Alexandra DI MARCO

I am a passionate Sales Manager with 12 years’ experience in global and international companies. During the past years, I have been working in various environment and several industries including Pulp & Paper, IT, Office Supply, Textile, and Pet.

With my strong negotiation and business development skills, I have a proven-record of generating growth and exceeding targets by developing added-value strategies for the B2B sales. I am a people-oriented person and always keen in helping my team to meet their objectives and reach success. 

I am also a challenge-driven person, always looking for improving my knowledge in several domains to tackle new challenges. As a multilingual speaker, I always find opportunities to connect to new people, to know them better and understand their way of thinking and life. It allows me to create and build various relationships for both personal and professional domains. 
 

Suzano Pulp & Paper Europe SA. Nyon, Switzerland                                                                             05/2016 –07/2022
Suzano is one of the largest eucalyptus pulp and paper producer worldwide with 12.4 MT produced annually, 11 plants and 36,000 employees

International Sales Manager - EMEA 

• Deliver $37 million in annual revenue by developing and implementing sales goals and short- and long-term strategies.
• Build and maintain strong, long-lasting customer relationships with trading and pan-European companies, merchants, and wholesalers
• Oversee customer account management, including negotiating contracts and agreements to maximize profit in Europe, the Middle East, Africa, Asia, and the Pacific 
• Provide market intelligence and experience insights
• Contribute to an efficient supply chain management by coordinating operations with the production and logistics teams
• Structure annual sales plans and forecasts for multiple product lines (70 to 130K tons)
• Develop and support a team of Sales representatives and Customer service 
• Analyze sales performance and take appropriate actions to ensure the sales target achievement, allocation fulfillment, and cost optimization
• Support new product development by introducing innovations on the market 
• Monitor customers’ financial data and assist the controller in the evaluation of credit risk
• Participate in international shows and events

Key achievements:

Sustainably drove a 30% revenue increase from 2020 to 2021

Established key partnerships and won contracts with major companies in Europe

Reduced company costs by analyzing financial agreements, maritime freights, and inland deliveries

Won the 2019 “People Who Inspire and Transform” award

Defined the Go to market strategy to Europe for Innovative products in 2022

Incas Production Srl. Torino, Italy            09/2014 - 06/2015

Incas production is a main player in Italy in the office supply distribution with 60 employees

European Sales Manager 

• Update business processes for the sales and marketing departments and ensure their compliance
• Design marketing support for prospecting and sales (catalogues, pricelists, and packaging) 
• Search Engine Optimization and online advertisements
• Define business plans and monitor performance
• Generate new business by identifying, prospecting, and conducting market analysis for new European markets 
• Develop long-term relationships and negotiate contracts with key decision makers
• Perform presentation to customers’ sales teams

Key achievements: 

460K€ of revenue in Q3 of 2015 reaching 130% of target

Profit generation by improving team efficiency and productiveness

Implementation of innovative strategies to cover non-existent markets

Environmental Business Products Ltd. London, UK                

EBP provides printing solution by collecting empty cartridges and remanufacturing inkjet cartridges. The company is a mid-size company very innovative and dynamic with 250 employees and serves clients in all Europe

Sales Manager-Europe                                03/2012 - 06/2014

• Develop relationships and business with key accounts (distributors, office suppliers, and resellers)
• Organize sales training for the customers’ sales teams
• Introduce the Helpful Printer Driver® software to clients and prospects
• Develop a five-person sales team
• P&L statement participation
• Monitor margins, budgets, ROI
• Develop the collection and implementation of recycling programs with international associations: Ligue Contre Le Cancer, Handicap International, and WWF
• Be the face of the company at business trade shows and European events
• Manage the day-to-day responsibilities of the French office: cost control, HR, finance, and purchasing    

Sales Representative-France and Italy   09/2010 – 02/2012                                     

• Follow-up with the portfolio of existing key accounts
• Analyze the European markets and competitors ensuring that EBP’s products stay attractive
• Develop new markets: Italy, France, and Benelux 
• Design and implement marketing KPI’s
• Provide relevant feedbacks to company directors and senior management

Key achievements for both roles: 

Developed and supported a stand-alone team

Reached 140% of target reached in 2013 and increased empty cartridge collection 30% (500K/year)

Increased client satisfaction by 25% with the organization of meetings between the technical team and customers

Played a key role in ensuring the successful launch of an innovative product for the industry

Internships:

Sales and Marketing | Alsafil |Textile 03/2009 - 06/2009

Recruitment officer | Adecco group | Specialist industry placements 10/2007 - 12/2007

Marketing Consultancy | Horseman’s store | Horse-riding shop 02/2005 – 05/2005

Marketing Consultancy | La bonbonniere | Pet food and animal feeds 06/2004 – 07/2004

Strategy Execution Harvard Business School 2022 – on going 

Master’s in Entrepreneurship EM Strasbourg Business School 2009 

Master’s in Management Robert Schuman University 2008 

Bachelor’s in Economics Haute-Alsace University 2006                          

Advanced Technician’s Diploma in Business Studies (BTS) Jeanne d’Arc Private School 2005