Michele Tomasin

Driving the growth of ABB Electrification Installation Products business in Europe, Asia, Middle East and Africa. Define development strategies, plans and their execution, leading an international team and collaborating with local structures to achieve the business objectives.

Work closely with the world’s largest industry players to facilitate global framework agreements, increase the share of wallet and relevance. Establish effective long term relationships with key stakeholders, developing and executing a sales enablement strategy for the Europe Middle East and Africa market. Collaborate with the countries sales teams and lead the assigned resources towards a sustained growth, supporting them to position successfully the unique value we provide to the customers.

Leading, coaching and challenging the Italian sales team towards the achievement of the business objectives. Development of large accounts in several verticals such as Healthcare, Pharmaceutical, Airports, Hospitality and Logistic, positioning Honeywell as the preferred choice for building automation and security solutions as well as advanced maintenance services. Nurture the customer base and start new business with prospect accounts, keeping direct relationships with the customers key stakeholders.

Responsible for the business growth in South East Europe Region. Ensure the continue development and motivation of the team. Support the management of large deals through consultative approach. Regional P&L responsibility. Accomplishments: • Sales Growth: increased sales from 20M$ to 30M$ in five years. • Business Transformation: introduced a new market approach • Change Management: merged two sales groups previously focused in different markets, moving from product to solution selling.

Lead sales and marketing activities in the assigned area for the data communications division. Start up the operations in Turkey and in the Middle East, initially through personal initiatives only and then building a local team composed of expats and local people. Accomplishments: • Sales Growth: increased sales from 6M$ to 10M$ in three years. • Team Development: created a teamwork spirit and discipline, while leaving to each team member the possibility to operate with independence and creativity.

Define local strategies and tactics to achieve the company goals. Develop and manage the sales team in Italy according to agreed plans. Keep strong relationships with Panduit’s key customers and partners. Collaborate with Corporate marketing and product management to develop new initiatives. Accomplishments: • Sales Growth: grew Panduit’s sales to 4,5M$ from 2,5M$ • Channel Management: developed a diversified channel • Sales Process Management: supported the team to select and win large deals

Support the regional sales team with the sales and marketing expertise required. Implement marketing programs and strategies to stimulate the demand. Accomplishments: • Sales: demand creation, solution selling • New Products: collaborated with manufacturing department to create new products needed in Italy and Iberia, with the result to improve the differentiation, relevance and the product mix. • Brand recognition: created events and campaigns aimed to increase the brand recognition.

Start up the business related to Panduit’s data communications solutions in Italy. It includes market analysis, partner’s identification and development, team recruitment and development, active role in the identification and deployment of marketing activities. Accomplishments: • Channel: established strong relationships with local partners. • Sales: created a professional, solid and stable sales team that generated a sustained sales growth.

Sigma Vision is involved in the multimedia market for what concern audio, video and data signals. Accomplishments: • Sales: started trading with new customers, increased the loyalty of the existing ones and expanded the services sales. • Technical: created a process to maximize the effectiveness of resources available, while delivering an appreciated level of service.