Roberto Defilippi

Experience

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  Bone System

  Sept 1999 - Dec 1999

  Material Specialist

  Sviluppo nuovi materiali vetroceramici per collarini trasnmuscosi

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  Dayco

  Dec 1999 - May 2001

  Lab Manager

  Pianificazione dei TestIdentificazione InvestimentiControllo Report e analisi critica dei risultatiRispetto delle pianificazioni

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  Dayco Fuel Management

  May 2001 - Mar 2004

  Senior Product Engineer

  Work on R&D Program to define correct product characteristics according to Customer Specification

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  Dytech

  Mar 2004 - Mar 2010

  I was leading a purchasing Budget of 62 Mln € o direct materials and components, 8 Mln € for Logistic & Transport and 4 Mln € for Service and external labour. In total I was managing 711 suppliers worldwide base.I was in charge of payment priority and management of overdue invoices based on more important daily need for our production in all different sites and related Financial management in partnership with CFO and treasury. We were able to collect saving for1,8 Mln € in 2009 and planned additional 4,1 Mln € for 2010 with new supplier chain for most strategic components I worked also to improve our D.P.O. from 84,6 gg to 96 ggI changed purchasing structure defining a corporate team (4p) based in Italy and regional buyer in Italy (2p), Turkey (1p), Tunisia (2p), China (2p) e Brazil (4p) in charge also of scouting for best local opportunities. I’m leading a team of 15 peoplesI took my experience on Business Development on Purchasing forcing our suppliers to work in line with our customer needs in terms of cost break down, logistic schedule and D.P.O. Based on my previous Technical experience we promoted new supplier development in specific countries as Aluminum in Turkey, Steel in China, Valves in Israel for worldwide supplying. I was leading a team for global cost management based on currency and market trend in order to define long term strategy and contract mainly for raw materials (Steel, Aluminum, Rubber compound, plastic compound,.. I was in the team for Business Plan definition and constant mountly review I was leading Premium Program of innovation with our suppliers and an internal team of Business Opportunity for new components or new product line to introduce to our sales structure.I pushed training programs for competences and skills increase of my team Show less I was leading a team of 45 peoples spread in 6 Countries. As New Business Development I'm in charge with my team to discover new opportunities in terms of customers, markets or products, always in automotive field.I collected experiences in latest 9 years working with all major Automotive Customers (VW, FIAT, GM, FORD, DAIMLER, MC LAREN, GAZ, UAZ, TATA, INERGY, KAUTEX, BOSCH, SIEMENS,..) and Suppliers (EMS, UBE, EVONIK, DU PONT, GE, EXXON, BRANSON, SONIC, RHODIA, BASF, ALFMEIER, RAVIV, BOSCH, MEAD-WESTVACO, NORIT..) in a complete international scenario, showing attitude to time-to-market reduction and problem solving learning step by step how to drive my team using always more recent technology and market opportunity. We had recent success with SMC and Tata, installing new plants in India, with UAZ, GAZ, KAMAZ installing new plant in Russia and with TOFAS and FORD for our new facility in Turkey. Shortly we'll open our new plants in Mexico and Serbia.As R&D Manager I work supporting our sales for RfQ analysis and feedback, I'm also in charge of all marketing activities (Benchmarking, Congress,..) to define market needs and to drive latest innovation following customers expectations.Our latest innovative products were systems for SCR NOx reduction, DCT high performance components, Secondary Tank for Electric Vehicles, New Vacuum Tank generation for Euro V, Long Route EGR for Euro VI. Show less

  • Purchase Director

    Mar 2009 - Mar 2010

  • Business Development - R&D Manager

    Mar 2004 - Feb 2009
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  EMER S.p.A.

  Apr 2010 - Jan 2014

  R&D Director

  I was leading a team of 22 peoples (12 Graduates) with a Budget over 2,3 Mln € referring to 4% of our current turnoverI was responsible for design, vehicle testing (Emission and Power Bench), component testing and proto shop for all our product lines for CNG (Receptacle, Valves, Pressure Regulator, Injector, Filter, Fitting & Pipe), LPG (Filling Valve, Multivalve, Vaporizers, Injector) and Systems (CNG, LPG, Dual Fuel Diesel/CNG) with all involved integration with external partners for ECU and Firmware developmentI reorganized whole RD& Area with a clear skills map and with specific product line assignment to every specific designed. At the same time we built a medium terms plan for product review and tuning managed with APQP procedures, with stage & gate approach.We worked to check all Company patent portfolio and define new rules for patent proposals and definition. Today EMER have 123 patents and we took out additional 12 patent during latest 24 months -I promoted use of math simulation as Amesym, CFD and FEM for new componentsI was part of Business Development team mainly for India and South America JVMy team was in charge of project management Europe (VW, FIAT, PSA, GM, Autovaz, Uaz,..), in Iran (Saipa, Sapco, Megamotor, IKD,..) in USA (CHRYSLER, GM, BAF, FORD) and China (Weichai, Wuyang, VW, Bosch).I leaded a dedicated team of cost reduction reaching important target on LPG Multivalve, CNG Pressure Regulator, Cylinder valves.I was promoting Team work in a motivated field Show less

