Paolo Zanzola
Sales Director for Growth & Profit · Strategy · Team Development & Leadership · Customer Success
“If you want something you've never had,You must be willing to do something you've never done.”
Thomas Jefferson
WHAT PEOPLE SAY
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— Abramo Levato, General Manager, HP Composites S.p.A
About Me
NAME - Paolo Zanzola
YEAR of BIRTH - 1972
ADDRESS - Milan Area - Italy
DRIVING LICENCE - B
LANGUAGES
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Italian - Native
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English - Proficient Oral & written
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French - Basic
I am an Aerospace Engineer voted to Sales and Customer Satisfaction
I have been in B2B sales for 20 years with International industry market leaders increasing my responsibilities to include Business Development, Strategic Planning, Marketing Management and Team Leadership.
My last 7 years have been in a Director of Sales & Marketing role.
If you need to position your company for growth and you are looking for a strategic leader to maximize performances, it would be a pleasure to have a conversation with you and evaluate if my skills and knowledge may assist your company’s goals.
2002-2003
2021-2023
2003-2020
2001-2002
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1999-2001
Highlights
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Closed and signed strategic agreements for $100M+, building a reputation as a resilient leader with solid ethics, strong business acumen and effective influencer in contract negotiation at CxO level.
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Developed business in disparate industries - Automotive, Aerospace, Energy, Sports, Marine - at companies ranging $1M to $14B+, anticipating and matching client needs with tailored technical and commercial solutions.
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Established 10 years Strategic Business Plans for growing sales at 7% CAGR, steering go to market campaigns, creating compelling methods of revenue development and market expansion.
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Reorganized teams up to 10 people recruiting new talents, instilling Teamwork spirit and safety culture, coaching with passion to exceed goals, planning employees’ professional growth and trainings.
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Launched focused initiatives for budgeting and cash flow management, slashing costs 30%+, minimizing accounts’ receivables 50%.
Professional Experience
Key Accomplishments
2003 - Present
Sales & Marketing Director
Global
2015 - Present
Hexcel - A Global Leader in Advanced Composites Materials, manufacturing carbon fiber reinforcements and resin systems. $2.3B Turnover – Quoted on NYSE – 5.500 employees – 24 Plants World-Wide.
Promoted to drive operational excellence and grow a newly created $80M Business Unit, guiding a team of 10 cross functional professionals – Product & Project Manager, Sales, Services.
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Took leadership in complex corporate acquisitions, integrating people - 80% retention, consolidating the acquired $20M automotive and industrial business in Italy and UK, increasing profitability 10%.
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Defined Value Proposition Strategies in collaboration with Technical Support and R&D and developing specific product portfolio for expanding sales 15% in a flat segment and propelling $20M in new projects.
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Delivered sustainable growth, cutting $2M unprofitable business, compensating sales with better product mix and implementing initiatives to increase Gross Margin 3% year on year at existing accounts.
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Catapulted sales 300% in 24 months, directing new product launch, creating breakthrough sales training, launching promotion campaigns via digital communications and exhibitions.
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Pushed clients’ KPIs to 98%, threshold 80%, coordinating with Operations and Supply Chain to improve quality and flexibility, amplifying customer satisfaction, reaching "Best Supplier Award" for 3 years.
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Designed effective presentations illustrating to Senior Management on monthly meetings 1 – Business strategy advancement. 2 – Progress of individual projects. 3 – Market trends and competition insight.
Sales Director Industrial
EMEA
2012 - 2015
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Directed all commercial activities $150M, managing complex processes within a matrix organization.
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Increased sales by positioning $10M+ added value products on critical components at major cars manufacturers – italian and german group.
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Developed metrics and tool to track order performance vs forecasts reducing MRP data loading time 50%.
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Strengthened the sales channels - 16 distributors - expanding reach into 2 new territories and expanding business 20X in 2 years.
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Implemented go to sell initiative delivering 17% growth over 3 years, in a specific market.
