Manager Sales

LETTER OF PRESENTATION

To whom it concerns

Currently I work in Selex Communications with the position of Key Account Manager Civil Avionics that

I achieved over ten years experience in marketing and sales management. One of my primary

responsibilities has been the development and management of new avionics business. In this role, I have

attained a number of strategic sales objectives.

Of equal importance, I have focused on developing best practices and core competencies for company

civil avionics activities.

Following the university degree in electronics engineering in 1996, I completed my technical background

with a significant laboratory experience as System Engineer for complex airborne and ground systems in

some of the leading Italian companies (Finmeccanica Group) operating in the military and civil market.

Currently, I am looking for job opportunities, which allow me to tackle new and more demanding market

challenges which allow me to exploit my matured skills to achieve more exciting objectives in the field of

Avionics. I am also willing to work abroad and/or in a multinational environment.

I hope that you will find that this brief view, in combination with the attached resume, describe a

professional with the experience and skills to meet or exceed the requirements of the position of

Sales/Business Development Team Manager/Director or similar.

I am pleased to forward you herewith my curriculum vitae and I’m at your disposal for further information.

Sincerely

GIANLUCA GABATEL

CURRICULUM VITAE

PERSONAL INFORMATION

Name: Gianluca Gabatel

August 3rd, 1969 in Rome (Italy)

Date and Place of Birth:

Address: Via Pietro Romani 138

00124 Rome (Italy)

Telephones: +39-06-509***** (Home)

+39-335-******* (Office mobile)

Email: ********.*******@******.**

Marital Status: Single

Languages: Italian (mother tongue), English (fluent), French (basic, D.E.L.F. Diplôme

d’Etudes de Langue Française)

EDUCATION

University: Degree in Electronic Engineering with specialization in Telecommunications and

Remote Sensing, achieved at University of Rome "La Sapienza" in 1996.

Key university subjects include:

Satellite and radio relay communication systems

Air Traffic Control systems

Optoelectronics systems

Digital signal processing systems

Programming languages

Degree Thesis: Design of a multiprocessing hardware and software architecture, based on AD 21060

SHARC DSP (Digital Signal Processor), for real-time conversion of television standard

(PAL NTSC).

Work presented to the “IEEE Signal Processing Society Workshop for Multimedia

Signal Processing” at Princeton University (USA).

Publications: "Estimation of target direction by pseudo-monopulse algorithm", published on the

scientific journal "Signal Processing" (80 (2000) pp. 295-310)

JOB EXPERIENCES

SELEX COMMUNICATIONS S.p.A. - a Finmeccanica Company

From 1999

Key Account Manager Civil Avionics

Responsible for civil avionics sales with the objective of ensuring the full satisfaction and

success of the strategic customers. More specifically:

Reaching sales, profitability and cash flow objectives for the various key accounts.

Understanding current and future customer needs in order to identify and promote

business opportunities as well as introducing best practices and core competencies in

the company activities.

Developing order-booking, in line with budget objectives.

Coordinating local Agents in order to promote business opportunities and to ensure

the constant supervision of Customer relations

Developing partnerships that are necessary for business development, consistently

with the guidelines set by the Strategic Planning of the Company.

Finalizing commercial offers through the coordination of the Bid Team for the

definition of requirements, costs and pricing management and with the contribution of

the CFO.

Supporting the Customer Service Function, in carrying out effective customer and

feedback management.

SELEX SISTEMI INTEGRATI S.p.A. – A Finmeccanica Company

From 1997

Technical Sales Manager & System Engineer

Responsible for providing CNS/ATM technical sale support, with regard to the identification

of customer needs and the definition of technical-system specs for solutions to be proposed,

while pursuing cost optimisation. More specifically:

Developing and designing proposal solutions, in collaboration with the Engineering and

Procurement Functions.

Working out technical proposal and cost estimates, by acquiring the necessary input

and contributions from the other Functions involved with a view to achieving a

balanced cost/benefit ratio in pursuing prospective opportunities.

Identifying the major technical and economic risks with a view to implementing early

risk reduction and management actions, in collaboration with Quality, Risk

management and Military Security Functions.

Acting as technical reference for customers within the team set up for project

management

Defining technical-functional solution based on customer requirements and on the

definition of required operational capabilities including developments and

customization activities.

Monitoring system deployment to adjust the project solution to any new requirements

emerging during operational development.

TECHNOSYSTEM S.p.A. - a PCOM Company

From 1996

System Engineer

Responsible for the hardware and software design of an AM/FM digital signal processor

for analogue and digital radio broadcasting and cable transmission.

The responsibility includes:

Analysis of system effectiveness (including cost trade-off)

Component selection

Systems integration

Simulation and testing of system performance

Run of Customer Acceptance Tests.

PROFESSIONAL and PERSONAL SKILLS

High qualified technical background on electronic engineering applied to military and civil airborne

equipment including applicable civil certification regulation.

Extensive knowledge of civil aeronautics and avionics market for Communication, Navigation and

Surveillance systems as required by the future Air Traffic Management system (NextGen, Sesar),

particularly for ADS-B airborne and ground applications.

International Stakeholders networking acquired in more than 10 years of business relationships

worldwide

Extensive experience in Contract/Agreement negotiation matured through managing complex

international programmes both in civil and military arena

Budget design and monitoring

Strong attitude to work by objectives

Tested adaptability to multicultural teams and international environments

Proven leadership and human management skills

Time-efficient, systematic working methodology

Rapid adaptability to new problem-solving and new locations

Strong communications skills towards internal and external Executives Officers

Office tools: Windows, Word, Excel, PowerPoint, Matlab, Mathcad, etc.

HOBBIES

Pilot of glider and General Aviation airplanes, Water-polo, Beach Volley, Scuba Diving (Rescue Diver),

Sailing (Licence), Skiing.

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