• 

  Westport

  Feb 2014 - Mar 2015

  Director of Business Development / Marketing & Communications EMEA/CIS

  I was leading a team of 3 peoples (All Graduates) and I’m referring to the VP Sales & MarketingI was responsible for preparing the European market for upcoming natural gas vehicle launches and for developing an end-user customer base for current Westport products across all transportation applications (on-road and off-road including marine, rail and mining applications).I was working with the VP Sales & Marketing to prioritize industry partnerships to create pull for Westport. Identifies and develops relationships with industry partners such as natural gas fuel providers and government funding bodiesI contributed to the overall leadership of the business and the collective development of a Strategic Plan that charts the future course for the Company.I applied an organized and disciplined approach to managing the entire BD process from qualification of potential customers to rigorously applying strategic selling processes from prospect identification to close. I was in charge to quickly builds trust and technical credibility to convince prospects that natural gas should be the fuel of choice with Westport as the technology provider. I’m focus to understands the organizational structure of customers and partners in order to identify key decision makers and influencers and to ensure sales efforts are focused and strategic. Builds productive relationships with motivated industry partners. Actively listens, probes and identifies concerns and risks to sale completion. Crucial is for me to understands the customer's business and speaks their language as well demonstrates financial and business acumen to develop credibility, trust and commitment.As Marketing Director I was in charge Westport Marketing and Communication Program & Budget for EMEA/CIS. We worked on new Web Site with E-Commerce platform B2B & B2C, new Corporate Video, Viral Marketing and Web Positioning (SEO).We were in charge to organize events like Dealer Days/ Technical Days / Conference / Workshop Show less

• 

  Sumitomo Riko

  Apr 2015 - now

  I lead a team of 22 people and I'm referring to our CEO.I add Full Sales responsability to my previous position as Business DevelopmentThrough my Team I lead all Sales activities from Contracts and LTA management, RfQs scouting and analysis (Technical, Cost Analysis, P/L study) for EMEA, being also in charge of China, South America and NAFTA area when western OEM are involved. Target customers are VW Group, FCA, Renault Nissan, Toyota, Honda, GM, Daimler, FAW & GAC. Main products are A/C system, HPS system, TOC system, Fuel System including SCR, Activated Carbon Canister, Hydraulic Hoses, Turbo and Water Hoses, Solutions for Sound Proof and Smart Rubber.I am working to create key business opportunities and manages long-term relationships, being responsible for managing the entire business development and sales process through the engagement of the OEM channel to a successful close. I’m often visiting Customers and potential partners to create a wide matrix of relation to support our planning of growth. I am charge also to define our product portfolio strategy for mid and long terms defining priority for Purchasing and R&D Department supporting for strategic meeting and development planning. I contribute to the overall leadership of the business and development of a Strategic Plan that charts the future course for the Company with Horizon 2020 spread by product line, OEMs and marketsII lead team in charge to promote the value of Sumitomo Riko technologies throughout the customer’s decision-making structure from C-level and VP to operations level managers. Identifies key partners to support prospect identification. Secures sales with minimal supervision, persuasively, persistently and with confidence. I’m focus to understands the organizational structure of customers and partners in order to identify key decision makers and to ensure sales efforts are focused and strategic Show less I lead a team of 5 peoples and I’m referring to the Strategy & Planning Officer Through my Team I lead all RfQs scouting and analysis (Technical, Cost Analysis, P/L study) for EMEA and China markets, being also in charge of South America and NAFTA area when western OEM are involved. Target customers are VW Group, FCA, Renault Nissan, Toyota, Honda, GM, Daimler, FAW & GAC. Main products are A/C system, HPS system, TOC system, Fuel System including SCR, Activated Carbon Canister, Hydraulic Hoses, Turbo and Water Hoses, Solutions for Sound Proof and Smart Rubber.Over my carrier I’ve a reputation of Vehicle Emissions Reduction Technology expert, for both Evaporative and Exhaust emissions (CC, SCR, LNT, EGR LP & HP, CNG, LPG LNG solutions)I am working to create key business opportunities and manages long-term relationships, being responsible for managing the entire business development and sales process through the engagement of the OEM channel to a successful close. I’m often visiting Customers and potential partners to create a wide matrix of relation to support our planning of growth. I am charge also to define our product portfolio strategy for mid and long terms defining priority for Purchasing and R&D Department supporting for strategic meeting and development planning. I contribute to the overall leadership of the business and development of a Strategic Plan that charts the future course for the Company with Horizon 2020 spread by product line, OEMs and marketsII lead team in charge to promote the value of Sumitomo Riko technologies throughout the customer’s decision-making structure from C-level and VP to operations level managers. Identifies key partners to support prospect identification. Secures sales with minimal supervision, persuasively, persistently and with confidence. I’m focus to understands the organizational structure of customers and partners in order to identify key decision makers and to ensure sales efforts are focused and strategic Show less

  • Executive Vice President Development

    Jul 2017 - now

  • Head of Sales & Business Development EMEA

    Feb 2016 - Jul 2017

  • Business Development Director EMEA & China

    Apr 2015 - Jan 2016