Alessandra MARSANO

En résumé

Entreprises

• Endostart srl - Sales and Marketing Director - Europe

  Commercial | Certaldo (Firenze) 2022 - maintenant Sales, Marketing and Communication, clinical and business development of a very promising startup

• CID Spa (member of Alvimedica group) - Regional Sales Manager - North West and South EUROPE

  2017 - maintenant Responsibility of Northern Europe duly formalized

• CID Spa (member of ALVIMEDICA group) - Regional Sales Manager - Western and Southern EUROPE

  2016 - maintenant (UK-Irlanda-Belgio-Lussemburgo-Olanda-Svizzera-Germania-Polonia-Norvegia-Svezia-Finlandia-Danimarca-Spagna-Portogallo-Grecia –Malta)
  
  Therapeutic areas: Interventional Cardiology and Endovascular
  Areas of responsibility:
  Management of sales to distribution partners:
  o Determine annual unit and gross-profit plans by implementing sales strategies, analyzing trends and results
  o Establish sales objectives by forecasting and developing annual sales quotas for Regions
  o Establish and adjust selling prices by monitoring costs, competition and supply and demand (tenders and offers)
  o Organization of workshops, cathlab events with collaboration of marketing dept
  o Direct Management of KOLs at certain accounts
  o Direct participation in Accounts Receivable collection
  o Identify and set up distribution channels in territories, if needed
  Main achievements:
  FY 2016 Budget $ 3.951.618 – overachieved by 6,3% (sales $ 4.201.202)
  FY 2017 Budget $ 4.369.642 – overachieved by 5,8% (sales $ 4.622.934)
  

• Fujifilm - Sales and Business Development Manager - Italy

  BOIS- D'ARCY 2015 - 2016 Therapeutic areas: Medical Business Domain – Flexible Endoscopy
  Areas of responsibility:
  o Manage Italian Sales Force (both agents and distributors)
  o Develop and implement Sales strategy
  o Identify and develop main business opportunities through accurate market analysis
  o Manage relationships with KOL
  o Interaction with Mktg dept to evaluate main National and International events participation and investment
  o Discuss with HQ Europe annual sales plan, monthly forecast and business analysis
  o Evaluate price for offers and tenders
  Main achievements:
  € 3.301 in FY 2015 – sales growth 143% vs PY
  
  

• MAKE-A-WISH Italia Onlus - Marketing Manager - Italy

  2014 - 2014 Marketing and Communication Dept. - Responsible of the Christmas campaigns: Disney, Toys Center e Brooks Brothers and of the organization of the event to celebrate the 10 year activity of the Foundation.

• Boston Scientific - PRODUCT MANAGER - EMEA (Europe Middle East and Africa)

  Nanterre Cedex 2012 - 2013 Therapeutic areas: Pneumology – Resources managed: 8 indirect reports
  Areas of responsibility
  o Bronchial Thermoplasty procedure “start-up” In Europe
  o Bronchial Thermoplasty training (anatomy, disease and procedure): provide support to the EMEA countries and release certification to the BDM and RTM
  o Elaborate and develop marketing material and communication tools (eg: Video testimonials)
  o Manage the main European congress (ERS European Respiratory Society) and countries local events
  o Relationship management of the main Key Opinion Leaders, the hospital admin and the patients’ associations
  o Participate in product pricing strategies and third party reimbursement strategies and coordinate implementation across the countries
  o Assure alignment in other funcional areas such as PR (Public Relation), Health and Economics, Clinical, MARCOM (Marketing and Communication), sales
  Main achievements:
  Successful launch (Alair): opened 7 centers in EMEA and released certification to 5 Business Development Managers and 3 Respiratory Territory Managers achieving revenue growth of 1.1 million $ in the first year
  

• Boston Scientific - MARKETING MANAGER - ITALY

  Nanterre Cedex 2011 - 2013 Therapeutic areas: Endoscopy, Gastroenterology and Pneumology – Resources managed: 3 direct reports
  Areas of responsibility:
  o Develop and implement marketing plans and strategies consistent with the overall franchise goals
  o Provide leadership and direct product planning, product launches, product management, market development and market research activities
  o Identify unmet customer requirements and new business opportunities
  o Build and maintain solid and strong professional relationship with key customers and KOL
  o Interface with colleagues in the US and EMEA on product strategy
  o Manage marketing budget and monitor R.O.I
  o Evaluate performance and employees development
  o Coordinate promotional events and projects
  o Train internal and external forces including physicians, fellow marketers and local sales team
  Main achievements:
  Thanks to a close collaboration with EMEA marketing I coud assess, develop and launch three key new products in Italy and develop a winning entry strategy
  

