Dipl.-Ing. Marco Macoratti

Consult via back-selling Retailers and FMCGs to partner with Mondi Speciality to achieve their Sustainability Development goals by adopting paper for packaging solution to fit for purpose and be sustainable by design. Lead the Commercial work stream on Retailers in Mondi Group EcoSolutions, a new customer-centric approach based on the collaboration between Mondi businesses and external partners to ensure transparency in innovation pipeline, progress and bottom-line impact in scaling business cases.

Develop new commercial tools & processes in market intelligence, sales pipeline and transactional analysis to support organic growth targets. Collaborate with R&D on demonstrating value proposition ofproduct innovation for up-selling, and cross-businesses in target markets as integrated solution provider. Manage FMCG Key Accounts in Central and Eastern Europe for 15 m EUR portfolio.

Team leader of commercial change initiatives for sustainable ROCE growth for 1.5-2.0% of Turnover via pricing improvement and sales growth strategies. Performing sales effectiveness assessments, enabling strategic and operative changes, designing new steering processes based on market intelligence, sales pipeline and profitability diagnostic tools. Aligning top-down expectation with bottom-up needs, reporting to executives on post-project status and recommendation for corrective actions.

Responsible for the development, implementation and monitoring of sales growth ideas from international sales force. Increased market knowledge by 30% and reported 3 m EUR profit impact from sizing sales opportunities for profitable volume growth in unexploited niches. Introduced management reports for steering new sales opportunities. Additional assignment in post merger integration and SAP module roll-out completed on time and in full.

Responsible for the commencement of the new subsidiary in China in organizing the manufacturing plant, business processes, leading sales team, and coordinating sales strategies of 10 m EUR business. Strengthened collaboration with OEMs and reinforced brand. Implemented lean plant layout, recruited office personnel and workers, introduced procedures in sales and procurement.

Leading team member in first North American subsidiary of Mondi Industrial Bags, responsible for developing marketing initiatives, building business relationships with key accounts. Secured revenues for 4.2 m USD up to 25% of total sales by performing competitive analysis, leveraging innovations and service capabilities to improve value proposition. Transferred operational best practices for improvement initiatives in waste reduction, operational efficiency and inventory management for 0.5 m EUR savings.

Project manager analyzing current performance, developing and recommending improvement actions, such as: new pricing and cost controlling to establish a customer profitability measurement system for 350 k EUR savings; new ERP module in IT to ensure performance benchmarking among seven operations to achieve 100 k EUR additional sales. Team member in successful design of the “House of Excellence”, a scorecard to diagnose operational performance and select profitable Six Sigma projects.

Responsible for the commencement of the new subsidiary, identification of business opportunities in construction projects in the assigned territories, and sales forecasting and cost budgeting. Generated revenues for 3.5 m EUR through direct sales and distributors, and secured customer loyalty via technical service at planners and contractors. Reached financial autonomy of the subsidiary and integration to Company's AS400 system and procedures.

Recommendation to an Austrian waste recycling company to invest in Northern Italy presenting market opportunities, waste management regulation, and existing collecting operations. Architectural and structural planning, construction management and safety coordination in civil projects for German speaking owners in Venice. Collaboration with architects in structural and foundation calculation and planning, and in waste site projects with University of Padua.

Leading with Advanced Analytics and Artificial Intelligence

Creating and Managing Strategic Alliances

Maximizing Sales Force Perfromance

Driving Organic Growth through Innovation

Creating and Leading a Culture of Innovation

Business Marketing Strategy

Customer Focused Organization: Startegy, Leadership, Implementation

4 modules training on Go-to-market strategy, Small and Key Account Management, Transactional and Value Pricing, Sales Effectiveness, Consultancy and Leadership.

Course in General Management and International Business with focus on Chinese market. Member of Beta Gamma Sigma, honor society for outstanding academic achievements (GPA 3.8/4.0).

Degree in Construction Engineering (final grade 106/110). Further qualification in safety & health coordination for construction projects. Obtained professional engineer licensure in Italy.