Massimo PEDETTI

En résumé

Entreprises

• Sicame Sa - SBU Sales Director

  Arnac-Pompadour 2016 - maintenant • Commercial responsibility of a Strategic Business Unit (€60M - 4 companies in France, Spain, and the USA)
  • Management of a team of 40 (including 4 managers): sales, sales & technical support, and marketing.
  • Member of the Executive Team.

• Emerson Network Power - Sales Director

  Chassieu 2014 - 2016 Established and ran >€10M P&L specialized in multichannel B2B sales in EMEA of electric products and solutions providing safety and back-up power. Managed team of over 30 headcount across sales, sales support, marketing, and service. Member of BU Executive Team.
  
  • Achieved best-of-business top-line performance
  1 Surpassed sales targets constantly.
  2 Established new distribution channel projected to grow by double digits in the coming years.
  3 Implemented new account tiering strategy and pricing policy.
  
  • Improved bottom-line performance and championed operational excellence.
  1 Drove up profitability by promoting more favorable product mix and reviewing make-vs-buy strategy.
  2 Decreased SG&A costs.
  3 Increased OTD to >90% from 70% by leading cross-functional task force.
  • Managed managers for various functions, obtaining alignment and commitment in difficult business climate.
  1 Hired, developed, and retained top talent.
  2 Led through ERP migration and vast organizational change.

• Emerson Network Power - Strategic Planner

  Chassieu 2012 - 2013 Led strategic planning and developed strategic framework for Global BU. Reported to GBU President.
  
  • Drove Executive Team to develop 3-year plans presented to Emerson’s Board of Directors
  • Built market model based on industry-specific and macro-economic indicators and developed competitors’ profiles (financials, SWOT)
  • Initiated corporate-sponsored program for operational excellence.
  • Deployed to HQ (USA) and worked directly for Emerson CEO and Board of Directors for preparing annual investor conference.
  • Created processes and repeatable framework, as first BU planner, to ensure success of future planners.

• Hilti - Product Manager

  Magny-les-Hameaux 2011 - 2011 Developed >€40M business case for a new opportunity: product, price, place, and promotion (MBA project).
  
  • Managed Voice of the Customer study over four countries and performed product offer segmentation across European and US markets to identify must-have, nice-to-have, and should-have features.
  • Proposed scenarios highlighting ROI achievable with different go-to-market and make-or-buy strategies.
  • Presented deliverables to BU Management and received praise for comprehensiveness, quality, and completeness.
  • Reference available.

• Tetrachim - Sales Engineer

  2005 - 2010 Owned account management and sales development across EMEA. Expanded role over time towards business leadership including supply chain, operations, and logistics management.
  
  • Achieved 30% CAGR revenue growth and constantly exceeded sales objectives.
  • Managed 3x sales objective over 5 years (€2.2M) after gaining increased responsibilities.
  • Supported key customers by providing technical, commercial, logistics (Incoterm & IATA/ADR/IMDG) , and regulatory expertise (REACH, RoHS, FDA).
  • Directed company-wide action plan leading to 6% inventory reduction and improved trade working capital.
  • Developed new isothermal packaging, reducing corresponding SKUs and allowing 20% cost saving.

• STMicroelectronics - Researcher

  2004 - 2005 • Performed studies on JIT operations and on proactive management simulation tools.
  • Developed DEVS framework to manage production lines using Kanban scheduling system.
  • Created proactive management framework for STMicroelectronics’ production line in Rousset (France).
  • Published paper on Simulation Modeling Practice and Theory (vol. 14, 10/2006): ‘Formal DEVS modeling and simulation of a flow-shop relocation method, without interrupting the production’.
  • Sponsored by STMicroelectronics.
  • Reference available upon request.

Formations

• HEC Paris Business School

  Paris 2010 - 2012 Master of Business Administration
  
  • Marketing and Strategy.
  • HEC MBA Class of 2012 Leadership Award - Voted by fellow classmates on outstanding contribution and leadership showed throughout the MBA Program.
  • MBA Student Representative and Ambassador.
  • VP Energy Club.

• Univerisity Of Perugia (Perugia)

  Perugia 1997 - 2004 M. Sc. in Mechanical Engineering
  
  Land Vehicles concentration
  Student Exchange at Aix-Marseille III University
  Final dissertation: "Contributo alla modellizzazione dei posti di lavoro per l’ottenimento di un sistema di pilotaggio proattivo basato sulla simulazione”