Alessio
Arcando


Arcando
Director of Key Account Management Open Program Adjunct Faculty

Alessio holds a university degree in Engineering from Politecnico of Milano and a Master in Business Administration from Bocconi University of Milano.
He joined 3M in 1981 and along his 37 years experience has held different positions of increased responsibilities. In particular he was Business Director Industrial Adhesives and Tapes EMEA and Market Director of Safety and Security West Europe at 3M HQ in Brussels. In 2015 through 2018 he has been Director of Strategic Key Accounts Organization West Europe.
Retired in September 2018, he is member of the Board of Directors Fondazione 3M , Adjunct Professor, Member of the Advisory Board of the Executive Master and Director of studies for the Course Key Account Management at Bologna Business School.
Hobbies: racing bike, running (17 Marathons in 7 Countries; best timing 3h23’; three times in N.Y: 1989-2009-2019), SUP, golf, pilates, motorcycling.

COURSES

CORE COURSE – The course provides methods and tools for the on-going support to the management of strategic Customers for the company. Customer strategic analysis: customer classification based on profitability, potential and target identification indicators; the commercial action Plan: construction of short- and medium-term profitability objectives, activity planning and sales team management; the action “on the field”: the ‘win win’ management of negotiations with big customers; how to make the relationship last over time: tools to control and monitor service levels and customer satisfaction; the different organizational solutions to support different customers.

Sales and Marketing

Identifying the “ideal” client by means of strategic mapping. Knowing, satisfying and creating loyalty: the cycle of key account management. Analyzing the purchasing behavior of the consumer. Measuring customer satisfaction. Selecting mechanisms for creating loyalty. The KAM plan, from objective definition to operational actions.

Marketing Management