Michela: Good morning Michele, you have recently joined IMESA Team. First of all, what are your previous experiences?
Michele: Since I graduated in Mechanical Engineering, I have always worked in English multinationals. The first one dealt with HR services. Then, and this is the bulk of my experience, I joined Spirax Sarco, a multinational that deals with equipment for the control and regulation of fluids. In the latter I started with the role of field salesman, until I became sales manager for the entire Italian industrial market.
Michela: Did you find it difficult to fit into a smaller company, very tied to its territory?
Michele: At the beginning I certainly noticed big differences, from the internal procedures, to the lack of a series of specialists that, by necessity, had to be concentrated on people with more transversal skills. However, the smaller environment and the agility of the people made me feel at ease right away, appreciating the alertness that instead distinguishes smaller companies.
Michela: After a few months, can you tell us what were the first actions that you felt were important to do?
Michele: The first thing, fundamental, was to understand how to extract and use data from the management system. Not only because I was used to doing it every day, but also because it is the basis of every strategy for the future. Then reintegrate some key resources that are missing from the staff, such as the Energy Key Account Manager and another Proposal. But there are also others that will come.
Michela: Instead, for the commercial part, do you already have a clear strategy to expand our presence on the market?
Michele: The strategy is something that develops over time because, if done badly or hastily, it can cause many damages. My focus is on getting to know the company, the people, the market, trying to improve what already exists and recreating a team of collaborators that I can trust and delegate activities to. As target markets, the main focuses are expanding the Italian agencies, the development of some selected Middle Eastern countries and historical sectors/customers, such as the FPSO sector, which has an enormous potential, and the expansion of the customer base, marine customers where we have a great tradition. Furthermore, I would also like to explore all the Italian utilities.
Michela: Are you satisfied with your new role?
Michele: Very much, I admit that sometimes it is tough, as there are many activities to do, but it is exciting and fun. I swear I have never been bored until today.
Michela: Do you already have a medium-long term program in mind?
Michele: In the medium term, in addition to rebuilding a complete Key Account team, I would like to be able to expand the offer with a renewed competitiveness for our Low Voltage Switchboards, especially the “heavy” one, and extend our offer for Medium Voltage Switchgears to solutions up to 36kV, as the development of the market, especially with renewables, requires a voltage that cannot be limited to the 24 kV. Then I will see what other countries we can focus on, in addition to those already mentioned.
Michela: Thank you for your time and availability. We all wish you good work!