Stefano Caruso

Observer
DISC Type : ci

Senior Sales Manager EMEA at BASF

Bologna, Emilia-Romagna, Italy

Overview

Stefano Caruso is the Senior Sales Manager for EMEA at BASF Forward AM, leading his team in the additive manufacturing sector. He focuses on driving revenue growth and transforming B2B sales strategies into success. He holds Masters Degrees from the University of Bologna and UC Santa Barbara.

In a previous role, he was the best performer for Q4 2016, exceeding his sales target by 147% and winning an incentive trip to New York and Miami. He also won a university business competition in 2012.

Personality Overview

Value Driven

Assertive

Curious

They are generally good communicators and can be hard to convince.  They ask a lot of questions and rely heavily on information and collaterals. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Additive Manufacturing
As a sales leader for BASF's 3D printing materials and solutions, he is deeply involved in the industry and promotes major events like Formnext.
B2B Sales Strategy
His entire career is built on creating and executing sales strategies for B2B and OEM industries, managing distributors, and setting growth targets.
International Markets
His sales management experience spans Europe, the Middle East, Asia, and Oceania, showcasing expertise in navigating diverse international business environments.

Media Appearances

Stefano has no verified media appearances

Work History

7-2023
Senior Sales Manager EMEA at BASF
5-2023 - 9-2024
Sales Manager Europe at BASF
12-2019 - 5-2023
Sales Manager Europe and Middle East at Carpigiani Group
12-2019 - 8-2021
Export Sales Manager Europe at Carpigiani Group
10-2017 - 12-2019
Sales Manager - ASIA, Oceania, Northern Europe and Africa at Montanari Group

Education

2010 - 2012
Master's Degree from Alma Mater Studiorum – Università di Bologna
2012 - 2012
Master’s Degree from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 18 Location : Bologna, Emilia-Romagna, Italy Job Level : Middle Designation : Senior Sales Manager EMEA at BASF
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Insights For Selling To Stefano

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Be prepared for a lot of questions, answer them objectively
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Avoid making offhand commitments
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefano is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Stefano

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Stefano move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Stefano take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Stefano

Personality Compatibility


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