Synopsis
In the complexity of the current economic context, exports represent the only path that allows Italian SMEs to grow and thrive in the medium to long term. However, the international markets in which they operate are increasingly complex and competitive, and unlike local markets, they are complicated by the presence of barriers and peculiarities related to sales and after-sales management. In this scenario, the Export Manager is a crucial figure in enabling companies to initiate, develop, and man-age the export of goods and services, and more generally, to activate the internationalization process. In this perspective, the book represents a true guidebook for a profession on the rise. From company assessment to market analysis, from defining the entry strategy into target countries to designing the business model, from risk assessment to business plan drafting and implementation to KPI monitoring: for each activity, the au-thors pragmatically illustrate both the necessary technical skills and the softer managerial capabilities, supported by cases and examples, with-out neglecting the implications of the digitization process that now affects every phase of this multifaceted professio
About the Author
Luca Gatto graduated in Business Administration and in Law from Sapienza University of Rome and has an MBA from SDA Bocconi and a Diploma in Financial Strategy from Said Busi-ness School of Oxford. He has been involved in the development of internationalization processes for over 25 years. He has worked for Accenture, Ferrovie dello Stato, Indesit Company and, since 2005, for SACE, where he currently holds the position of Senior Manager. He is a Contract Professor of Export Management at Luiss Business School, Ca’ Foscari University and Italian Trade Agency (ITA). Marco Sanfilippo holds a degree in Business Economics from Luiss Luigi Carli and an MBA from Hong Kong and London Business School. He started his career in management consulting, first at Ernst & Young Financial Business Advisory and later at Deloitte Consulting. In 2012, he joined the Tinexta Group where he guided the group’ s growth path through M&A. In 2019, he became the CEO of Co.Mark (Tinexta Group), the leading company in temporary export management. Since 2021, he has been Chairman of the digital agency Queryo (Tinexta Group). In early 2024 he guided the merge of Co.Mark into Warrant Hub (Tinexta Group), leading European consultancy, where he is Managing Director.
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