Michela: Good morning Marco, you have been at Imesa since a few months, but you actually have a long experience behind you in the field of electrical panels. Would you like to tell us about your career path?
Marco: Sure, I have been working for 9 years at ABB, 7 years at Landis & Gyr and 14 years at FAAC. I was a technical promoter at ABB SACE for the first two years, when I met the Schiavoni family, supporting their representative agency. Then another two years at ABB SACE Service, where I dealt with revamping and retrofitting of MV panels, meeting Fulvio Majorana on that occasion, the current BU Manager at Imesa for Service, Automation & Spare Parts. For the next 2 years at ABB I followed the management customers, proposing them both MV and LV switchgears and in the last 3 years I continued my activity in the commercial area, giving a hand to the ABB SACE Manager area of Central-Southern Italy and finally I covered the role of District Manager of Campania and Basilicata.
In Landis & Gyr I was Sales Manager for Italy (I participated in the project for the digitalization of the electricity meter for ACEA), finally in FAAC, where I held the role of Area Manager for Northern Italy, following three Branches and some Agencies in the area, working with the various customers of the electricity market: Distributors, Installers, and End Users.
Michela: How did you end up at Imesa?
Marco: I never lost contact with former ABB colleagues, including Marco Achilli, current CEO of Imesa, and he suggested to me to apply on Imesa website form and so I did, following the entire process to enter the commercial area. I was lucky, because at that time there was a need in the company for the position of head of the MVS BU, both a management and commercial role, and I did not hesitate to accept, because it was a new challenge and I felt I could make a useful contribution, given my professional experience.
Michela: How was your introduction to the company?
Marco: Obviously, joining a new company takes time, you need to learn about the company culture. Imesa has an important past, I met it when I was 28 and now I am 30 years older… I gained my experiences and went back to work with the people and products I knew well. It was a bit like a return to the past, but with an eye towards the future.
Michela: What do you think of the human capital you found?
Marco: I found a company that is still hungry for success, has a young soul, that still wants to grow, maintaining the strengths that it has built in the past years, with a robust and reliable production capacity. My staff is young, I want them to grow as a real team, with the aim of making the company a reliable partner in the supply of quality solutions in competitive times, and to be considered by customers as a “Trusted Advisor” for Medium Voltage Secondary Distribution: I like to think that we can all contribute to this project and make a difference.
Michela: What changes did you feel were important to make when you arrived?
Marco: Surely when I arrived I improved the time of processing the offers, I reorganized the estimate by creating backups (of Kim and Tommaso). Reorganizing the work by priority, now we are able to process the offers within five days, which is not a given.
The other thing I participated in with the fundamental help of Gloria, was to segment the offer of medium voltage electrical switchgears to be able to offer them to the Distribution of Electrical Material, simplifying the engineering and the estimate. Today we are able to offer customized panels on customer request and more standard pre-configured panels, whose engineering is almost ready, introducing a significant competitive factor. I would like to point out that these are ideas that came from my collaborators, I listen a lot to their needs, their opinions and therefore they give me great support in the management of the department.
Michela: On the commercial side, what is your strategy?
Marco: On the one hand I am trying to add new agencies where we are uncovered, and on the other I want to strengthen the relationship with existing agencies, recovering an exchange of information and mutually useful support. I would like to insert part of our production into large-scale distribution, it is a long journey but it can give us a further possibility of expansion. I want to offer myself as an ideal interlocutor with our customers to understand how to help them in their success.
Michela: What do you think about the welfare initiatives recently introduced in the company?
Marco: These are all right actions, social commitment, commitment to the environment must be part of even small and medium-sized companies. I believe it is right that the entrepreneur redistributes the proceeds in the company and in the territory. We must become attractive for talent, creating a serene work environment, where even the worker achieves a high level of satisfaction.
Michela: There is great enthusiasm, are you satisfied with your new role?
Marco: Yes, definitely. I’m having fun so it’s worth it.
Michela: Thank you for your time. We wish you all good work!