Business development

The commercial organization is crucial for achieving good sales results. It is not enough to have a good product or service at the right time with the right price and the right image. It is absolutely vital that the product or service is distributed well and is easily available anywhere in the world.

These days markets are globalized, tastes are uniform and any company who wants to beat the competition must have a state- of- the art commercial organization. This means covering the field in the main markets, distribution via the appropriate sales channels, and an advanced IT system that integrates planning, production, agents, sales reps and distributors in a single system. The aim of all this is to improve sales performance by reducing costs and offering the customer a better service.

Business development is achieved by perfect synergy of the various work-streams. It is essential that the sales organization should be set up on an international basis. For some companies the Italian market is still the main one, but these are less important companies who have not yet gone international. The obvious market should include at least the European countries. Knowledge of languages and awareness of different cultures and markets are now critical success factors. Sales networks are directed by international managers: Italians with wide experience of foreign markets or foreigners who have worked in Italy.

Assignments in the commercial area vary from one to two years.