Ivan Catalfamo
Director, Key Account Sales - Marine Business, Sales - @Wärtsilä Italia S.P.A
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WORK HISTORY
Director, Key Account Sales - Marine Business, Sales - @Wärtsilä Italia S.P.A
Trieste, IT
Main responsibilities- Connect, engage and develop relationships with C-Level executives (CXO), building trust and credibility- Implement a powerful process to effectively close real business- Manage customer mid to long term partnership strategy, Communications and Events- Acquire a thorough understanding of customer needs and requirements, turning customer insights into actionable points within Wartsila org- Be the best business partner for our customer, the ambassador of our purpose statement: “Enabling sustainable societies with smart technology and co create with our account to turn our purpose into tangible common development projects”- Play an integral role in developing and generating new sales that will turn into long-last partnership, sharing and using our Decarbonization Strategy as a bridge to an extensive partnership- Be active member of Regional Sales Management Team- Stay on top/follow up any resolution plan related to any issue and/or problems our customers are facing and ensure that complaints/dissatisfaction, when and where applicable, are managed in a timely matter to maintain trust- Prepare regular executive reports of progress and forecasts to internal stakeholders using our account metrics, ensuring the correct CRM Salesforce and SAP Master Data- Pro-actively discover future customer needs in term of product development and address to Wartsila R&D organization in order to prioritize “go to market” product development- Lead the account planning process in which lagging and leading business targets, performance objectives, account management standards, and critical milestones over specific periods of time are decided upon- Lead the Key account team, liaising with local sales managers, GM sales and Regional MP Sales Directors. Call for regular performance assessment meetings- Define NB order Intake target and lifecycle sales target for our Account agreed with respective BU’s sales responsible.
EDUCATION
Università degli Studi di Trieste
Master's Degree, Electrical and Electronics Engineering
SKILLS
ABOUT IVAN CATALFAMO
QUALIFICATIONS- Demonstrated leadership skills and abilities and Customer service mind set - Excellent interpersonal, written and oral communication skills that highlights clear direction with history of internal networking of programs & field information- Experience in developing business plans with demonstrated ability of successfully implementing these plans- Good problem solving skills to gather and analyse information- Ability to communicate effectively across all operational levels of the organization as well as with suppliers and customers- Ability to build, coach and motivate a high performance team, while holding the team accountable for results- Ability to work effectively under pressure in a time-sensitive environment with shifting priorities and multiple deadlines.Functional Skills- Customer Relations with Shipyards & Ship Owner - Contractual and legal skills - Good Presentation skills and negotiation skills - Good at Quotation Management - Familiar with sales process & tools, i.e. Customer Relationship Management - Technical product portfolio knowledgeGeneral Skills and Competencies- Positive attitude and \'solving problems\' mentality rather than creating- Ability to work in multi cultural / international business environment - Self driven and self motivating - Continuous learning ability - Openness & willingness to adapt to change - Willing to travel intensively domestic and international
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