Lorenzo Turco
Business Development Manager, Grimaldi Forum Monaco
PERSONAL SYNOPSIS
I am currently employed as Business Development Manager (UK, Ireland and Italian markets) for the Grimaldi Forum Monaco (GFM), the Principality of Monaco’s state-of-the-art convention centre.
My role within the Sales & Business Development division of the GFM is key to the future development and growth of the business and affords me the task of developing for my clients, strategic programmes within the realms of conference production, product launches, incentive travel and event management. I also have direct responsibility for the management and development of educational programmess to promote the venue and destination.
Highly organized, adaptable and energetic. I am a good net-worker with skills in project management, business development and marketing. I always strive to ensure that the implementation of the appropriate solutions satisfies the clients’ needs; while ensuring the company’s current market-lead is maintained by delivering all projects to exceptionally high standards.
Relationship management skills are imperative in my position, and the excellent working relationship I enjoy with my multinational clients reflects that this is one of my core strengths. Internally, my ability to motivate, guide and collaborate with members of my varying project teams enables me to consistently exceed expectations and ensure that the frequent tight deadlines are never missed.
My goal is to use my sales and business development, project management and multi-lingual skills within a challenging international business environment.
17 contactsResponsibilities include:
• Determine specific market targets and appropriate business sales and development strategies
• Develop and manage commercial communications including, advertising, press liaison, special issues, etc.
• Evaluate ROI on direct marketing operations (mailings, e-mailings, newsletters)
• Cold calls to buyers (event planners) of all categories (corporations, agencies, professional congress and exhibition organizers)
• Attendance at workshops (MPI), national and international tradeshows (MPI WEC (USA), CONFEX (UK), M&IT SHOW (UK), IMEX, EIBTM).
• Attendance to industry awards ceremonies as main sponsor ITMA Awards and M&IT Awards (UK).
• Planning of VIP Hospitality trips with destination familiarization purpose(ex. Monaco Formula One Grand Prix)
• Management of the regional sales budget
2002 - 2003Responsibilities include:
• Client planning – from receipt of client brief to programme fulfilment, providing a creative, strategic and financial input to ensure the project is to budget, exceeding expectations and of the highest standards
• Client knowledge – understanding the client and their business; appreciating their way of working, establishing and interpreting their needs and expectations in relation to their brief
• Client relationship – Provide consultancy and strategic planning. Establish and develop trust in our competence and integrity. Maximise quality of client relationship to ensure longevity
• Account execution – Identify, plan and allocate account resources to deliver each proposal. Manage the account team through programme planning to implementation.
• Financial management – Forecast and manage client budgets. Maximise profit potential. Accountability for the delivery of profit against forecasts.
Primary Clients include: Schering-Plough, Amersham Biosciences, Carphone Warehouse and Orange
1997 - 2002January 2002 – July 2002
Senior Conference Manager
Atlanta Office (USA)
October 1999 – Dec 2001
Conference Manager
Atlanta Office (USA)
July 1998 – October 1999
Senior Conference Executive
Rome Office (Italy)
January 1997 – July 1998
Conference Assistant/Executive
London Office (UK)
Responsibilities include:
• Project and Account management within a medical communications agency
• Venue identification based on the given brief and follow-up site inspections, contract negotiation, and programme development
• Sourcing, identifying, subcontracting and management of all applicable suppliers (e.g. catering, entertainment and audio-visual services as well as delegate/faculty logistics and flight ticketing)
• Estimate generation, budget management and financial reconciliation
• New business development including proposal preparation and pitches
• Sponsorship procurement
Projects undertaken include: Advertising, international conferences, symposia, Global and National advisory boards, road shows, CME programmes, product launches, sponsorship procurement, web site development, copy approval, design management, database development and management
Clients: Gilead Sciences, Centers for Disease Control and Prevention (CDC), Giovanni Armenise-Harvard Foundation, Hoffman La-Roche and GlaxoSmithKline.
1996 - 1996• Responsible for the logistics of 500 of the 10,000 guests;
• Arranged media invitations from Canada, Japan, Italy, Spain and Latin America.
• Hosted a hospitality suite at Disney’s Premiere Grand Floridian Beach Resort for the duration of the event. This included the immediate response to guests’ needs in addition to the provision of event and itinerary information.
1995 - 1996Castmember at Front Desk of Disney Yacht Club Resort.
1995 - 1995• Peugeot 406 ‘Dimension Plaisir’ promotional campaign, Monte Carlo
1993 - 1995• Trips and Activities co-ordinator
• Art and cultural programmer
• Friendship group co-ordinator