Emiliano Fioretti, MBA

Experience

• 

  Marvecs

  Jan 2006 - Jan 2008

  I.S.F.
• 

  Biomedica Foscama

  Jan 2008 - Jan 2010

  I.S.F.
• 

  Novartis

  Feb 2010 - Sept 2011

  Sales Specialist
• 

  Thermo Fisher Scientific

  Jan 2012 - now

  Responsible for developing the sales pipeline and delivering revenue growth for the Human Identification Division. Develop a geographical territory, manage, and support distributors, develops key accounts and use the technical resources to develop new business opportunities within mainly Italy and South East Europe.- Manage, support, and evaluate the activities of all distributors in the assigned territory.- Support customer accounts with the timely and efficient use of resources such as customer support, applications, marketing, service, and engineering.- Deliver bookings and revenue commitments for the assigned products and territory to realize annual operating plan bookings and revenues.- Work closely with the Marketing department to identify and access new opportunities for existing products as well as opportunities for new product development.- Fully utilize our CRM system to effectively manage, evaluate, segment, and provide reports on the business pipeline and activities.-Participate in trade shows, conferences, workshops and seminars- Define and implement new sales processes and capabilities including territory management, key account and channel management and structured sales methodologies- Drive direct customer relations with key strategic accounts and channel partners Show less Belonging to the Clinical Mass Spectrometry Division, I was responsible for developing the Cascadion business in Italy & Iberia. The role reported directly to the Sr. Sales Manager Europe. - Play a key role in the commercial success of Cascadion and be the very first sales focused persons responsible for defined geographic regions with a strategic focus. -Identify, qualify and secure business opportunities by cultivating and maintaining mutually beneficial business relationships with potential customers. -Act as the champion in their regions supporting other sales representatives with Cascadion sales. -Move lead through the entire sales funnel to commitment. -Respond to tender requests. -Territory Planning. -Participation in tradeshows and product demonstrations-Identify and evaluate potential new business opportunities to sell the company’s products and capabilities to customers on a commercial supply basis.-Initiate and develop productive client relationships in multiple functions (e.g. R&D, production, procurement, marketing, quality, regulatory affairs) at multiple levels within them (scientists, project managers, managerial and executive levels).-Supervise and manage contracts and relationships with clients.-Investigate product issues and ensure satisfactory resolution of customer complaints. Show less Belonging to the Clinical Diagnostic Division, I was responsible for developing and expanding the Biomarkers (Procalcitonin, Copeptin and mrADM) business in Italy.-Achieve the agreed sales target.-Drive business expansion Biomarkers onto the clinical market .-Work in collaboration with colleagues and manager to achieve the targets.-Maintain updated territory & actions plan; anticipate pipeline changes to address shortfalls.-Set up and undertake sophisticated action plan. -Review the strategy efficiency on a continual basis.-Maintain a high level of knowledge in all the specific business aspects (technical, market, competitions, applications)-Consistently and accurately sales process including sales forecasting, pipeline management, and sales tracking, through the use of our customer relationship management program and other designated IT tools.-Build up reference sites and positive interaction with the most important Key Opinion Leaders.-Staff meeting and technical presentation at customer site.-Respond to tender requests. -Territory Planning. -Participation in tradeshows and product demonstrations Show less

  • Sr. KAM & Distributor Manager Italy, SEE & Israel, Human Identification Business (HID)

    Jan 2020 - now

  • Sr. Key Account Manager Italy, Human Identification (HID) EMEA at Thermo Fisher Scientific

    Oct 2019 - Jan 2020

  • Business Development Manager Italy & Iberia

    Aug 2017 - Oct 2019

  • Clinical Sales Specialist

    Jan 2012 - Aug 2017