Industrial leader in inkjet technology, DOD printheads, CIJ coding & marking systems for steel, construction, food & beverage, and traceability industries. ▸ Manage the full business development and sales cycle across the U.S. from prospecting and qualification through proposal, negotiation, and close with full ownership of U.S. market performance from day one. ▸ Operate independently in-market while leveraging strategic and technical support from HQ in Italy, serving as the primary commercial bridge between North American customers and Italian engineering teams. ▸ Identify and develop new opportunities and strategic accounts across end users, system integrators, OEMs, and distributors, expanding presence in steel, construction, food & beverage, and traceability verticals. ▸ Build and strengthen strategic relationships with local partners, including system integrators, agents, and engineering firms, to extend market reach and accelerate territory penetration. ▸ Manage existing customers and key market stakeholders, ensuring retention, satisfaction, and account growth through proactive engagement and solution development. ▸ Analyze customer needs and propose value-added technical solutions, acting as a trusted advisor to operations, engineering, and C-suite stakeholders on DOD printhead and CIJ system applications. ▸ Coordinate with engineering, project management, and service teams to ensure seamless delivery, integration, and commissioning of systems at customer sites. ▸ Monitor market dynamics and competitive trends, contributing structured intelligence to HQ to inform commercial strategy, product positioning, and pricing architecture. ▸ Represent Zanasi at trade shows, industry events, and customer sites, building brand visibility and generating qualified pipeline across target verticals. ▸ Prepare and deliver regular reports on sales activities, pipeline status, KPIs, and market performance to senior leadership in the U.S. and Italy. ▸ Deploy AI-enabled tools to automate lead prospecting, personalize outreach at scale, and streamline appointment scheduling, increasing pipeline velocity and team efficiency. ▸ Take proactive ownership of emerging business initiatives, ensuring agile support to the organization's overall growth objectives across the U.S. market. Selected Director-Level Contributions: – Defined full launch roadmap (segmentation, pricing logic, channel strategy) for new DOD printhead systems scheduled for 2025/2026 commercial launch. – Repositioned CIJ product line for U.S. industrial requirements; initiated multi-site technical trials with key steel and construction accounts, opening a new revenue vertical, expanded distributor network, and worked with R&D to develop CIJ.Z 2.0

Specialty closures (synthetic, two-piece, and standard formats) for premium spirits and beverages, an international supply chain with EU-origin products adapted for the North American market. ▸ Managed distributor networks and key accounts across the Midwest and North America, negotiating and structuring a 3-year private label manufacturing agreement with Berlin Packaging for their synthetic two-piece standard closures, Wood line, and personalized sizes line, owning the full program from initial connection through production planning, pricing, and delivery scheduling to meet customer requirements. ▸ Secured a parallel strategic program with O-I (Owens-Illinois) for their online shop, developing the commercial framework, aligning on pricing logic, and coordinating production and fulfillment timelines. ▸ Achieved double-digit revenue growth with key strategic accounts by developing tailored branded packaging programs precisely aligned to each customer’s brand positioning and market strategy. ▸ Opened 12+ new craft spirits accounts in Year 1, expanding territory coverage into Canada and California and broadening the company’s North American footprint. ▸ Negotiated high-volume, long-term contracts with exclusivity terms and profitability KPIs across a portfolio of major accounts, including Luxco, Diageo, Sazerac, Huber Distilling, and others. ▸ Designed and delivered distributor training programs covering product applications, pricing logic, and value-based selling, equipping partner teams to compete effectively in premium packaging markets.

Strategic packaging consultancy, advising food, spirits, and consumer goods brands on glass and closure solutions across North America, with a focus on building trust between clients and TricorBraun through deep product expertise and cross-cultural relationship development. ▸ Closed a landmark 5-year supply agreement with Rao’s Homemade for 5 million glass jars (24 oz size) per year, one of the most significant wins in the role by playing a pivotal trust-building role between Rao’s leadership and TricorBraun, leveraging Italian language skills and cultural fluency to break down communication barriers and accelerate executive alignment. ▸ Provided expert packaging consultation to brand and procurement teams across food, spirits, and consumer goods, identifying differentiated glass and closure solutions aligned to brand positioning and cost targets. ▸ Leveraged deep supplier relationships across European and domestic manufacturers to source custom formats, finishes, and specialty glass for premium clients with exacting brand standards. ▸ Guided clients through the full packaging development cycle, concept, sampling, supplier negotiation, and logistics coordination — reducing time-to-market and ensuring delivery alignment.

Nationwide wholesale specialty glass packaging, premium bottles, custom finishes, and decorating for spirits and craft beverages. International supplier network (European manufacturers). Commercial Strategy & Growth ▸ Defined and executed the North American sales strategy aligned with global growth priorities, capacity constraints, and margin targets, delivering 43% YoY revenue growth and 32% YoY customer base expansion through disciplined account development and niche segment targeting. ▸ Built multi-year account development plans for strategic wine and spirits customers in premium and super-premium segments, identifying whitespace opportunities by geography, customer tier, and both direct and distributor-led channels. ▸ Partnered with Operations and Supply Chain to align demand planning, production scheduling, and customer commitments, redesigning warehouse and logistics model to cut delivery times 2–4 days, reduce storage costs 30%, and improve inventory turnover 4x. ▸ Developed 4 market-exclusive glass products in collaboration with European manufacturers, adding $200K in incremental annual revenue per launch and reinforcing innovation leadership in the premium spirits packaging segment. Key Account Management & Business Development ▸ Personally managed senior executive relationships with Vetroelite’s largest and most strategic U.S. customers, leading complex commercial negotiations including long-term supply agreements, pricing frameworks, and service levels. ▸ Expanded relationships beyond single-brand engagements into broader customer portfolios, growing Luxco from 1 standard bottle line to 6 personalized lines, and scaling Sazerac from 1 SKU (~$5K/yr Test project) to 3 SKUs (~$200K/yr per SKU for limited edition Whiskey). ▸ Transitioned key industrial accounts from single-site supply into multi-site bundled agreements covering primary packaging and logistics services, deepening dependency and increasing account value. ▸ Represented the company at major industry events (ADI, ACSA, PackExpo, Imbibe Live DISCUS) to build brand equity, develop senior client relationships, and generate qualified enterprise pipeline. Sales Organization Leadership ▸ Led, coached, and developed a national field sales team of 6–7 direct reports, establishing clear performance expectations, KPIs, and incentive structures that drove consistent execution against revenue and profitability targets. ▸ Professionalized sales processes, including CRM adoption, forecasting discipline, and reporting cadence, creating a data-driven culture that improved forecast accuracy and pipeline visibility. ▸ Won Best Sales Team Award (2022), recognized for exceeding revenue and profitability targets across the national organization. Pricing, Contracts & Profitability ▸ Owned pricing governance, discount discipline, and margin management across all accounts, maintaining double- digit gross margins through strategic pricing, disciplined cost control, and volume negotiations with European glass suppliers. ▸ Approved all major commercial terms and ensured long-term contracts protected operational and financial interests, structuring agreements around exclusivity, volume commitments, and service KPIs. ▸ Monitored customer profitability and proactively addressed underperforming relationships, reallocating resources toward high-growth, high-margin accounts. Forecasting & Reporting ▸ Delivered accurate short- and long-term sales forecasts to support production planning and investment decisions, tracking performance against budget and strategic objectives. ▸ Provided regular market intelligence and competitive insights to executive leadership, informing product development priorities and commercial strategy adjustments.