{"id":30995,"date":"2021-02-18T11:26:30","date_gmt":"2021-02-18T10:26:30","guid":{"rendered":"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/new-sales-organization\/"},"modified":"2021-02-18T16:51:05","modified_gmt":"2021-02-18T15:51:05","slug":"new-sales-organization","status":"publish","type":"post","link":"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/","title":{"rendered":"Nuova organizzazione vendite"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Il 2020 \u00e8 stato un anno diverso da tutti gli altri, che ci ha dato l&#8217;occasione di valutare come poter migliorare ulteriormente il nostro servizio ai clienti e ai potenziali clienti.<br>Da questa riflessione \u00e8 scaturita la nuova organizzazione dell&#8217;area sales, basata sul concetto di Cluster.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Il Cluster \u00e8 un team di persone dedicate a seguire commercialmente una specifica area geografica, gestendo e processando tutte le richieste clienti ed i progetti relativi ai business FOOD e BEVERAGE, incluse tutte le piattaforme tecnologiche di CFT Group.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" height=\"354\" width=\"1024\" src=\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/wp-content\/uploads\/2021\/02\/technology-platform-1024x354.jpg\" alt=\"CFT Group technology platforms\" class=\"wp-image-31000\"\/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Ogni Cluster \u00e8 presieduto da un Regional Sales Manager che coordina il lavoro dei componenti del cluster, due Project Engineers (Packaging e Processing), due Sales Assistant (Packaging e Processing), i Sales Area Manager relativi alle zone del Cluster, basati in Italia e presso le filiali, ed i CSM (Customer Service Manager).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La definizione del Cluster presuppone un\u2019organizzazione matriciale nella quale i Processing Project Engineers, Packaging Project Engineers e CSM mantengono una dipendenza gerarchica verso i relativi Direttori Ingegneria e Post Vendita in relazione a piani di sviluppo professionale, valutazioni di tempi, costi e soluzioni tecniche dei progetti in offerta.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Il processo di ingegneria di offerta seguir\u00e0 le seguenti fasi:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>il Regional Sales Manager definisce le priorit\u00e0 delle attivit\u00e0 sulla base delle esigenze di mercato, \u00e8 responsabile dei risultati raggiunti e risponde ai Direttori Commerciali.<\/li><li>Il Project Engineer definisce le soluzioni tecniche, i tempi e i costi preventivi di progetto, ed \u00e8 responsabile del rispetto delle procedure dei processi di preventivazione.<\/li><li>Le figure commerciali all\u2019interno delle filiali hanno una dipendenza gerarchica verso i relativi Direttori di filiale per quel che riguarda il loro ruolo e inquadramento, mentre dal punto di vista funzionale dipendono dal Regional Sales Manager dell\u2019area geografica di riferimento.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Crediamo sia importante che le risorse che costituiscono ciascun Cluster possano essere soggette a rotazione periodica, non solo sulla base delle esigenze tecnico-organizzative aziendali ma anche per favorirne lo sviluppo personale e professionale.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Siamo convinti che questo modo di operare porter\u00e0 in breve tempo a numerosi vantaggi per i seguenti ambiti:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Velocit\u00e0 di risposta : il team di risorse costituenti il Cluster \u00e8 autonomo da un punto di vista delle competenze e quindi pu\u00f2 rispondere pi\u00f9 rapidamente alle richieste dei clienti sulla base delle priorit\u00e0 che verranno definite dal Regional Sales Manager<\/li><li>Coordinamento : tutti i membri costituenti il team sono informati sulle richieste di offerta e sui progetti in corso;<\/li><li>Qualit\u00e0 di offerta : le persone del Cluster assumono e condividono le conoscenze relative a mercato, clienti e concorrenza al fine di migliorare la qualit\u00e0 dell&#8217;offerta dal punto di vista tecnico e commerciale.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Ultima ma non meno importante la gestione del cliente, che verr\u00e0 effettuata da un team multidisciplinare con ruoli ben definiti:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Regional Sales Manager : gestisce il rapporto con il cliente dal punto di vista commerciale e coordina le attivit\u00e0 dei Sales Area Manager dei Paesi che rientrano all\u2019interno della sua area di responsabilit\u00e0.<\/li><li>Sales Area Manager : gestisce dal punto di vista commerciale il rapporto con i clienti della sua zona geografica riportando i propri risultati al Regional Sales Manager di riferimento.<\/li><li>Sales Assistant : supporta il Regional Sales Manager nella predisposizione di tutta la documentazione commerciale necessaria;<\/li><li>Project Engineer : definisce soluzioni tecniche, tempi e costi preventivi di progetto; \u00e8 responsabile del project management.<\/li><li>CSM : seguono il cliente per tutti gli aspetti di post-vendita, attraverso un continuo scambio di informazioni con la parte commerciale per le macchine nuove.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Il Regional Sales Manager \u00e8 responsabile per tutti gli aspetti legati al progetto; il Project Engineer \u00e8 corresponsabile del successo in termini di tempi e soddisfazione del cliente.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Il 2020 \u00e8 stato un anno diverso da tutti gli altri, che ci ha dato l&#8217;occasione di valutare come poter migliorare ulteriormente il nostro servizio ai clienti e ai potenziali clienti.Da questa riflessione \u00e8 scaturita la nuova organizzazione dell&#8217;area sales, basata sul concetto di Cluster. Il Cluster \u00e8 un team di persone dedicate a seguire &hellip; <a href=\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\">Continued<\/a><\/p>\n","protected":false},"author":13,"featured_media":30212,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[216],"tags":[],"class_list":["post-30995","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-it"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.8 (Yoast SEO v26.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Nuova organizzazione vendite - CFT Group<\/title>\n<meta name=\"description\" content=\"CFT Group&#039;s new sales organization is based on the concept of Cluster, a team of people dedicated to a customer.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Nuova organizzazione vendite\" \/>\n<meta property=\"og:description\" content=\"CFT Group&#039;s new sales organization is based on the concept of Cluster, a team of people dedicated to a customer.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\" \/>\n<meta property=\"og:site_name\" content=\"CFT Group\" \/>\n<meta property=\"article:published_time\" content=\"2021-02-18T10:26:30+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-02-18T15:51:05+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/wp-content\/uploads\/sites\/29\/2020\/12\/CFT-map-header.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1920\" \/>\n\t<meta property=\"og:image:height\" content=\"1080\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Holly Ritchie\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Scritto da\" \/>\n\t<meta name=\"twitter:data1\" content=\"Holly Ritchie\" \/>\n\t<meta name=\"twitter:label2\" content=\"Tempo di lettura stimato\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minuti\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\"},\"author\":{\"name\":\"Holly Ritchie\",\"@id\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/#\/schema\/person\/2dbd43a588ac5a93a90f3cf6dce99306\"},\"headline\":\"Nuova organizzazione vendite\",\"datePublished\":\"2021-02-18T10:26:30+00:00\",\"dateModified\":\"2021-02-18T15:51:05+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\"},\"wordCount\":588,\"image\":{\"@id\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/wp-content\/uploads\/sites\/29\/2020\/12\/CFT-map-header.jpg\",\"articleSection\":[\"Blog\"],\"inLanguage\":\"it-IT\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\",\"url\":\"https:\/\/ats-automation-develop.go-vip.net\/cft-group\/it\/new-sales-organization\/\",\"name\":\"Nuova organizzazione vendite - 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