Raffaele Esposito

Evaluator
DISC Type : csd

Head of Supply Chain Supplementary Cementitious Materials at Heidelberg Materials

Heidelberg, Baden-Württemberg, Germany

Overview

Raffaele has no verified overview

Personality Overview

Fast But Analytical

Hard To Convince

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Raffaele has no verified topics they care about

Media Appearances

Raffaele has no verified media appearances

Work History

10-2025
Head of Supply Chain Supplementary Cementitious Materials at Heidelberg Materials
1-2020 - 11-2025
Global Category Leader (Procurement) at Heidelberg Materials
10-2017 - 12-2019
Group Category Procurement Manager at Heidelberg Materials
7-2006 - 10-2016
Group Purchasing Manager at Italcementi
3-2003 - 9-2005
Group Buyer & Procurement Team Leader at Bolici

Education

2011 - 2012
Business Management from MIP Politecnico di Milano
11-2002 - 11-2003
Phd from Università degli Studi di Napoli Federico II

More Information

Social Presence :

Prographics :

Exp : 21 Location : Heidelberg, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Head of Supply Chain Supplementary Cementitious Materials at Heidelberg Materials
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Insights For Selling To Raffaele

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Be prepared for comments or questions that are critical of your product or your claims
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Raffaele is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Raffaele

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Raffaele move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Raffaele take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Raffaele

Personality Compatibility


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