The conventional version.
I started in sales. Then I realised that the interesting work was often understanding everything around the sale: people, processes, channels, data, friction and systems that work until, at some point, they don’t.
For more than twenty years I have worked across sales, retail, distribution and organisations. Sales remains an important part of my background, but it doesn’t define the limits of what I do.
I am particularly comfortable when the context is not yet clear, information is incomplete and someone needs to understand quickly what actually matters. I step into systems, observe how they work, ask questions, look for what does not add up and try to turn complexity into something actionable.
Dialogue is central to how I work. Inside a company, that means talking with different functions and with the people who deal with its processes every day; outside it, with customers and business counterparts. It is often by comparing what the data says with what people say that the real problems — and the solutions that can actually work — emerge.
Industries change. Tools change. Many of the underlying problems don’t.
Direct development of new B2B opportunities, customer acquisition and reactivation, and management of the full sales cycle, working alongside the owners in the development of a more structured commercial model.
Support to entrepreneurs and managers on business development, organisation and decision-making processes, including periods of change, growth and company reorganisation.
Management and reorganisation of the sales function, post-acquisition integration, coordination of the national structure and distribution and industry channels, connecting Sales, Marketing, Production, Supply Chain and Administration.
Management and development of major specialist distribution customers, assortment rationalisation and field activity with customers, Area Managers and the national network of sales agents.
Management and development of major DIY and specialist retail customers, including category management projects, assortment reviews and work on display models.
Management and development of major DIY and Food channel customers, coordination and support of the sales network, and development of distribution and profitability.
Management of a customer portfolio across the DIY and mass market retail channels.
Field sales and direct management of customer relationships.
I observe before I touch. I look for data, context, exceptions and, above all, what does not add up.
A large problem is almost always the sum of smaller ones. Separating them makes action possible.
Assumptions are useful only while they can be challenged. I try, check, correct and start again.
I look for patterns across different worlds: organisations, technology, sales, security and processes. The vocabulary often changes; the principle does not.
I prefer a robust, understandable solution to a brilliant one that nobody can actually use.
Slides have their place. The real test is still where things actually happen.
Local AI, networks, smart home, cybersecurity, automation and anything worth taking apart to understand how it works.
Articles, analyses and editorial projects born from the need to organise observations that would otherwise remain scattered.
I can move from a commercial process to a home network, from a 3D printer to an AI model. Not because they are the same thing, but because they often share principles.
If something doesn’t add up, we can talk about it.