Viviana Filippini
Cairate,VA
Summary
During my experience at Parker, which began at ITR before the acquisition, I developed strong international expertise managing complex cross-border projects in close collaboration with internal teams and both global and local customers. I held leadership roles for several years, guiding teams to achieve strategic objectives and improve operational efficiency. Skilled in negotiating with international and local Accounts, I have a proven ability to resolve complex problems and to drive strategic planning. My career allowed to refine my intercultural communication, a strong results orientation, and a demonstrated aptitude for building and maintaining valuable relationships with global stakeholders.
Overview
38
38
years of professional experience
Work History
Distribution Area Sales Manager Italy
Parker Hannifin Italy
01.2025 - Current
- Managed and developed a sales team (training, coaching, and performance evaluation).
- Developed and implemented the commercial plan for the Italian distribution channel and Pan‑European partners.
- Selected, certified and strategically managed distributors; negotiated commercial agreements and joint growth plans with partners.
- Defined and implemented pricing strategy and discount policies in collaboration with Finance and Management.
- Coordinated cross‑functionally with production, logistics, marketing and customer service to ensure product availability, optimize lead times and support go‑to‑market activities.
- Performed sales forecasting, planning and KPI monitoring to ensure forecast accuracy.
- Developed and leveraged the sales network for territorial expansion and entry into new market segments.
- Ensured contractual compliance and provided regular reporting to Management.
Sales Manager Fluid Power
Parker Hannifin Italy
01.2021 - 12.2024
- Operational leadership of the team: daily supervision, task assignment and performance monitoring to ensure targets are met.
- Strategic commercial development: definition and implementation of sales strategies in the fluid power sector to maximize market penetration, revenue and customer retention.
- Commercial analysis and planning: sales data analysis, customer portfolio assessment, sales planning and monitoring of trends and competitors to identify growth opportunities.
- Project management and optimization: planning and execution of projects, progress monitoring, identification of critical issues and implementation of corrective actions.
- Cross‑functional coordination: operational alignment with management, departments and distribution channels to optimize service quality and commercial results.
- Skills development and training: assessment of training needs and implementation of programs to improve team competencies.
- Effective communication: use of targeted communication methods to facilitate relationships with diverse stakeholders and support execution of assigned activities.
Sales Market Manager Fluidconnectors
Parker Hannifin Italy
01.2015 - 02.2021
- Responsible for Fluidconnectors sales for a defined segment of the Italian market, both direct OEM and indirect through distribution channels in collaboration with Account Managers reporting to me.
- Report to the Regional Sales Manager, Fluidconnectors – Sales Company South.
- Develop and implement commercial strategies and manage the sales network.
- Aim to maximize product/service sales and achieve commercial objectives related to revenue, market share and customer retention.
- Sales planning and forecasting.
- Analyze customer portfolio, market, competitors and industry trends to design and align the commercial plan.
Area Market Manager Automation
Parker Hannifin Italy
01.2010 - 12.2015
- Responsible for Automation sales for a defined segment of the Italian market (direct OEM channel and indirect via distributors), coordinating Account Managers reporting to me.
- Report to the Regional Sales Manager Automation – Sales Company South.
- Define and implement commercial and go‑to‑market strategies to maximize revenue, market share and customer retention.
- Sales planning: forecasting, allocation of territorial targets and monitoring of performance KPIs.
- Customer portfolio analysis: segmentation, prioritization and development of targeted actions to increase penetration and average customer value.
- Market and competitor monitoring: gathering insights and trend analysis to adapt offering and product positioning.
- Operational coordination with distributors, sales force and internal functions (marketing, product management, supply chain) to execute the commercial plan.
- Reporting to management and implementing corrective actions to achieve targets.
- Develop relationships with key customers to promote innovative and customized solutions.