• Boston Scientific -  AREA SALES MANAGER - ITALY

  Nanterre Cedex 2009 - 2010 (Liguria, Triveneto, Lazio, Campania, Calabria, Sicilia, Sardegna, Puglia, Basilicata)
  Therapeutic areas: Gastroenterology, Endoscopy, Pneumology – Resources manages: 3 direct reports and 12 indirect reports (sales agents and distributors)
  Areas of responsibility:
  o Maintain awareness of industry trends and their impact on local/regional sales activities
  o Visit KOL customers and/or potential customers on a regular basis to promote products and services
  o Implement strategies and business initiatives to achieve customer satisfaction and business growth goals
  o Prepare annual sales plan and forecast through determination of market potential
  o Monitor team members’s sales performance “Quarterly Business Review”
  o Prepare reports, summaries, analysis and documentation on all aspects of region management
  o Work on tenders coding, pricing, economical offers and prices authorization
  o Attend meetings, conferences and exhibitions
  o Identify needs for technical support and schedule Product Specialists presence in the field
  Main achievements:
  Achieved annual sales goals by training, motivating and co-travelling with company representatives
  
  

• Boston Scientific -  PRODUCT MANAGER Italy & SENIOR PRODUCT MANAGER - Italy

  Nanterre Cedex 2006 - 2008 Therapeutic areas: Gastroenterology, Endoscopy, Urology, Women’s Health – No resources managed
  Areas of responsibility:
  o Propose and implement the strategies and marketing plans to support the sales force
  o Develop internal and external marketing and product literature
  o Review and arrange technical documentation in line with the internal Policy
  o Assist, coach and train the sales force in the field
  o Create and manage Professional Education Physician Trainings e Masterclass program locally
  o Clinical and registration trials in cooperation of KOL and International Marketing
  o Tracking e Follow up of marketing initiatives and analysis of the product performance
  o Propose and update the price list of the products
  o Take part in scientific congresses improving the image of the products
  Main achievements:
  Cooperated for the development of the largest registry for incontinence procedures with the International Team to support post market surveillance and increasing need for “evidence based medicine”
  Developed Incontinence and Women’s Health franchise from base to be a recognized brand
  Set up and trained dedicated Sales Force to Gynaecology in Italy
  

• Boston Scientific - THERAPY DEVELOPMENT SPECIALIST - Training Specialist - Sales & Mktg assistant

  Nanterre Cedex 1997 - 2005 o Organize medical congresses (both in Italy and abroad)
  o Analyze sales and manage budget
  o Responsible of the information flow between Sales Force, US and European HQ
  o Translate medical-scientific marketing material and arrange technical documentation
  o Organize Peer to Peer training program and execution
  o Assist physicians and nurses during OR procedures
  o Share technical details and information about the pipeline through creation of marketing tools
  o Responsible of new hires training
  o Sales Force support and coaching
  

Formations

• EF Campus Internacional De Idiomas (Barcelona)

  Barcelona 2019 - 2019 Certificado de curso

• Università Degli Studi Di GENOVA (Genova)

  Genova 2018 - maintenant Scienze della Comunicazione

• University ECAMPUS – Faculty Of Pscychology – Science Of The Communication (Genova/Novedrate)

  Genova/Novedrate 2015 - 2018

• ISTUD (Isituti Direzionali) (Stresa)

  Stresa 2007 - 2009 Master in Business Management

• The International Language Center (Genova)

  Genova 1996 - 1996 Diploma of spec. of the German language
  
  (2nd lev. results 60/60)

• Istituto Tecnico Per Il Turismo “E. Firpo” (Genes)

  Genes 1985 - 1989 Diploma Perito per il turismo
  
  results 60/60

Réseau

• Amina TOUNSI

• Caroline BENET

• Equipe DM JOB

• Gerard JAMET

• Jean-Gabriel SAUMET

• Jean Luc TERRIER

• Ranci CRISTINA