Andrea Ferrari

Experience

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  FIGC - Italian Soccer Federation

  Aug 2005 - Jul 2010

  Soccer Player
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  AC Milano

  Oct 2010 - Sept 2011

  Certified Athletic Trainer
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  Virgin Active Italy

  Oct 2010 - now

  Reporting to the Sales Director Italy. Management of 13 direct functional reports and 150 indirect reports.Management of the commercial development of the 13 centers of the city of Milan (core business for Italy). The main goal is to increase the customer base by 40% to return to pre-pandemic levels by the end of 2023.- Budgeting: monthly area and single store growth targets established for the whole of 2022. Reformulation of MTD sales targets (quantitative and qualitative), churn rate and upselling for each store based on YTD trend.- Planning the commercial policies along with the commercial and financial director and I collaborate with the marketing department for online activities and in the territory of lead generation and brand awareness.- Monitoring the performance of the sales staff through CRM and ERP management systems. I intervene in case of critical issues and establish specific corrective actions.- We have redefined internal processes, outsourcing outbound telemarketing, modifying the flow of lead management, the management system in use and the job descriptions of the operational staff in the clubs. Show less Reporting to the Business Italy Director. Management of 9 direct and 250 indirect reports, plus about 600 collaborators.Business development of 9 centers with annual turnover in 2019 of 40 million euros and 50 thousand customers. Full management of the facilities in the reference area. Focus on achieving area economic KPIs, on personnel management, providing the best customer experience and maintaining operational standards.- I identified the priorities through analysis of the income statement of the stores, evaluations of staff performance and market analysis. Proposed strategic corrective actions to management and implemented operational solutions to exploit opportunities and strengths and compensate for weaknesses- I managed the teams by balancing skills and attitudes through resource reshuffle and succession plan. I focused on developing the skills of direct and indirect reports by defining smart objectives and giving structured feedback through business reviews. I reviewed staff recruiting, onboarding and training processes.- I structured a program of periodic audits to verify that the facilities and the service met the quality standards in line with the positioning of the brand. I intervened with specific action plans also through the management of capex and opex budgets. Show less Direct management of the club, the staff and the customer experience. The results obtained in this role prompted the company to promote me as an Area Manager.- Milano Cavour Collection (2016/20): proposed the repositioning of the club, from Premium to Collection level (Virgin's luxury range). This involved upgrading services, restructuring of facilities and the choice of targeting an exclusive offer to the highest spending segment.- Milano Diaz (2015/16): proposed to target the offer in the opposite way to the previous management by choosing to focus on an under 26 market segment. This differentiated us from competitors and avoided internal cannibalization.- Brescia Classic & Freccia Rossa (2014/15): The two clubs had a negative income statement. The decision to close one allowed us to reach break even and laid the foundations for the current profitability Show less

  • Commercial Area Manager

    Dec 2021 - now

  • Regional Business Manager

    Mar 2020 - Nov 2021

  • General Store Manager

    May 2014 - Feb 2020

  • Operations Manager

    Nov 2013 - Apr 2014

  • Product Manager

    Nov 2011 - Oct 2013

  • Fitness Instructor

    Oct 2010 - Oct 2011
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  Catholic University of Sacred Heart

  Sept 2011 - Aug 2015

  Teaching Assistant Tutor