Field Product Manager
Parker Hannifin Spa
01.2003 - 12.2010
- This position develops in two specific functions.The principal position as field sales manager taking care of sales strategy development of industrial hoses , informing and training sales force , developing key customers and providing feedback to the marketing teams.
- In addition I am responsible for the development of Parker Hannifin’s retail strategy , called Parker Store, in Italy . The role involves working with European colleagues to set strategy, and the development locally. The Parker stores are designed to meet the needs of industrial customers . The strategy involves selling this business model to independent distributors of hydraulic components , and developing and implementing local branding strategy.
- I report to the European project leader and distribution manager Italy.
Sales Export Manager
ITR Spa
01.1997 - 12.2003
- Own strategic business areas across international markets all over Europe ( Nordic Countries , Germany , UK , ecc ) : define the sales budget, plan and monitor revenue targets, and build commercial sales forecasts.
- Develop and execute the export go-to-market and operational marketing plan: product positioning, pricing strategy, promotions, and targeted trade marketing for international distribution channels
- Coordinate customer service and after-sales processes to meet service-level agreements (SLAs), manage complaints, and ensure high customer satisfaction across international markets.
- Directly manage strategic customers and international key accounts: lead contract negotiations, set commercial terms, and cultivate long-term partnerships.
- Build and manage the international distribution network: select partners, structure distribution agreements, and provide commercial support and training to increase market penetration and volumes.
- Managed product portfolio: high-pressure hydraulic hoses; low-pressure rubber hoses for industrial applications; and PVC hoses distributed within the SAIAG Group portfolio.
Area Sales Manager
ITR Spa
01.1992 - 12.1997
- Area Sales Manager for the Swiss, Austrian and German markets and Est European Countries
Sales Assistant
ITR Spa
01.1988 - 12.1992
- Assistant to the Sales Manager for Europe.
Education
Sale Strategy And Performance
01-2023
Winvalue For Distributor Grouth
01-2018
Sellers Workshop – Management Workshop Winvalue Parker Prog
01-2015
Profit Specialist
Aarthun Performance Group, Ltd
01-2010
Effective Business Meeting
Parker House
London, UK01-2005
Organize And Effectively Manage Frontline Teams An
Centro Di Formazione Il Sole24Ore
Milan, Italy01-2001
Business Manager Training
Learning System
Milan, Italy01-1998
Sales Manager Training Course
Varriale Formazione
Milan, Italy01-1997
Advanced Sales Techniques Training
Varriale Formazione
Milan, Italy01-1994
High School Diploma in Business And Foreign Languages
Cairate, Italy06-1987
Skills
- Complex Problem Solving
- Strategic Planning and Forecasting
- Global Account Negotiations
- Team Leadership (Team Leader)
Languages
English
Upper intermediate (B2)
German
Upper intermediate (B2)
Timeline
Distribution Area Sales Manager Italy
Parker Hannifin Italy
01.2025 - Current
Sales Manager Fluid Power
Parker Hannifin Italy
01.2021 - 12.2024
Sales Market Manager Fluidconnectors
Parker Hannifin Italy
01.2015 - 02.2021
Area Market Manager Automation
Parker Hannifin Italy
01.2010 - 12.2015
Field Product Manager
Parker Hannifin Spa
01.2003 - 12.2010
Sales Export Manager
ITR Spa
01.1997 - 12.2003
Area Sales Manager
ITR Spa
01.1992 - 12.1997
Sales Assistant
ITR Spa
01.1988 - 12.1992
Sale Strategy And Performance
Winvalue For Distributor Grouth
Sellers Workshop – Management Workshop Winvalue Parker Prog
Profit Specialist
Aarthun Performance Group, Ltd
Effective Business Meeting
Parker House
Organize And Effectively Manage Frontline Teams An
Centro Di Formazione Il Sole24Ore
Business Manager Training
Learning System
Sales Manager Training Course
Varriale Formazione
Advanced Sales Techniques Training
Varriale Formazione
High School Diploma in Business And Foreign Languages