Alessio
Arcando
Professor and member of the Advisory Board of Executive Master Bologna Business School Adjunct
BIO
Having obtained a degree in Electronic Engineering from the Politecnico di Milano and an MBA from the Bocconi University Milan, Alessio Arcando – after an experience with Rank Xerox – joined 3M in 1981. For 37 years he has held posts of increasing responsibility in the markets of Healthcare and Industry, including the following: Business Director Industrial Adhesives and Tapes Division, EMEA; Business Director Safety and Security Market, Europe, at the 3M offices in Brussels. Between 2015 and 2018, he was Director Strategic Key Accounts, Europe. He retired in September 2018. He is member of the Board of Directors at the Fondazione 3M, Professor and Member of the Advisory Board of the Executive Master at Bologna Business School.
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 MarketingIdentifying 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