Marco Gurgone

Experience

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  GfK

  Jan 1994 - Jan 1999

  Market Researcher

  Field and Desk Interviewer CATI and CAPI at GFK (former ASM Analisi e Strategie di Mercato).Key Client research projects targeted B2C and B2B customers Pirelli, Ferrero, Fiat Sava.Main activities:- Outbound calls- Face to face interviews- Focus groups- Qualitative and quantitative market researchThis work experience led me to acquire a wide knowledge of the consumer buying behaviour and overall of the analytic marketing process.

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  Sapienza Università di Roma

  Jan 2003 - Jan 2009

  Lecturer in Marketing/Economics

  Assistant Professor in:- Marketing- Economics and Corporate Management- Relationship MarketingExams, Lectures, Tutorship and Mentoring.

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  Ateneo Impresa

  Jan 2005 - Jan 2006

  Marketing Specialist

  Coordinator and implementation – comprehensive marketing plan for Masters degree in International Public Relations.Main responsibilities:- Lead generation and SEO activities - Google AdWords- Social Media Management- Below the Line and collateral marketing activities- Coordinate media and advertising agencies

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  HRC Academy

  Nov 2006 - Feb 2015

  B2B target: Marketing and Sales Directors for Sponsorships, HR Directors for Subscriptions.Dealing with Key Sponsors Google, Adecco, Mercedes Benz, Oracle, Microsoft, Towers Watson, Cisco.Business Development Manager for prospective HR subscriptions Ferrari, Pirelli, UniCredit, Ferrero.In charge of HRC Milan Office since 2010. Responsible for Italian and international sponsorship budget.I take advantage of my professional Network composed of thousands contacts to create strong relationships amongst Sponsors - Marketing and Sales Directors - and their targets, HR Directors.My role is focused on expanding the business through gaining new clients, in Italy and internationally, and on retaining existing customers.I’ve a proven ability to reach and influence strategic executive managers and achieve business goals through the negotiation of complex opportunities.As a result of my international responsibility I started a project in Shanghai to enter the Chinese market with the objective of establishing a new subsidiary in 2015. Show less B2B target: Marketing and Sales Directors for Sponsorships, HR Directors for Subscriptions.Some Key Sponsors: Cornerstone OnDemand, BMW, Manpower, DLA Piper, SAS.As part of the growing plan of the Company in 2010 I moved to Milan to startup the new office.My activity as Head of the office has been focused on creating a sales team and increasing the business in the northern part of Italy.Main responsibilities:- Recruiting new employees- Induction and training new staff- Sales planning, coordination and supervision- New business development seeking prospective Sponsors and Members- Retaining existing customersTeam and personal goals:- achieved sponsorship sales target- achieved subscriptions sales target- proven increase in business pipeline- exceeded the Team sales forecast Show less B2B target: Marketing and Sales Directors for Sponsorships, HR Directors for Subscriptions.Some Key Clients: SHL CEB, BMW, HayGroup, ADP, Technogym.My role of business developer has been focused on seeking new customers with the aim of increase company revenues. The daily job consisted in making phone calls and meeting face to face new and existing clients with the objective of raising the sales pipeline.Main tasks:- scouting for new market opportunities- increasing company portfolio and database- lead, prospect, customer generation- gathering new business opportunities, sponsorships and subscriptions- retaining customers with loyalty activities Show less

  • Head of International Relations & Milan Office

    Jan 2014 - Feb 2015

  • Partner Relations & Head of Milan Office

    Sept 2010 - Jan 2014

  • Partner Relations

    Nov 2006 - Sept 2010
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  Pearson

  Mar 2015 - Jan 2018

  After only few months company’s strategy led me to a wider Account Executive role, with global responsibility.Headquartered in London UK, leading the way with technology, I help multinational organizations make demonstrable progress in their business performance through Talent-Driven solutions.Pearson English, based in Silicon Valley, is a global leading provider whose mission is to enable Corporations to communicate, collaborate and operate when using English as a common business language. We provide digital products that are having a real impact on effective Learning.I drive customer success across:- Conducting needs assessment with HR/Training Directors;- Defining learning scenario to lead global companies designing education programs;- Collaborating to address business priorities through a comprehensive training strategy;- Building high-performing learning solutions;- Providing professional services and bespoke programs in support of large global firms;- Leveraging insights to help deliver terrific outcomes. Show less Based in London UK, with the aim of looking after Spanish market and consolidating Italian.With my innate business acumen and desire to relate with strategic decision makers I spot cross-country opportunities for the European Team of field sales representatives.Leading business through:- Exploring new markets all over Europe;- Combining strategic and tactical expertise in new business/lead generation;- Giving Demos and showing our comprehensive cloud solutions;- Qualifying prospects through all the sales funnel stages: from leads to contacts, to opportunities;- Mastering CRM and Social Selling Tools: SFDC, LinkedIn Sales Navigator (Social Selling Index, score 94).Pearson English on-demand cloud-based offerings have been adopted by more than 500 of the world’s leading corporations (IBM, Capgemini, Intesa Sanpaolo, Pirelli) in 70+ countries.Distinctive competencies: 1) Global Reach: with Offices spread all over the world, we are the only truly global pure business english advisory and technology services company, with people serving Fortune 500 clients and thousands of their businesses worldwide; 2) Customer Success Management: CSM experts provide unrivaled cloud strategy, deployment and integration capabilities, having successfully worked with clients across all industries; 3) Usability: a unique R&D department ensures that our content works on all devices and browsers, anytime/anywhere. Show less

  • Global Account Executive

    Jan 2015 - Jan 2018

  • Inside Sales Executive | Spain & Italy

    Mar 2015 - Jul 2015
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  Learnship

  Nov 2018 - Nov 2020

  Senior Field Marketing Manager

  My role as a player of the Marketing Team is focused on making effective use of shared company resources in field marketing and inbound lead development.Overall responsibility for planning and executing global marketing campaigns and driving demand generation programs to support Sales. Responsible for managing the relationship with Sales in all Regions providing end-to-end support: from setting campaigns up in Salesforce to follow-up projects.Reporting directly to the CMO, I am accountable for Return on Field Marketing initiatives setting strategic metrics and KPIs, among others:- % in sales pipeline generation from field campaigns- Lead/Contact/Opportunity conversion rate- Sales Activity tracking in Salesforce- Budget report- Event Providers assessment and evaluation12 Brandon Hall Excellence “HCM Awards” winner, leading global clients being recognized for their HR best practices: IBM (Brazil), NTT Data (Italy), AVON (Mexico), Pirelli (Italy), Fortinet (US), Akamai Technologies (Japan), Hanesbrands (US), Alpargatas (Brazil), Softtek (Mexico), CNOOC (China), Oerlikon (Switzerland) and Deutsche Post DHL Group (Germany). Show less

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  Deloitte Consulting

  Nov 2020 - now

  Manager - Human Capital

  Business AdvisorHCM SolutionsHR Transformation