commercial prospect, sales and after-sales management
o Reorganization of dealer approach to the market and to the final customers
- Business Continuity:
o Definition of a common strategy and standard approach (6-level-layout models) to manage Business Continuity
o Realization of a Request for Information and Qualification sent to international suppliers (IBM, Telecom, HP,…) to formalize a final Request for Quotation
- Internet communication strategy: mayor European markets has been considered and analysed to verify and propose a common communication strategy.
2003 - 2007See job experiences in VALUETEAM, LEO BURNETT, BOOZE ALLEN HAMILTON
2003 - 2004Program Manager in international B2C projects for Fiat Auto Marketing Headquarter (main director: Lapo Elkann – www.fiat.com – www.fiat.it )
- International Communication strategy and Internet Services definition
- Commercial planning promotion and Web sites realization
2003 - 2003Strategic consultancy, according to Fiat Group Managing Director request (ing. Boschetti), regarding Customer information Management on Vehicle Selling Activity. Main activities:
- Customer information retrieval and data segmentation (vehicle characteristic, countries, customer information)
- Channel Sales analysis: new and used cars, renting, big customers, retails.
- Distribution channels and new proposal
1999 - 2003Projects:
International coordination of Automotive E-commerce projects on major market (Italy, France, Germany, UK, Holland – about 20 web sites); principal services were:
o Car configuration and dealer management
o sales of vehicles, financial product and promotion
o after-sales services;
Fiat Auto appreciate our effort and delivery (all the project last 2 years)
Coordination of an Enterprise Information Portal for a corporate company (with SAP Portal):
o Strategic approach definition (Business Unit Oriented)
o Company and employee communication plan
o Services and Application management
Definition of the organizational structures and processes for a new IT Division system-planning:
o Demand Management
o Application and Maintenance Management
o Cost Management
Analysis and definition of a Project Office and Testing methodology for Supplier Evaluation:
o Strategic supplier management
o PMI approach proposal
Analysis of the Informative plant system Activation for a New Engines Production Platform
o Definition Organization of all main activities across all the product life-cycle management in a Engine Production platform
o Common Layout Definition to deploy new platform in China, Brazil and Turkey
Call Centre Architectural Assessment (ING Direct): evolutionary proposals and improvement
o Assessment and Strategy definition of an evolutionary approach for next 2 years
o Project Activities plan and Demand process definition and control
o Definition of a Project management standard approach
All the new project were planned following the proposed methodology
Definition of the model company to support a E-Procurement and B2B strategy
Customers: Fiat Auto, Iveco, Fiat GM PowerTrain, Pirelli, ING Direct Bank,, Italtel, Parmalat
1998 - 1999Customers: Wind-Infostrada, Iveco, Valeo, CED Borsa, Fiat Auto, and Sepa - San Paolo Imi
Projects:
Processes definition, for a TLC company about:
o Planning, Supplying and Billing of interconnection services and circuits from third part Telecommunication Operators
o Business processes definition for New Logistic site activation in foreign countries;
Start-up of New Plant
o Analysis, Planning and Simulation for with different manufacturing typologies
o Relation with supplier
Planning of a DWH and DSS for a international spare part production company
Intranet definition for a Business Unit Manufacturing company
Planning of a Document Management system for the Analysis of Automotive Competitors
1996 - 1998Projects:
Start-up of all networking and application environment for ARPA central authority seat;
Planning of the Beta test phase for the Trial Process Management System
1991 - 1996Projects:
Planning of a Directional Reporting Environment for the Alenia Purchasing Division
Planning of a DWH in order to check the operational and financial flow in the Suppliers and Logistics Area; planning of a Vendor Quality Rating for the suppliers classification;