Stefano Barbaria

2000-present AGILENT TECHNOLOGIES ( www.agilent.com ) spin-off of Hewlett Packard
Electronic- Test &Measurement Division- Support&Service Business Unit

2006 - present Account Sales Manager - Italy
Responsibility of the Sales Results for the whole Support&Service Sales Team (1 teleseller and 1 Sales Rep) and direct management of Key Accounts.
Key Accountabilities and Results:
* Implementation and coordination of the local sales team to capture more growth from the market. Sales grew by 50% in the last 2 fiscal years (achievement of $7.0Millions in FY08);
* Marketing&Sales actions on Key Accounts to create new opportunities and grow on the existing business (won new business with ex. Finmeccanica Group, Selex, Galileo, Telespazio, Nokia Siemens Network, Ericsson, Motorola, Alcatel-Lucent, STMicroelectronics);
* Implementation of a telesales model; outsourced the business to an external agency and trained the new sales force; increased the renewal rate of 15% YOY (up to 95%) for a total amount of about $1Milion/year;
* Controlling, monitoring, forecasting the performance against targets; increased the forecast accuracy to about 95% on average (year results);
* Plan sales and marketing action together with the European Marketing Manager on specific product lines; grew up-front business of 100% from FY06 to FY09.

2004 -2006 Sales Representative ? Italy
Responsibility of the Sales Results for Italy.
Key Accountabilities and Results:
* Consolidated the growth of previous years and, working with the Delivery Business Manager, increased the OP of the Business Unit (from ?OP% to +OP%);
* Analyzed the market potentiality on medium term in order to contribute in building and adequate Sales organization;
* Sales Goals: FY04 achievement: $4.0Millions - 30% growth in 2 years.

2002 -2004 Sales Representative ? Geographical District
Direct Sales on the Geographical Business.
Key Accountabilities and Results:
* Direct Sales on Geographical Business;
* Sales Goals: FY02 Achievement: $2.0Millions - growth of 50% in 2 years.

2000 -2002 Inside Sales Representative ? Italy
The sales organizations were initially composed of three sales specialists. In this organization I had the responsibility of small accounts.
Key Accountabilities and Results:
* Defined and managed the implementation the Renewal Agreement Process on the small business, achieving a renewal rate of 90%;
* Grew the business on small and medium accounts through the identification and qualification of new business opportunities;

1999 -2000 ITW CONNECTORS ELETTROGIBI division( www.itwconnectors.com )
Electronic, Manufacturing
Marketing & Product Specialist
Development and management of marketing leverages and marketing mix in order to keep the market position and identify new market opportunities.

Key Accountabilities and Results:
* Performed the market analysis: segmented the market, identified and positioned the product portfolio;
* Identified new potential product lines, identified new market niches and potential expansion of the product range;
* Introduced new catalogue products and implemented a new Product Development team focused on customized products and applications;
* Continuous analysis of active and passive sectors/customers to identify new business and product development opportunities;
* Participation to the creation of a new business unit(of 3 minor BUs) implementing the marketing activities (including product, strategic and communication marketing)

1997 -1999 MP FILTRI S.P.A. ( www.mpfiltri.com )
Mechanical Industry

Export Sales Engineer
* Managed foreign branches (based in England, Germany, U.S.A. and Canada) and major international distributors;
* Developed the East European markets, aimed at establishing a distribution network that effectively supported the local OEMs;
* Implemented the Marketing Communication activities aimed at supporting the corporate image, creating activities and events, applying the most common marketing tools;
* 6 Months of Training at the British branch in Bourton on the Water.

1996 -1997 BANKING ABSTRACT
Editorial

Journalist
Member of the editorial staff of "Banking Abstract", a magazine specialized on the publication of articles from ASSBANK (Italian national association of private banks).