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Coached 5 sales engineers, empowering the commercial capabilities – sales process, elaboration of commercial offers, negotiations, customer management and soaring opportunities' win rate +30% in 12 months.
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Led team in setting targeted sales pitches and incentives bringing additional $4M in revenue.
Country Sales Manager
Italy
2006 - 2012
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Drove the local Office, managing 4 resources, the vendors and all the business administration tasks.
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Maximized market share 70%+, completing product qualifications at a major german car manufacturer.
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Signed 3 years agreement negotiating at Executive level with key aerospace tier 1.
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Recruited 3 new sales people assessing and selecting candidates in coordination with Human Resources
Sales Engineer
Italy
2003 - 2006
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Boosted +167% the assigned turnover $3M, farming existing partners, hunting and developing new automotive projects, signing $4M contract with strategic Tier 2 - car component manufacturer.
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Connected with prospects through market research, trade shows, cold calling and meetings, identifying additional business opportunities for $2M in 12 months.
Sales Engineer
MEA
2002 - 2003
Flowserve - A world leader in Centrigugal Pumps & Valves in the Oil & Gas.
Responsible for growing sales in the MEA territories.
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Formalized tenders and closed bids negotiating with government officers and direct customers in different countries - Greece, Turkey, Israel.
Sales Development Manager
Italy
2001 - 2002
Ulbrich - Manufacturing Stainless Steels and Special Metal alloys
Accountable for growing the $1.5M annual baseline by 20%, expanding the Italian market knowledge, develop new prospects.
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Exceeded the target by adding $1M in revenue to the actual turnover.
Internal Sales Engineer
Italy
1999 - 2001
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Textron Fastening Systems - Global leader in fastening solutions
Reporting to the European Sales Manager
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Price calculation, formulation of proposals and follow up with customers.
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Sales analysis and opportunities tracking (win/lost).
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Strategic Stock management.
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Monthly sales reporting to the senior management.
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Commercial and technical claims management and coordination with relevant departments.
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Developed my very first project, working with Procurement and Technical department of a major italian Aerospace company, winning $0.7M sales.
Competencies
Develops domestic and international sales in disparate markets.
Designs and implements effective Sales & Marketing Plans.
Negotiates substantial contracts and direct go-to-market campaigns to accelerate revenue growth and business development.
Builds and mentors teams to improve customer services, capture market share and realize profitable growth.
Analyzes market trends, benchmarks competition, works in competitive landscapes.
Establishes challenging sales objectives and assess teams' performances.
Skills
Thrive in Versatile Environment - Strategic & Analytical Thinking - Innovative Problem Solver - Stress & Risk Management - Budget Management - Financial Control - Brand Awareness & Reputation - High Customer Retention - Solid Business Ethics - Effective Communication - Safety First Culture - Social Media - Microsoft Office
Education
UNIVERSITY
Aerospace Engineering Master Degree
Politecnico di Milano - Italy
Master Thesis: "Composites Sandwich Panels: Manufacturing, Mechanical and Numerical Analysis".
[Collaboration with Leonardo Helicopters]
TRAININGS
2019 - Hexcel People Excellence - Training for Senior Managers
2011 - Mnemonic Techniques and Speed learning
2010 - Basics of Hypnosis - Milton Erickson Institute
2010 - Fundamentals Transactional Analysis - Quadrifor
2008 - PNL Fundamentals - Richard Bandler
2007 - Assertive Communication - Quadrifor
2007 - Hexcel Advanced Leadership Program - Training for Managers
2006 - Personal Effectiveness of Managers - Quadrifor
2003 - Flowserve Six Sigma Program - Yellow Belt
Hobbies & Interests
Bakery
Flour, water and yeast are the simple ingredients to make magic...
If you want to heal your heart and soothe your soul, make bread. I’ve recently started baking again, and wonder why I ever stopped.
GET IN TOUCH
©2020 Paolo zanzola