Profile


About Me

Sales Manager | Key Account Manager | Strategic Account Manager | Complex Solution Selling | Technical Sales Leadership

Mechatronic Engineer with an MBA and 15+ years in B2B tech.

I bring commercial structure and growth: defining sales plans, building pipelines, enabling upselling/cross-selling, and closing complex deals with OEMs and International Key Accounts.

I work collaboratively with technical teams and management to turn innovations into measurable results.

Career


Professional Experience

HBK International

Milan | Mar 2022 - Present

Key Account Manager | B2B Tech - Strategic Accounts

  • Bringing structure to sales: sales plans, KPIs, forecasting, and prioritization to increase pipeline quality.
  • Account development and new opportunities: activating upselling/cross-selling and opening new use cases with OEM/Key Accounts.
  • Closing complex deals: end-to-end management (pre-sales → negotiation → post-sales) with multiple stakeholders.
  • Field leadership: coordinating the team (sales + technical), enabling execution and cross-functional collaboration.
  • Creation of OEM & R&D projects: created 4 strategic projects in the OEM and R&D sectors in recent years.

Leane International

Milan | Mar 2020 - Mar 2022

Key Account Manager | Strategic Accounts & Growth

  • New business lines: launched the maintenance/service and Noise & Vibration lines from scratch, generating new opportunities and recurring revenue.
  • Strategic account development: transforming client needs into commercial roadmaps and clear priorities.
  • Revenue and Retention: activating upselling/cross-selling and initiatives to increase loyalty and order continuity.
  • Complex negotiations: commercial conditions, trade terms, and internal alignment to close sustainably.

Bruel & Kjaer Sound and Vibration

Copenhagen | 2008 - 2020

Internal growth path

Sales Engineer (2019-2020)

Opportunity identification, customized offering.

Strategic Account Support Manager (2014-2018)

Client/Company mediation, European Service contract management.

Product Specialist (2010-2015)

Market research, product testing.

Application & Sales Engineer (2008-2014)

SW development collaboration, technical demonstrations.

STF Magenta

Magenta (MI) | Jan 2006 - May 2008

Mechanical Designer

  • Design of pressure parts for steam generators.
  • Drafting and revision of technical drawings.

Education


Academic Background

Degrees

Master's Degree in Mechanical Eng.

specialization in Mechatronics and Robotics

Politecnico di Milano

2006 - Thesis on Modal Analysis of G. Meazza Stadium

Bachelor's Degree in Mechanical Eng.

Politecnico di Milano

2003 - Specialization in Finite Element Calculations

Courses & Masters

Master in Business Administration

Unicusano University

2022

Conceptual & Strategic Selling

Miller Heiman Group

2019 - Corporate Sales Training

Skillset


Key Competencies

Sales & Growth

  • Key Account Management
  • Strategic Selling
  • Complex Solution Selling
  • Account Planning
  • Stakeholder Mapping
  • Value Proposition
  • Pipeline Management
  • Business Case

Customer Value

  • Building Trust
  • Win-win Negotiation
  • Executive Communication
  • Collaborative Leadership
  • Commercial Discipline

Tools

  • CRM & Sales Process
  • Advanced Excel
  • PowerPoint Advanced
  • KPI Dashboard
  • Account research
  • Sales navigator

Languages & Mobility

  • English: C1
  • Italian: Native
  • Boat License
  • Driving License A & B