Veronica Pirovano

Current position: Sales Director for Mechanical,Electrical, Steel & Metal and

Building Envelope segments. Main responsibilities: managing a team of 227 people at national level (4 Division Managers; 33 ASMs); managing full P&L of the sales direction; playing an active role as part of the southern Europe EMT in the italian market organization

Responsible to lead the digital transformation; E2E ownership to develop CRM solutions to foster Market Reach Productivity. Main responsibilities: managing an agile team of 130 people; ensuring solutions adoption thanks to a definition of a proper change management approach; Interacting with different stakeholders at EMT level to ensure a common understanding about proposed solutions.

Responsible for a sales macro region composed by 12 area sales managers and 110 account managers. Main responsibilities: Macro region P&L management; planning and sales targets; investments decisions; people management and development; member of HUB E4 Executive board where I’m involved in strategic projects and decisions. Responsible for managing the main accounts of the sales region. Main Objectives achieved: best macro region in 2018 based on NS% growth +13% vs PY; best P&L among MRs in terms of operative margin; developed 4 new senior managers for the company.

·Responsible for a sales team of 12 Account Managers. Main responsibilities: territory planning, monthly sales target steering, pricing and bad debts, DSO management; People development thanks to a coaching approach based on training plan per every head count to improve sales skills and product competence; recruiting and introduction of new employers; development of main accounts in the customer platform in accordance with the company strategy. Main objectives reached: NS % growth in 2014 +20% vs PY thanks to a new AM segmentation; bad debt 1.9% vs NS; positive trend in team competence balance.

·Management of trade strategy: definition of the market segmentation/sub-segmentation, responsible for the market sensing activities and sales force training. Establishing a clear approach for market influencers: trade associations, public institutes, Universities and Opinion Leaders. Supporting ASMs in defining sales target and building sales force competence; Additional tasks: collaborate with product marketing in developing product portfolio per trade; collaborate with channel marketing to define correct product basket per trade.

·Determine the product line positioning through market analysis, from strategy review, planning and sales approach. Develop new products in collaboration with Hilti AG to be launched in the Italian market. Responsible for managing the product life cycle. Main objectives reached: sustainable sales growth and positive net selling price development for the product lines: firestop systems, polyurethan foam and epossi-mortar.