Stefano Rignanese

Experience

• 

  Maccaferri

  Jul 2012 - now

  Directly reporting to the Head of DT BU.Following North America and ISEAP regions.The BD is implementing the BU strategy in the business, ensuring that the budget of his Area is achieved in terms of NTO and GM, and supporting the Sales Managers providing guidance regarding prices, sales conditions, marginality, and providing technical support on products, software and design, upon request. The BD is responsible for scouting new business opportunities to be discussed with the Head of BU as areas of possible business development.In particular:• Definition of the product portfolio for both internal production and trading goods and implementation of the pricing strategy, providing guidelines and possible ranges to be considered during the budget process in agreement with the Head of BU;• Monitoring of the relations with competitors in the assigned geographic area and scouting the market to evaluate business development opportunities, in accordance with the guidelines received by Head of BU and coordinating with local sales team. Provide input to the Head of BU for potential product development, collecting needs from the markets and defining the relevant Business Case;• Technical support to the assigned area regarding products and applications in which they are used (i.e. engineering and design support to external engineers who are willing to use our products);• Assessment and training of the Sales organizations in the assigned area and assistance in webinar and meeting with Key Clients. Show less Directly reporting to the President for USA and Canada.Managing the Technical Marketing Team with the following key Responsibilities:• Lead the promotional activity for Maccaferri solutions with the owners and civil/ geotechnical consulting engineers. In this civil construction/ infrastructure market, example owners include Federal and State DOTs, US Army Corps of Engineers, National Resource Conservation Service (NRCS), municipalities, and various private owners. The consulting engineers are often those responsible for generating the project plans and specifications necessary to build the related civil works. Here, the TMM worked across Maccaferri composite organization to educate owners and consultants on the realized benefits of engineered solutions. • Provide preliminary design information, specifications, details, generated software results, and overall recommendations of Maccaferri solutions for construction projects. • Be a technical expert and able to clearly articulate the technical differentiators and proofs of the engineered solution being recommended. • Responsible for researching the market and developing corporate strategy to be filtered throughout the organization in individual business plans. The TMM will be responsible for the overall effectiveness of the strategic plan and related initiatives, being responsible for these efforts for both Companies USA and Canada; Show less First sale activity with consultants, contractors, public authorities, universities, and during fairs on geotechnical and hydraulic engineering solutions. Design of the most challenging (from the technical point of view) projects. Project management within the technical department: coordination and revision of technical proposals, related commercial strategy. Area managers’ activities management: technical support, and commercial strategy. Second sale activity: closing deals directly with clients. Technical assessment on job sites. Production planning and supervision. Production of Technical documents: Technical Notes, Technical Data Sheets, Standards, Ppt presentations, installation guidelines, typical design sections, products specifications. Training of new hired engineers on the whole portfolio of Maccaferri solutions. Show less

  • Business Development Manager

    Apr 2023 - now

  • Business Developer

    Oct 2021 - Apr 2023

  • North America Technical Marketing Manager

    Jan 2018 - Oct 2021

  • Technical Manager

    Jan 2014 - Dec 2017

  • Civil Engineer

    Jul 2012 - Dec 2013