Anna Maini

• Responsible for business and profitability growth of a portfolio of Accounts in EU and Eastern Countries with focus on Generics. The portfolio is composed of Generics, Biologic, as well as Dental, Animal Health, Diagnostics and Gen. Medicine. Till 2022 the portfolio included MENA and Russia and the relevant 6 Channel Partners, before the split in a separate segment by the top management.
• Developed high-performing teams by providing mentorship, guidance, by dedicating time and efforts to people growth, always pursuing team autonomy and exceeding revenue targets.
• Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
• Leveraged professional networks and industry knowledge to strengthen client relationships. Continuously encouraging the Sales employees to gain market and competition insights
• Enabled all team members to contribute and develop their Portfolio strategies to retain and increase revenue and margin; selling value and promoting West as trusted advisor to their customers.

Main Sales Achievements:

Turnover growth from 130 Mio USD in 2016 to 220 Mio in 2022 (before the Channel Partners split).

Yearly achievement/overachievement of the revenue targets (including 2023).

Development of existing customers and acquisition of new and emerging ones.

• Responsible for all the Pharma Accounts based in Italy, Italian Switzerland and Malta. main Accounts were Patheon, Lilly, Merck Serono, Pfizer and GSK/Novartis, Stevanato Group all growing significantly in the Region. Global Account Manager for Novartis for about 2 years.
• Attorney role for the West Italian subsidiary.
• Managing a high-performing team composed by 1 AM and 4 Customer services, through effective coaching, mentoring and training.
• Enhanced customer satisfaction fostering long-term relationships, consistently addressing client needs and providing a high level of service.
• High focus on global relationships and collaboration, managing interdisciplinary actions and projects to drive the VOC within the Organization strongly.
• On top of competitors and industry trends in the Region

Main Sales Results:

Initial turnover in 2024 was 41 Mio USD and in 2016 65 Mio.

Customer loyalty and open recognition (eg. Pfizer and Merck Serono, GSK /Novartis Siena)

A customer survey made in 2012 in Europe gave the best results for Italy.

• Responsible for Italian Accounts reporting to the previous Sales Director
• Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution. Main Accounts were Merck Serono, BMS, Sanofi and many medium and small ones
• Increased client satisfaction by building strong relationships and addressing their needs promptly.
• Developed effective global relationships within West and a wide cooperation with the various Company Departments.
• Acquired a very strong technical knowledge to facilitate positioning West as technical advisor and scientific reference for the Pharma market.

Main Sales Results

Grew the portfolio significantly especially on Merck Serono, BMS, Sanofi

Recognition for effective portfolio management and market insights driving my strategies and actions

• Responsible for some main global Accounts and for all the Middle East, with main focus on Turkey. The Company was focused on the production and sales of plastic packaging components to the Pharma industry, covering all the types of technologies and pharmaceutical forms. The main global customer was J&J and Bayer in all locations served by INGE.
• Educated clients on new products or services to increase customer engagement with brand.
• Negotiated contract terms with clients, securing favorable agreements for both parties.
• Coordinated with internal teams to facilitate prompt delivery of client projects.
• Gained customer trust and confidence through product and market knowledge, persuasion and professional, ethical demeanor.

Main Sales Results

Significant growth of the turnover managed, including Turkey that I was visiting regularly with the Marketing manager.

Recognition by J&J and Bayer of the innovative professional and collaborative approach as very positive evolution from the past.

• Responsible for Packaging Development for Personal products and Pharmaceutical packaging in the Milan Center of Excellence.
• Collaborated with cross-functional teams to develop new packaging designs that enhanced product appeal and functionality.
• I was managing a team of 4 specialists supporting them with training and mentoring on best practices.
• Worked closely with marketing teams to ensure product-packaging alignment with brand strategy.
• Coordinated with suppliers to ensure consistent quality and technological innovation of packaging components.
• Incorporated sustainable practices into packaging development and operations, reducing waste levels and promoting eco-friendly solutions.
• Coordinating the packaging activities with The London Head Office to assure designs and specs harmonization through Europe.

• Trained to designed Process Flow Diagram (PFD) and Process and Instrument Drawing (P&ID) for Alusuisse plants producing intermediate chemical components and resins.
• I quit as I decided to take over the role offered by Unilever.