Valeria Ricci

Since 2022 I have been leading the RM Commercial Excellence Team reshaping and upskilling/reskilling? the organization building new competencies to better align core values and behaviours, business strategic priorities and execution.

• Recruited, interviewed and hired employees with diverse background leveraging different experiences and perspective and fostering the team business partnering capabilities expansion
• Encouraged a safe and participative environment. "Lead accountability and collective responsability" is my mottog
• Cultivated relational and transactional trust with internal stakeholders to strengthen collaboration and streamline workflows to accelerate on EMEA initiatives execution across functions and geographies (Point of connection with Finance, Data and analytics, Marketing, HR and Sales)
• Continuously reviewed pipeline of projects and key sales effectiveness initiatives prioritization to strive for excellence in ensuring profitable and sustainable growth at EMEA level while meeting country/cluster need for process customization (Productivity, resource optimization and cost avoidance, Remote planning, dynamic forecasting, market assessment)
• Driven execution on business priorities by promoting and act as advisor to implement regular harmonized performance evaluations (KPIs monitoring, QBRs and Deep Dives) to anticipate roadblocks and identify solutions and/or trade offs
• Developed guidelines for account level segmentation, targeting and planning to ensure alignment with EMEA strategic priorities and operative plans. (AOP and Target Commercial guidelines and Acct targeting ownership)
• Steered the transformation through the implementation of cross-clusters and cross-functions initiatives to improve the level of acceptance and engagement in C&CE tools, processes and methodologies (Shadowing playbook, SME identification and dedication, project rotation)
• Challanged the organizational design, sizing and the GTM to ensure the division is well settled to meet commercial ambitions. (Optimize Customer Coverage, Productivity modeling, "The account manager of the future" survey & assessment, road to project FutureForge 1.5)

The RM ComEx Team provides and leverage data-driven insights to drive development and execution of the business strategies for CRM and EP in the EMEA Region.

Main activities and responsabilities:

• Drive Commercial Strategy: supports the implementation of RM division strategic vision at Cluster Level declining it into sustainable action plans.
• Assess Go-To-Market Model: promote the discussion between marketing, finance and sales leadership on Productivity, Customer Coverage and INVICTUS project cluster coordination
• Sales&Marketing Metrics: evaluation of the key metrics and performance indicators to spot trends and develop guidelines to improve the sales and marketing strategy execution
• Forecasting: increase accuracy and scrutiny within the local team to hit plans by playing active role in creating and assessing highly effective reports and analytics (Dyn FCST)
• Sales Effectiveness: implement processes, methodologies and share best practice getting the most out of system and tools like Tableau, Salescloud and Omnichannel insights.
• Organization: consulting function in hiring, incentivization & communication processes
• Data Governance & Reporting: maximize the impact of business tactics by developing actionable Launch and Business tools.

The Point of Care division in Italy started its activities on March 2015. Since July 1st2015 started the direct sales of diagnostic products for the laboratory blood analysis in the emergency department, intensive care unit, cathlab and CVOR.

Main activities and responsibilities:

• Implementation of the sales force change process from external distribution to Abbott direct sales. Start up and management of the indirect channel (12 Agencies)
• Manage and coordinate the sales force within North and Central Italy.
• Market and competition analysis, stakeholders and their needs identification, segmentation and account targeting. Research and analysis of the insight opportunities, weaknesses and priorities.
• Sales force support in the creation of a customer portfolio, activities planning and budgeting. Collaboration with agencies in complex negotiations, offers editing and bids submission.
• Proactively develop, manage and drive robust relationships with KOLs.
• Revenue and costs monitoring, analysis and forecasting. Monitoring of commissions, customer related, marketing activities and clinical studies costs.
• Divisional reference for Assobiomedica (Biomedical and Diagnostics Industry Association) in order to elaborate a “Field Position Paper” with regional purchase departement.
• Work closely with marketing team (local and European) to ensure MKT campaigns and strategies are implemented and executed.
• Cooperation in the clinical projects design with the Clinical Affair team in Princeton and local implementation.

In charge of the technical management and coordination with the sales force for the Toscana-Emilia Romagna-Marche area both for CRM and EP. Ad interim Region Sales Manager role.

Main activities and responsibilities:

• Coordination of the Technical & Clinical Consultant Team in the assigned area: resources allocation and activities organization in supporting procedures and services; planning and holding meeting to provide for the periodic update of the team; member of several task force at country level for the organization, optimization and development of resources;
• Clinical and Sales reference person for the highest volume center and Management of KOLs within the region
• Coordination between technical team and sales force (agencies/distributors): close cooperation with the Region Sales Manager (ad interim Sales coordination role during manager’s maternity leave in 2014) contributing to market analysis, forecasting, local implementation of marketing and sales strategies, team meeting, budgeting, agreements and commercial offers, Key Account and Key Opinion Leader management;
• Management of marketing activities in the area: planning and organization of technical and clinical update activities for customers (product launch, technical presentation and clinical evidences presentations), development and coordination of the clinical activities (Trial, registry, support in data analysis and publications), expert for tech tender requirements, educational support for the development in the area of remote monitoring system (Carelink)

Main activities and responsibilities:

• Design and deliver CRDM (Cardiac Rhythm and Disease Management) educational trainings for internal employee, customers and peer-to-peer proctorship to support technical and clinical improvements and promote Medtronic features
• Design of a new educational program for new hires coaching
• Collaborate with EHQ educational center in the design of international training program for internals and HCPs
• Member of the core teams for new product launches

Main activities and responsibilities:

• Delivery high standard technical support: updated on products, technical and clinical issues
• Provide technical support and assistance over the whole national territory to the sales force and the physicians (implants and follow-ups)
• Involved in sales/marketing activities, presentation of devices features and marketing campaign
• Teaching and coaching skills required to train junior colleagues