1. MAURO GALLI
Lenggstrasse, 5 • 8008 Zürich, Switzerland
Mobile: + 41 79 3090381 • Home: + 41 44 3132417
E-mail: mauroelaura@bluewin.ch
SHORT PROFILE
• Experienced professional with proven history of success within Marketing &
Sales in different positions at corporate level as well as with direct line
responsibilities in the countries
• Results-oriented and entrepreneurial-minded executive with an outstanding
record of management performance.
• Proven leadership talent – set high standards of performance for himself and
his teams.
• Effective communicator both in speaking and writing, and able to motivate,
steer, and manage large groups of people.
CAREER OBJECTIVES
• A new challenge in a position with high autonomy and the possibility to fully
drive a business.
• Specifically interested in a position within a multinational company as a
General Manager or Country Manager of a branch.
• Despite a solid background within logistics and transportation, very open for
interesting challenges also outside the industry.
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2. Professional Experiences
2004 – Today DHL Express (Switzerland) Ltd., Zurich – Switzerland
Continually promoted in the Marketing & Sales Organization within
the Express Division of Deutsche Post DHL.
Sales Director Switzerland, Member of the Board of
Directors, Sales Department, from January 2011 till today. P&L
responsibility of the Swiss sales organization with about 300 MEUR
Revenue, 10 MEUR costs and 70 FTE’s. Sales Department
structured in Key Account Management (including Tender
Management), Field Sales, Telesales, Direct Sales, Physical Channel
and the sales support functions Indoor Sales and BPO (Business
Process Optimization).
- Further increased DHL market share in CH between 2011 and
2015 by securing consistent revenue and volumes growth
- Top 5 global ranking in all DHL sales campaigns 2011, 2012,
2013, 2016 and 2012 DHL Global Sales Excellence Award
- Effective re-organization of the Sales Department to achieve 10%
decrease of cost of sales between 2011 and 2014
Head of Key Account Management Switzerland, from
October 2009 till December 2010, formerly Head of Key Account
Management Austria & Switzerland, before countries
delineation from January 2009 till September 2009,
Marketing&Sales Department. P&L responsibility of the Key
Account Channels in Austria and Switzerland including Tender
Management and Special Projects with 17 managers and €70 million
revenue; 10 Managers and 45 MEUR Revenue after delineation.
- Integrated Key Account channels Switzerland and Austria into
new Alps organization with overall 15% FTE reduction
- Achieved sales re-focus of the Key Account organization from
maintenance of existing customers to acquisition (with some
major customer gains)
- Achieved over 6% Revenue growth in Switzerland in 2009 despite
economical recession and general business downturn
Head of Sales Switzerland, Marketing&Sales Department, from
November 2005 till December 2008. Deputy of the Marketing&Sales
Director. P&L responsibility of all sales channels (excluding Key
Account) in Switzerland: 60 FTE’s, over 100 MEUR Revenue, 10
MEUR costs and 4 Sales Channels (field sales, telesales, direct sales,
physical channel, including an Indoor Sales and trainer team).
- Led turnaround effort which increased sales force productivity by
40% and improved offer closing ratio by 20 to 30%
- Generated unprecedented revenue growth in all sales channels of
over 10%. Field Sales Switzerland nominated best Field
Sales channel of Europe 2008 within DHL Express
- Acquired, implemented and managed biggest international
customer in the history of DHL Switzerland
- Created a clear career path within the sales department to secure
talent pool. Decreased turnover ratio by 70%
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3. Head of BPO (Business Process Optimization),
Marketing&Sales Department, from March 2004 till October 2005.
Deputy of the Marketing&Sales Director. Built up post-merge BPO
team within DHL Express Switzerland. Responsible for the Business
Controlling, Sales Development and M&S Training teams.
- Selected as one of the top 15 European M&S young professionals
to join the DHL “Talent Pool” program. Planned introduction
of a new “Diplomatic” product in the DHL portfolio and convinced
Key Account Management Europe to launch it.
- Successfully completed various M&S projects, such as
introduction of new CRM system, deployment of integrated MIS,
creation of new data warehouse
2000 – 2003 Swiss WorldCargo, cargo division of Swiss International
Air Lines, previously Swisscargo AG (Swissair Group),
Zurich – Switzerland
Global Account Manager, Swiss WorldCargo, Marketing
Department, from September 2002 till December 2003. Responsible
of the global accounts strategy and Head Office relationships with
global partners.
- Developed new Key Account concept and handled the transition
from a mass market to a premium market positioning
- Successfully negotiated new contracts and kick-back schemes
with global partners
Business Analyst, Swiss WorldCargo, from April 2002 till August
2002. In charge of preparing analysis and recommendations to
support business decisions as direct report of the Executive Vice
President Cargo
- Finalized business plan and management information system for
the new cargo division of Swiss International AirLines
Head of Market Pricing, Swisscargo, from September 2000 till
December 2001. Promoted to create and manage the new global
pricing unit of Swisscargo at Zurich Head Office
- Successfully deployed new worldwide commercial strategy.
