SANTO GIOVANNI LA ROSA
dipendente
Milano,Milano, Lombardia
Profilo professionale
Experienced commercial leader specializing in business transformation and sustainable growth, with a proven track record in national sales leadership and strategic negotiations. Skilled in building high-performing teams, developing organizational capabilities, and driving commercial excellence. Demonstrates strong expertise in change management, strategic alignment, and data-driven decision-making, supported by a solid P&L mindset.
Recognized for outstanding organizational and time management skills, with the ability to adapt quickly to new business environments. A collaborative leader who builds trust through active listening, clear communication, and a strong team-oriented approach, fostering high levels of engagement and performance.
Panoramica
13
13
years of professional experience
Esperienza lavorativa
Direct Pharmacy Head
Opella - Consumer Healthcare Division
Milano, MI
2025.09 - ad oggi
- Full commercial responsibility for a €109M Net Sales Direct Pharmacy business across Italy.
- Lead a nationwide commercial organization of 64 sales professionals , driving performance, engagement and execution excellence.
- Define and execute the national Direct Pharmacy strategy, delivering sustainable revenue growth, profitability and competitive positioning.
- Lead a multi-regional field organization, strengthening execution standards, operational discipline and a high-performance culture.
- Build and expand strategic partnerships across the pharmacy ecosystem, deepening key customer relationships and unlocking new growth opportunities.
- Oversee KPI governance through advanced analytics and performance insights, identifying risks, opportunities and strategic growth drivers.
- Develop integrated commercial plans in close collaboration with Marketing, Trade Marketing, Finance and Supply Chain to maximize business impact.
- Drive commercial transformation initiatives focused on salesforce effectiveness, go-to-market optimization and organizational capability development.
Wholesalers, Mass Market & Chains Manager
Sanofi
Milano
2023.03 - 2025.10
- Full commercial responsibility for a €110M Net Sales indirect business across Italy.
- Led the national commercial strategy and key negotiations across Wholesalers, Mass Retail and Pharmacy Chains , driving sustainable business growth and commercial excellence.
- Managed multi-year strategic agreements with national key accounts, strengthening long-term partnerships, enhancing strategic influence and creating sustainable value.
- Fostered cross-channel synergies by aligning Business Units, improving forecast accuracy and driving operational excellence across the commercial organization.
- Enhanced channel performance through advanced business planning, commercial analytics and targeted performance improvement initiatives.
Sales Coordinator / Area Manager Nord Italia
Sanofi
Milano
2022.03 - 2023.03
- Full commercial responsibility for a €31M Net Sales Direct Pharmacy business across Lombardy and the Triveneto region.
- Oversaw commercial execution across Northern Italy, translating national strategy into effective regional business plans.
- Increased field force productivity through structured coaching, territory optimization and performance management frameworks.
- Drove continuous performance improvement through KPI governance, data-driven decision-making and targeted corrective actions.
District Manager
Sanofi
Milano
2017.09 - 2022.03
- Held full commercial responsibility for a €15M Net Sales Direct Pharmacy business across Lombardy.
- Led a large regional sales organization, driving capability building, commercial execution and operational excellence.
- Developed and implemented regional commercial strategies aligned with national business priorities and growth objectives.
- Built and strengthened long-term partnerships with pharmacists, healthcare stakeholders and regional decision-makers, enhancing customer engagement and business performance.
Trade Field Account / Team Manager / Sales Promoter
Sanofi
2013.01 - 2017.01
- Increased territory Net Sales from €900K to €1.2M , delivering consistent year-on-year business growth.
- Managed a portfolio of 150 pharmacy customers across Sicily, driving both sell-in and sell-out performance through targete
- Progressively advanced through field sales, trade management and customer engagement roles, building a strong commercial leadership foundation.
- Developed deep expertise in pharmacy channel dynamics, customer management, in-store execution and commercial excellence.
Istruzione
Master - Talent Executive Management
SDA Bocconi School of Management
2019-01
Master EMMME - Marketing Management & Business Administration
Università di Catania
Laurea in Economia Aziendale (Bachelor's Degree) - Business Administration
Università di Catania
Competenze
- Leadership & Transformation
- Executive Leadership & High-Performance Team Building
- Organizational Design & Capability Development
- Change Management & Strategic Alignment
- Coaching, Performance Governance, Talent Acceleration
- Commercial Strategy & Business Growth
- National Sales Leadership
- Multi-Channel GTM Excellence
- Key Account Leadership & Negotiations
- Channel Profitability, Trade Terms & Value Creation
- Customer Segmentation & Salesforce Effectiveness
- Operational & Analytical Excellence
- Advanced KPI Governance & Analytics
- Forecasting, Planning & Scenario Modelling
- P&L; Mindset & Budget Ownership
- Cross-Functional Influencing & Collaboration
Lingue
Italiano (Madrelingua)
Esperto
Inglese (Professionale)
Intermedio avanzato
INFORMAZIONI AGGIUNTIVE
- Deep expertise in the Pharmaceutical, OTC and Consumer Healthcare industries.
- Strong executive presence with the ability to communicate and influence effectively at Board and Senior Leadership level.
- Highly adaptable leader, thriving in complex, fast-evolving and transformation-driven business environments.
Hobby e interessi
In my free time, I enjoy working out, traveling, and reading books on leadership and business I am passionate about exploring new cultures and continuously improving my English These activities help me grow personally and professionally, recharge my energy, and maintain a healthy work-life balance
Risultati conseguiti
- Increased the market share of Enterogermina by 1 percentage point over a two-year period through consistent commercial execution and customer engagement.
- Awarded Best Employee in Italy in recognition of outstanding commercial performance, execution excellence, and exceptional contribution to the company's business objectives.
- Selected among all professionals within the Italian organization for consistently delivering superior results, demonstrating field leadership, and creating sustainable value for both customers and the business.
Champion Award – Best Employee Italy
Sanofi Consumer Healthcare | 2016
Cronologia
Direct Pharmacy Head
Opella - Consumer Healthcare Division
2025.09 - ad oggi
Wholesalers, Mass Market & Chains Manager
Sanofi
2023.03 - 2025.10
Sales Coordinator / Area Manager Nord Italia
Sanofi
2022.03 - 2023.03
District Manager
Sanofi
2017.09 - 2022.03
Trade Field Account / Team Manager / Sales Promoter
Sanofi
2013.01 - 2017.01
Laurea in Economia Aziendale (Bachelor's Degree) - Business Administration
Università di Catania
Master EMMME - Marketing Management & Business Administration
Università di Catania
Master - Talent Executive Management
SDA Bocconi School of Management