Alessio Nardini

Responsible for the commercial operations in Australia and New Zealand, full accountability for the sales and profitability targets of a 20 MAUD business.

Key achievements:

- Implemented sales governance, improving accountability, forecast and sales execution.

- In 1 year, increased the sales network from 5 agencies and 2 subagencies (19 reps / clinicals) to 8 agencies and 4 subagencies (35 reps / clinicals) across the 2 countries.

- Relaunched Medical Education programs (trained more surgeons in 2025 than the previous 2 years combined).

Responsible for commercial activities in Australia and New Zealand. Onboarded new agencies, improved sales network, and relaunched training programs, overcoming market challenges and achieving significant sales growth.

Advised MedTech companies on commercial strategy, digital transformation, and go-to-market optimization, delivering successful projects across Europe and APAC.

Advised MedTech companies on commercial strategy, digital transformation, and go-to-market optimisation across orthopaedics, enabling technologies, surgical and contract manufacturing.

- Delivered commercial transformation projects for 6 clients across Europe and APAC.

- Designed digital sales and marketing strategies to improve customer engagement and lead generation.

- Acted as trusted advisor to business owners and C-suite executives.

Responsible for the business development, Med ed and marketing activities in the region

(20% of company revenues), coordinating a team of 8 marketing professionals. Distributors P&L. Lima China Launch.

Key achievements:

- Restructuring of marketing function in key countries (Japan and Australia).

- Successful approval by Private Equity and Board of the China business plan (4.5 M€ investments) and achieved Lima China establishment in Q4/2020. Achieved first sales and surgeries in Q4/2021 and FY 2023 sales budget.

- Execution of local marketing campaigns on focus indications (proximal humeral fractures, hip revision) with 3x acceleration in sales of related products.

- After 2 years of decline in sales (2017 and 2018), growth of the region of +15% in Q4/2019 and above market rate FY 2020 (Covid 19 impact).

- Increase of regional footprint with opening of 4 new distributors. P&L responsibility, total Y1 revenues of 1.7+ M€.

- Launch of new Medical Education platform (L.E.A.R.N.) in 2022, 3x APAC surgeons trained vs 2021.

Led business development, marketing activities, and distributors P&L in the APAC region, achieving sales growth, restructuring marketing functions, and launching new medical education platforms.

Responsible for the creation and execution of the Global Marketing plan for Extremities (medium-long term product portfolio strategy, including NPD roadmap) with focus on product launches. Strategic projects with private equities. Management of a team of 6, including Global Product Managers and a Commercial Excellence Manager.

Key achievements:

- Achieved 6.5% global MS of the assigned portfolio in 2017 with CAGR 2009-2017 of 24% (3x market rate).

- Multiple product launches: TT MB in US, achieved premium pricing of +50% vs cannibalized products / SMR Stemless in Europe (38% above budget) / Axioma TT MB in Europe / Launch of SMR Reverse in Japan in 2014, with MS from 0% to 20% in 18 months.

- Acquisition of Discovery Elbow from Zimmer Biomet in 2015, maintained business value (2.5 M€) despite their customer re-acquisition strategy. Cross selling of Shoulder system to Discovery Elbow users (15+ new accounts).

- Development of a Commercial Excellence program, creating a dedicated Lima Sales Academy in 2017. 40+ Sales reps trained in the first year of roll out.

- Project leadership of Full Potential plan in 2016 (working with BCG and EQT). Validation by EQT of the company growth targets (2016) and the allocation of 2 M€ additional investments in key growth areas.

- Project leadership of Lima Strategic Plan 2016-2020 (full portfolio, working with BCG, AXA and reporting directly to the CEO). The outcome was the change of private equity ownership from AXA to EQT.

Directed global marketing strategy for Extremities portfolio, achieving significant market share growth, multiple successful product launches, and strategic projects with private equities, while managing a team of professionals.

Responsible for global marketing of the Shoulder portfolio, overseeing product launches, training programs, and product recall management, demonstrating growth and effective stakeholder integration.

Focused on training programs, KOL management, and new product validation, contributing to marketing initiatives and product development.