PAOLO DE LUCA
AGENTE mercato Information Technology
Hi all,
I have relevant work experience: 30 years; 25 of them in IT market in a Sales or Business Development environment, looking after Business Customers in medium and large enterprises.
My Key competencies:
• Consultative Selling: Identifies & regularly communicates with all relevant customer contacts. Demonstrates a thorough understanding of customer' s issues, challenges & business drivers;
• Questioning / Fact Finding: Accurately & consistently qualifies all sales opportunities;
• Communication: Demonstrates a thorough understanding of the customer needs. Communicates effectively both internally & externally. Understands the fundamental elements of communication, eg. Face-to-face, email, telephone, correspondence;
• Presentation: Able to construct / deliver effective presentations internally & externally;
• Negotiation / Gaining commitment: Understands effective negotiation techniques & seeks to apply them in most situations. Is alert to customer buying signals & identifies closing opportunities;
• Account Planning & Management: Has Detailed understanding of accounts & opportunities. Analyses/ manages information to formulate effective strategies;
• Cold Calling: Recognises & acts on opportunities for cold calling generating new opportunities. Gathers sufficient information to effect follow-up activities;
• Administration: Confident with Office software. Provides accurate & relevant information to Sales Manager;
• Time Management: Manages time& resources to maximise customer facing time. Punctual to customer meetings. Controls meetings with structure agenda & timeline. Manages sales activities & priorities to meet agreed standards;
• Behaviours: Self Assured / Confident, decisive, customer focused, flexible, motivated, professional, team oriented and positive.
Thank you for your attention.
2 contactsENTERPRISE GROUP S.p.A. (January 2003 – today)
Sales and Marketing Manager - Reports to the Managing Director.
Enterprise Group employs 40 professionals and specialises in management, administration and Human Resource optimization (HRM solutions).
We sell licensed software, maintenance contracts, project and payroll outsourcing services.
The most important areas we cover are: time and attendance records, payroll, personnel budget, career management, employee work related expenses (travel allowances etc.)
Company revenue is about 3, 2 Million Euro.
Our customers are private companies with more than 500 employees; some of them are: ZURIGO ASSICURAZIONI, ELSAG GEST, AEM Milano, GRUPPO FERROVIE NORD, ATAC, ARTSANA,MANUTENCOOP, ALCATEL, VITROCISET, LAVAZZA etc.
1998 - 2003HMS S.p.A. (June 1998 – January 2003)
Key Account Rep. for med. enterprises - reported to the HMS Compaq Business Group Mgr.
HMS is owned by Labinf Group SpA located in Santhià: founded in 1979, the overall Group employs 230 individuals. In 2000 it reached $40 Million in sales/yr.
HMS, founded in 1989, is a Compaq Corporate Dealer (Intel and Alpha system) that offers system integration, server and networking solutions (CISCO, Enterasys System, Allied Telesyn), and also software by Network Associates, Navision Partner (ERP); Oracle partner; multi-vendor maintenance.
HMS division employs 50, and has $30 Million in sales/yr.
1997 - 1998COMPAQ COMPUTER S.p.A. (December 1997 – June 1998)
Channel Manager - reported to the Regional Mgr.
Direct Dealer for: Amuprogram, TC Data, TC CentroPavia, SIO Sistemi, EDS
Indirect Dealer for: over 60 others
Q1-1998 sales objective: $2.81 Million; achieved $3.05 Million
Q2-1998 sales objective: $3 Million; achieved $3.10 Million
While working for this Company, I attended an interesting and useful 5 days sales training course offered by KAESER International.
1992 - 1997The SANTA CRUZ OPERATION (ITALIA) S.r.l. (SCO) (July 1992 – December 1997)
Last position held: OEM Account Manager - reported to the Italian National Sales Mgr.
Previous positions involved the Banking, Insurance, and Telecommunications environments.
An American international company, it employees 1200 worldwide. Sales for 1997 were $220 Million. SCO develops X/Motif Unix Operating Systems for Intel computers: SCO OpenServer, SCO UnixWare, Internet/Intranet and MS-Windows /Unix integration software are the main products.
The Italian branch employs 20 and the revenue is about 5 Million GBP.
My specific activities included:
- prospecting, presentations and demo management.
- identifying major business project opportunities
- working in conjunction with the marketing dept. to organize third-party events
- interacting and coordinating presentations and testing procedures with English colleagues
- offering solutions for issues such as: Downsizing, Upgrading, open systems, integration with other platforms (DOS, MS-Windows, Unix), internetworking (LAN, WAN, SNA, Internet, Intranet etc.)
- I attended five training courses for Sales, SPIN, Sales Psychology, Negotiation and Major Account approach
Sales increased by 64.8% over 4 years:
FY-1993: achieved 680.450 GBP;
FY-1994: achieved 817.665 GBP; President Club award winner
FY-1995: achieved 755.000 GBP;
FY-1996: achieved 855.000 GBP;
FY-1997 :achieved 1.050.000 GBP; President Club award winner
My SCO customers:
System Integration: Marconi, Modis, Sogei, Memorex Telex, Elsag Bailey, Necsy, Telesoft, IPM Group
OEM: Olivetti / OLSY, Olivetti Sanità, Data General, Unisys, Bull, Compaq, Digital, IBM, Intercomp, NCR
Other End Users: Lloyd Adriatico, Levante Assicurazioni (Insurance), Norditalia Assicurazioni, SAI, UTET, La Previdente, La Fondiaria Assicurazioni, Ced Borsa (Italian Stock exchange), SNAM, Marina Militare (Italian Military Navy), ACI, Poste Italiane (Italian Postal Services), INPDAP, Ministero Affari Estero (Ministry of International Affairs), Amministrazione Provinciale di Roma (Province of Rome Administration).
1989 - 1992CADAM ITALIA (January 1989 - June 1992)
Territory Manager/Cad tools for Italy, Greece, Turkey and Egypt with three direct employees.
Reported to the Managing Director.
The Italian Division of CADAM Inc. headquartered in Los Angeles, multinational developer CAD/CAM/CAE/CIM application software founded in 1965.
The products lines I managed included Mechanical CAD (MicroCadam Plus) and Electronic CAD (P-CAD and Premier-PCB) running on PC-DOS and workstation (IBM RISC/6000 + SUN).
1986 - 1988LIFEBOAT ASSOCIATES ITALIA S.r.l. (June 1986 - December 1988)
Italian National Sales Manager with seven direct employees. Reported to the Managing Director
An Italian company selling software (language, compiler, utility, etc.) and hardware (10-Net networking board for PC, A4 monitor, etc.) imported from the USA and Great Britain.
We represented 13 American and British companies among which: DCA, Ryan McFarland, Lifeboat USA, Wortech Systems, Lattice.
1988 revenue: 4.7 Billion Liras.
1983 - 1986ALPITOUR INFORMATICA S.p.A. (November 1983 - May 1986)
Regional Sales Manager for the territories of Lombardy and Emilia Romagna with 4 direct employees.
Reported to the General Manager.
Software house owned by Alpitour Italia (the leading Italian tour operator), IBM personal Computer reseller and IBM S/36 Agent. Staff 60. the company developed a travel agency specific accounting software package.
1978 - 1983DISI ITALIA S.p.A. (February 1978 - October 1983)
Sales Agent and Product Specialist for Northern Italy.
Reported to the North Italian Territory Manager.
DISI is a publicly traded company of medical instruments such as pacemakers, heart mechanical valves, echocardiography equipment, and related monitoring instruments pertaining to cardiology and cardiac surgery. Employees 180 in three branch offices: Milan, Bologna and Rome.