GAETANO DI TUORO
Pollena Trocchia,NA
Profilo professionale
Commercial leader with 14+ years of experience in the FMCG industry, operating across international and highly complex business environments. Proven ability to drive revenue growth, margin expansion and market development through the definition and execution of strategic commercial plans, with full ownership of P&L dynamics. Extensive track record in managing international indirect business models, leading distributor networks across Europe and global export markets, and optimizing go-to-market approaches in multi-channel environments. Recognized for combining strategic vision with hands-on execution, building high-performing teams, and delivering sustainable business growth in volatile and competitive markets.
Panoramica
14
14
anni di esperienza professionale
Esperienza lavorativa
Sales & Trade Marketing Manager – Consumer Export Division
Italchimica Srl
Naples
2024.04 - 2026.05
- Leading commercial strategy and revenue development across a portfolio of 44 international markets managed through distributors, with full accountability on performance, profitability and market expansion.
- Redesigned go-to-market model in Romania, significantly improving market penetration and brand visibility
- Led distributor transition in Serbia, strengthening execution capabilities and accelerating commercial performance
- Repositioned commercial strategy in Bulgaria, unlocking growth in the Modern Trade channel
- Evaluated entry opportunities in high-potential markets (USA, Kazakhstan, Russia)
- Structured export markets into 3 strategic clusters, introducing performance KPIs and optimizing budget allocation
Global Trade Marketing Manager
Farmina Petfood
Naples
2023.09 - 2024.02
- Established and led the global Trade Marketing function across 60+ countries, primarily operating via distributor-based (indirect) markets, covering multiple brands and product categories.
- Built the Trade Marketing organization from scratch, defining structure, roles and capabilities
- Introduced global pricing intelligence tools to enhance competitiveness across markets
- Rationalized international assortment, improving channel efficiency and portfolio focus
- Spearheaded the global rollout of a new product segment (Dog Snacks), supporting international expansion
Sales & Trade Marketing Manager
Fater Eastern Europe
Moscow
2020.08 - 2023.08
- Full responsibility for Sales and Trade Marketing across the EECAR region, managing business performance through a network of 14 distributors across 9 countries (fully indirect model).
- Navigated geopolitical disruption (Russia–Ukraine conflict), ensuring business continuity and delivery of financial targets
- Aligned commercial objectives and execution standards between headquarters and distributor partners
- Optimized sales organization and distributor structure, improving efficiency following market consolidation
- Strengthened field execution through coaching and on-the-ground engagement across multiple countries
Regional Trade Marketing Manager
Fater Eastern Europe
Moscow
2019.07 - 2020.07
- Led Trade Marketing strategy across the EECAR region, supporting growth and profitability in indirect markets managed via distributors.
- Redesigned trade investment model, increasing ROI and improving gross margin performance
- Expanded presence in Modern Trade through activation of new key customers
- Developed tailored channel strategies for wholesale, enhancing channel mix effectiveness
- Adapted communication and activation strategies during COVID, maintaining business continuity
Trade Marketing Manager – Fabric & Home Care (ACE)
Fater Spa
Pescara
2018.01 - 2019.01
- Managed national commercial strategy and trade marketing investments for key brands, with direct impact on sales performance and profitability.
- Led post-acquisition category relaunch, achieving record market share levels (Nielsen Area 4)
- Developed channel-specific innovations, including new product formats for wholesale
Area Manager
Fater Spa
Palermo
2017.01 - 2018.01
- Oversaw regional sales execution, leading field teams and managing relationships with key local customers and distributors.
- Ensured strong commercial discipline, maintaining contract deviation below benchmark levels
- Managed local negotiations and budget allocation across key accounts
Key Account Manager
Fater Spa
Palermo
2015.01 - 2017.01
- Drove sales growth and profitability across major FMCG brands, managing top clients and executing commercial strategies at local level.
- Played a key role in the integration of major retail groups, optimizing commercial conditions and assortments
- Delivered first national post-acquisition promotion on ACE detergents
- Accelerated new product listings, achieving fastest rollout in the region
Account Manager – Pharma Channel
L. Manetti & H. Roberts
Naples
2014.01 - 2015.01
- Managed pharmacy and wholesale channels across Southern Italy, improving distribution, visibility and sell-out performance.
In-Store Account
Bolton Manitoba
Naples
2012.01 - 2014.01
- Drove in-store execution and sales growth across modern trade, managing promotional activities and shelf optimization.
Intern – Management Consulting
Accenture
Milan
2012.03 - 2012.10
- Exposure to supply chain strategy projects in the retail sector, focusing on operational model optimization.
Istruzione
Master’s Degree - Management
Bocconi University
MilanBachelor’s Degree - Business Administration
University Federico II
NaplesExchange Program - undefined
FEA University
São PauloCompetenze
- Qlik BI
- Nielsen
- Microsoft Office (Advanced)
LANGUAGES
Italian – Native
Esperto
English – Full professional proficiency
Avanzato
Portuguese – Intermediate
Intermedio
Hobby e interessi
Sports, travel, cooking, and long-standing involvement in community volunteering initiatives
CORE CAPABILITIES
- International Sales Leadership
- P&L Ownership & Profitability Management
- Distributor & Indirect Channel Management
- Go-To-Market Strategy & Execution
- Trade Marketing Transformation
- Key Account & Negotiation Strategy
- Team Leadership & Talent Development
- Business Planning & KPI Governance
- Market Expansion & Channel Development
Cronologia
Sales & Trade Marketing Manager – Consumer Export Division
Italchimica Srl
2024.04 - 2026.05
Global Trade Marketing Manager
Farmina Petfood
2023.09 - 2024.02
Sales & Trade Marketing Manager
Fater Eastern Europe
2020.08 - 2023.08
Regional Trade Marketing Manager
Fater Eastern Europe
2019.07 - 2020.07
Trade Marketing Manager – Fabric & Home Care (ACE)
Fater Spa
2018.01 - 2019.01
Area Manager
Fater Spa
2017.01 - 2018.01
Key Account Manager
Fater Spa
2015.01 - 2017.01
Account Manager – Pharma Channel
L. Manetti & H. Roberts
2014.01 - 2015.01
Intern – Management Consulting
Accenture
2012.03 - 2012.10
In-Store Account
Bolton Manitoba
2012.01 - 2014.01
Exchange Program - undefined
FEA University
Master’s Degree - Management
Bocconi University
Bachelor’s Degree - Business Administration
University Federico II