Nicolò Cipollina
Milan
Summary
I am an analytical business professional, with multi-years international experience in data driven Management Consulting, Pricing & Revenue Management (strategic planning, personalization, optimization, systems and organization) and Customer Offering in Travel & Tourism and Retail, leading diverse teams and complex projects in fast-paced contexts.
At Amplifon as EMEA Customer Offering Associate Director I further expanded my expertise into Retail commercial excellence and performance management, including design and roll-out of retail innovation projects (Discount control, network clustering, competition mystery shopping and geographical footprint mapping, area managers reporting, sales protocol and value training programs, financing, new omnichannel front office system)
I hold a Bachelor and a MSc cum laude in Mechanical Engineering from Università degli Studi di Genova.
Overview
13
13
years of professional experience
Work History
EMEA Customer Offering Associate Director
Amplifon
05.2019 - Current
- EMEA Region (1.6B€ Revenues) functional leader for Customer Offering, Pricing, Revenue Management, Products and Services portfolio strategy.
- Provide regular in-depth analysis to the Executive Leadership Team for Average Selling Price, Products mix and Gross to Net drivers and outliers (under/over performing stores), working with the Local Marketing and Retail for action plans to improve performance.
- Act as project manager for key Retail and Commercial Offer initiatives (Discount control, New Offering model, Personalized Offers and Pricing, Sales protocol and Value training refresh, Financing, new omnichannel front office system…) and collaborates with the local team in ensuring roll-out effectiveness.
- Desing, launch and rollout of Amplicards new service offering in all EMEA countries (40+M€): Lost and Theft insurance program and new external provider integration.
- Region and Local Customer Offering organizational mapping, redesign and setup (including hiring), building new revenue management and data driven capabilities.
- Lead teams of up to 30 people, supervising performance as well as training and improvement plans.
Consultant
The Boston Consulting Group
10.2017 - 05.2019
- Core member of BCG Global Pricing & Revenue Management competence center
- High-value and complex projects handling for BCG’s clients globally, as well as bringing innovations in Pricing, Revenue Management, Distribution, Personalization and Customer Experience in the Travel & Tourism space, such as market leading train operators (Italy, Belgium & Finland), flagship airlines (Qatar, India & Luxembourg), tour operating company (Luxembourg).
- Advisory, Strategic and data-driven management consulting
- Organizational assessment and best-in-class Revenue team setup, including enablement and shadowing.
- Revenue Management diagnostic and sizing of key business growth opportunities.
- Pricing strategies and highly customized dynamic pricing & RM frameworks development
- Portfolio optimization and simplification.
- Pricing and inventory advanced analytics and dashboarding (Alteryx, Tableau)
Revenue Management Systems and Project Manager
Costa Cruises
07.2015 - 09.2017
- Lead of key transformation projects such as New Costa Group pricing system (Azure Cloud based), new monthly forecasting tool and process, Costa Neo Collection “free sitting” program design (queues analysis).
- Revenue management department focal point for Reservation system, fares distribution channels and display (B2B, B2C), CRM, PROS pricing system, QlikView and DWH reporting
- In charge of Revenue Management operational excellence (continuous way of working improvement for Revenue team, automation and digitalization of processes, tools, KPIs and reporting, cross departments integrations, bring to zero pricing errors, fasten promotions time to market,…)
- Lead a team of 4 people.
Pricing & Revenue Management Senior Analyst
Costa Cruises
12.2011 - 07.2015
- Maximization of cruises ticket Revenues and occupancy (target 98%).
- Definition of optimal price positioning for Costa products across worldwide markets.
- Data Analysis and decision making for global pricing and inventory management (definition of optimal cabins allotment across different itineraries/markets).
- Air Planning and dynamic seats allotment optimization for Fly & Cruise programs (target: no unsold seats).
- Historical sales trend analysis and forecasting.
- Daily interaction with local teams to define promotions and commercial strategies.
- Training and coaching for junior analysts.
- Competition monitoring and react.
R&D Engineer
Continental
09.2010 - 12.2011
- Performing Finite Elements Methods calculations and simulations (FEM – Abaqus)
- Focal point for new products definition and quotations process for worldwide automotive leading companies (FIAT, Renault, Ford, VW, Peugeot, Citroen, GM)
Education
Executive Program - Amplifon Lead The Way
ESADE
Barcelona, Spain06.2023
Executive Program - Amplifon Be Leader
ESADE
Barcelona, Spain11.2021
Master of Science - Mechanical Engineering
Università Degli Studi Di Genova
Genoa, Italy03.2011
Concorso Nazionale Allievi Ufficiali - Stato Maggiore
Accademia Navale Italiana
Livorno, Italy2005
Skills
- Management Consulting
- Pricing & Revenue Management
- Customer Offering
- Project management
- Commercial Excellence
- Strategic planning
- Retail
- Travel & Tourism
Languages
English
Advanced (C1)
French
Intermediate (B1)
Timeline
EMEA Customer Offering Associate Director
Amplifon
05.2019 - Current
Consultant
The Boston Consulting Group
10.2017 - 05.2019
Revenue Management Systems and Project Manager
Costa Cruises
07.2015 - 09.2017
Pricing & Revenue Management Senior Analyst
Costa Cruises
12.2011 - 07.2015
R&D Engineer
Continental
09.2010 - 12.2011
Executive Program - Amplifon Lead The Way
ESADE
Executive Program - Amplifon Be Leader
ESADE
Master of Science - Mechanical Engineering
Università Degli Studi Di Genova
Concorso Nazionale Allievi Ufficiali - Stato Maggiore
Accademia Navale Italiana
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