Family, friends, learning, fashion, travelling, volunteer work
Annamaria Zanni
Milano
Profilo professionale
Results-driven Sales Director with strong people management expertise and a proven track record in leading change management initiatives. Known for high drive and positive impatience, with a strong focus on execution and continuous improvement. A natural people person with an inclusive leadership style, able to inspire teams, foster collaboration, and deliver sustainable business growth.
Panoramica
19
19
years of professional experience
Esperienza lavorativa
Sales Director Pharmacy and Mass MarketS
Haleon Italia
2023.04 - ad oggi
- In charge of all channels (Pharmacy and Mass Market) P&L to drive Haleon performance
- Define a robust sales strategy aimed at driving growth and positioning Haleon as a leader in expanding markets within our key categories
- Inspire and develop our sales team, which includes 67 employees and 81 sales agents. The goal is to make sure everyone is fully aligned with Haleon's purpose and values, fostering a collective drive toward excellence
- Setting a long-term ambition for our pharmacy division shaping our organizational structure to guarantee sustainable future growth and maintain our competitive edge
- Strengthening customer partnerships as a top priority as delivering improved healthcare solutions with a personal, human approach
- Leading the Expert Marketing Pharmacy team to set up dedicated marketing, communication, and training plans for pharmacists. This initiative will further reinforce our commitment to supporting pharmacy professionals and enhancing their engagement with our brand
Sales Director Pharmacy
Haleon Italia
2020.04 - 2023.04
- In charge of Pharmacy channel to drive Haleon performance as NewCo (JV of GSK CH with Pfizer CH)
- Set Haleon sales strategy to fuel growth and lead the market expansion in all the competing categories
- Inspire and develop sales team (25 employees and 93 sales agents) in line with Haleon purpose and values
- Set long term pharmacy ambition and organization evolution to secure future growth
- Partner with customers to drive better healthcare with humanity
Off Premise Sales Director at Birra Peroni
Birra Peroni – Asahi Europe Ltd
2017.09 - 2020.03
- In charge of Off Premise channel re-set (both structure and business review)
- Set Birra Peroni Off Premise channel sales strategy for 2018, 2019 – 2022 ambition, business priorities, functional training needs and talent development plans in partnership with HR
- Re-design Off Premise structure from scratch in order to implement new strategy with key customers/buying groups
- Definition of growth strategic plan for national buying groups in order to maximize BP share in the beer market and boost Off Premise channel relevance for BP
- Responsible for revenue management process embedding and roll out
- Set annual agreement negotiation budget and strategy
- People management: 4 Region Manager, 1 Sell Out Manager, 45 Accounts (sell in + sell out)
Modern trade & Drugstore channel manager at Mars Italia
Mars Italia
2016.05 - 2017.08
- Participation to Mars Italia sales strategy cross 5 categories
- Definition of growth strategic plan on modern trade in order to maximize ROI
- Responsible for revenue management process embedding and roll out
- Set annual agreement negotiation strategy for grocery channel
- People management: 7 NAM and Regional Key Accounts
Trade Marketing & Category Manager Petcare & Food at Mars Italia
Mars Italia
2014.07 - 2016.04
- Definition of strategies on assortment, promotion, pricing and space allocation for Petcare and Food
- Set of sales target on brand activation (Modern Trade), follow up and KPI’s measurement
- Definition of shopper activation strategies and shopper insights by store format
- People management: 5 direct reports (2 category manager senior e JR, 2 activity trade marketer, 2 analysts)
Customer Development Manager at Colgate Commerciale
Colgate Palmolive Commerciale
2013.03 - 2014.06
- Participation to Colgate sales strategy cross 3 categories
- Definition of growth strategic plan on modern trade in order to maximize investments ROI
- Set annual agreement negotiation strategy
- People management: 2 NAM
- Perimeter: Esselunga, Aicube, Agorà, Penny Market
National Account Manager at Danone
Danone Italia
2011.09 - 2013.02
- Definition of Business Plan according to international agreements
- Assortments & promotions
- Annual agreement negotiation
- Perimeter: Esselunga, Gruppo PAM
Key Account at Danone
Danone Italia
2010.02 - 2011.08
- Definition of Business Plan according to international agreements
- Assortments & promotions
- Support to annual agreement negotiation
- Perimeter: Carrefour Group, Gruppo PAM, Bennet, Sisa Centro Nord
Customer Category Account at Danone
Danone
Milan
2008.11 - 2010.02
- Customers assortment’s rationalization and optimization for diary category
- Space allocation projects on 70% of Conad and 100% of Carrefour perimeter (study and implementation of displays by coordinating sales force activity)
- OSA Project implementation: on shelf availability and out of stock reduction by introducing new logarithm and a new display
- Implementing annual agreement levers by declining them locally among cooperatives (Conad)
- Implementing the levers agreed in International Business Plan (Carrefour)
- Collaboration to a new promo model based on ROI according to thematic folder, customers promotional strategy and new economic contest
- Supporting NAM’s team by providing analysis
- Perimeter: Carrefour Group, Agorà, Conad
District Account at Danone
Danone
Rome
2007.11 - 2008.11
- Negotiation and implementation of category and space allocation projects and instore activities with local clients
- Local promotional plan negotiation
- Monitoring district sales performance
- Focus on new business opportunities
Sales representative and Key Account at Philip Morris International
Philip Morris Italia
Veneto and Friuli Venezia Giulia
2004.06 - 2007.10
- Territory management according to sales targets
- Trade partnership development on PoS
- Trade marketing projects implementation
Istruzione
Bachelor’s Degree - Public Relations
Università degli Studi di Udine
Udine2003-01
Science High School diploma - undefined
Liceo Scientifico Niccolò Copernico
Udine1999-01
Competenze
Strategic Sales Planning
Revenue Growth & P&L Management
People Management & Team Leadership
Coaching & Talent Development
KPI Definition & Performance Management
Go-to-Market Strategy
Negotiation & Contract Management
Territory & Channel Optimization
Change Management
Knowledge of Pharmaceutical Market Dynamics
Compliance & Regulatory Awareness
Market Access & Pricing Strategies
Product Launch ExcellenceOrganizational Transformation
Siti web
Riferimenti
References available on request.
Hobby e interessi
Lingue
Inglese
Esperto
C2
Francese
Base
A2
Tedesco
Intermedio
B1
Spagnolo
Base
A2
Cronologia
Sales Director Pharmacy and Mass MarketS
Haleon Italia
2023.04 - ad oggi
Sales Director Pharmacy
Haleon Italia
2020.04 - 2023.04
Off Premise Sales Director at Birra Peroni
Birra Peroni – Asahi Europe Ltd
2017.09 - 2020.03
Modern trade & Drugstore channel manager at Mars Italia
Mars Italia
2016.05 - 2017.08
Trade Marketing & Category Manager Petcare & Food at Mars Italia
Mars Italia
2014.07 - 2016.04
Customer Development Manager at Colgate Commerciale
Colgate Palmolive Commerciale
2013.03 - 2014.06
National Account Manager at Danone
Danone Italia
2011.09 - 2013.02
Key Account at Danone
Danone Italia
2010.02 - 2011.08
Customer Category Account at Danone
Danone
2008.11 - 2010.02
District Account at Danone
Danone
2007.11 - 2008.11
Sales representative and Key Account at Philip Morris International
Philip Morris Italia
2004.06 - 2007.10
Science High School diploma - undefined
Liceo Scientifico Niccolò Copernico
Bachelor’s Degree - Public Relations
Università degli Studi di Udine