Obtained buy-in from local management and introduced
principles and guidelines to sales force worldwide
- Harmonized and implemented new global pricing guidelines for
last minute offers to avoid undercutting of network entry
conditions
Network Pricing Manager, Swisscargo, from February till
September 2000. In charge of optimizing worldwide short term
capacity distribution
- Developed logic and calculation model for short-term capacity
distribution increasing load factor by 5% and minimizing
opportunity costs
- Defined business model for Swisscargo access to the new global
internet cargo platform “GF-X”. Represented Swisscargo in the
international meetings with provider and other airlines.
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4. 1998 – 2000 The Boston Consulting Group, Milan – Italy
Associate Consultant. Completed project assignments in
different industries within the Italian market.
- Study on the B2C e-commerce strategies, published in a BCG
assay on the Italian market. Interviewed all Italian main players
and elaborated analysis and recommendations on e-commerce
strategies and key success factors.
- Product portfolio re-structuring for a major European bank. In
charge of the project module “Retail Customers”.
- Brand portfolio optimization and re-positioning in the post merge
integration of two major European retailers Managed
performance analysis and synergies opportunities.
Additional Experiences
2002 KMIA International Airport, Zurich – Switzerland
Worked at the creation of the legal entities to start and develop the
business activities of KMIA International Airport at Kruger Park,
South Africa.
- Managed preparation of the Business Plan for the Cargo
Business Unit.
1997 – 1998 Schwarzkopf&Henkel Cosmetic GmbH, Düsseldorf –
Germany
Intern in the national Product Management of the “Hair-Styling”
Group for two consecutive internships, while completing my master.
- Lead in the launch of a new perfume for the on-line community
“Women’s net”.
- Responsibility of performance statistics and reporting on product
portfolio. and market share development
Education
1996 – 1997 Cologne, CEMS-Master (“Community of European Management
Schools”) at the University of Cologne. Specialization in
“International Management”.
1991 – 1996 Milan, Business Administration at “Bocconi” University. Full
Honors Degree “summa cum laude” (110/110 con lode).
Specialization in “Management of International Companies“.
1986 – 1991 Milan, High School (Liceo Scientifico) FAES-Argonne. Final
Grade: 52/60 (top 10%).
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5. Other professional Courses and Diplomas
2015 – 2016 Zurich, ASSP (Association Suisse des Sommeliers
Professionnels), degree as prfessional sommelier (84/100, best in
class)
2014 London, Deutsche Post, Global Executive Leadership Program
2008 – 2009 Copenhagen/Brussels, Deutsche Post, European Leadership
Program
2006 Lucerne, DHL, “Negotiation Skills with demanding Customers”
2005 – 2006 Europe, DHL, “M&S Talent Pool Program”, selected participant as
top 15 European M&S high potential candidate
2004 Zurich, DHL, “Leadership in Change Management “
2000 – 2001 Zurich, SairLogistics, five modules Business Management
Program
2000 Chicago, University of Chicago - GSB: Executive Education
Seminar “Pricing: Strategy and Tactics”
Languages
Italian Native language
German Fluent (written and spoken)
English Fluent (written and spoken)
Spanish Good knowledge (written and spoken)
French Basic Knowledge
Additional Information
Date of birth 11.04.1972
Family Status Married; one daughter and two sons
Interests My city of birth – Milan; Good friends, good food and good wine;
Mountain walks and motorbike trips, more and more replaced by
my three kids
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6. Other professional Courses and Diplomas
2015 – 2016 Zurich, ASSP (Association Suisse des Sommeliers
Professionnels), degree as prfessional sommelier (84/100, best in
class)
2014 London, Deutsche Post, Global Executive Leadership Program
2008 – 2009 Copenhagen/Brussels, Deutsche Post, European Leadership
Program
2006 Lucerne, DHL, “Negotiation Skills with demanding Customers”
2005 – 2006 Europe, DHL, “M&S Talent Pool Program”, selected participant as
top 15 European M&S high potential candidate
2004 Zurich, DHL, “Leadership in Change Management “
2000 – 2001 Zurich, SairLogistics, five modules Business Management
Program
2000 Chicago, University of Chicago - GSB: Executive Education
Seminar “Pricing: Strategy and Tactics”
Languages
Italian Native language
German Fluent (written and spoken)
English Fluent (written and spoken)
Spanish Good knowledge (written and spoken)
French Basic Knowledge
Additional Information
Date of birth 11.04.1972
Family Status Married; one daughter and two sons
Interests My city of birth – Milan; Good friends, good food and good wine;
Mountain walks and motorbike trips, more and more replaced by
my three kids
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