For more information:
info@gianlucatagliapietra.com
Gianluca Tagliapietra
Transformational Strategic Global Executive
Gianluca Tagliapietra
Transformational Strategic Global Executive
Executive Profile
Strategic Planning & Execution / C-Level Communication / Account Management & Development / Non Executive Director
Commercial Operations / Detailed Market Research / Profit & Loss Administration / Global Sales / Digital BTB
Senior Commercial Executive with 20+ years leading high-impact sales operations across EMEA and global markets in the pharmaceutical, life sciences, and healthcare industries. Proven expertise in strategic planning, business development, and multi-channel sales management generating revenues exceeding €1.2 billion annually. Skilled in transforming commercial operations with data-driven processes and digital tools, building and leading cross-functional teams, and fostering long-term client partnerships with top global corporations. Excellent communicator adept at C-level stakeholder engagement and large-scale contract negotiations.
- Sales Strategy & Execution
- Global Account Management
- Commercial Operations Leadership
- P&L Management & Profit Optimization
- Digital Transformation in Sales
- High-Performing Team Leadership
- Multimarket & Cross-cultural Experience
- General Management
- New Business Development
- Change Management
Experience
Merck Group (2010 – December 2025)
Senior Vice President Commercial EMEA (2022 to 2025)
- Lead end-to-end commercial sales and operations for €1.2B across Europe, the Middle East, and Africa, directing a high-performing organization of 1,100+ professionals.
- Oversee all revenue-critical functions including account management, pricing, sales support, customer care, credit collection, tactical marketing, e-commerce/BTB platform integration, and technical CRM teams—ensuring sustained market expansion and superior client retention.
- Implemented scalable, data-driven processes that increased efficiency, strengthened accountability, and accelerated top-line growth in highly competitive markets.
- Manage and optimize the entire EMEA distributor network and global export operations, driving profitable channel performance.
Vice President Global Accounts & Distributors (2017 to 2022)
- Directed €600M in global sales, overseeing both strategic accounts and distributor-driven channels.
- Led the Global Strategic Pharmaceutical Accounts portfolio, managing 15+ top-tier clients and delivering €250M in annual revenue.
- Oversaw a network of 1,000+ distributors across EMEA and the USA, generating €350M in direct sales, and managed the global distributors program supporting €600M in worldwide sales.
- Successfully renegotiated key distributor contracts worth €300M, significantly improving retention, profitability, and long-term partnership value.
- Redesigned global ‘Go-to-Market’ strategies, enabling 13% distributor network growth, outperforming the 3% market average.
Vice President Global Strategic Accounts Pharma (2016 to 2017)
- Developed global strategic account programs with a focus on top pharmaceutical firms, supported by cross-functional scientific sales teams.
- Established five-year plans that expanded client base and solidified market leadership.
Sigma Aldrich - now part of Merck
Senior Director Global Accounts & Europe (2013 to 2016)
Managing Director Italy - (2011 to 2014)
Sales Director Central & South Europe - Sigma Aldrich - Now Part of Merck (2010 to 2013)
- Led commercial organisations across multiple European countries, enhancing operational capabilities and market penetration.
Additional Experiences
Miltenyi Biotec GmbH (1999 – 2010)
European Sales & Marketing Manager (2006 – 2010)
CEO (Head of Board of Directors) Italy (1999 – 2010) – Start-up
- Founded and managed the Italian branch, delivering sustained revenue growth in innovative biotech segments.
Head of Apheresis Business Unit (2002 – 2006)
Gambro S.P.A. COBE BCT Division – today Terumo BCT (1992 – 1999)
Sales & Clinical Specialist
- Provided clinical sales expertise in blood treatment technology products across Italy.
Education and Credentials
- Master of Business Administration- Global Executive (MBA) - SDA Bocconi School of Management – Milan, 2016 - Elective modules at: UCLA (U.S.A.), Fudan University (Shanghai, China), Copenhagen University, FIA (San Paolo, Brazil), UCLA (U.S.A.)
- Managing Innovation in the Era of Data and AI (MIDA) – EPFL Lausanne 2025
- Advanced Leadership Programs — Stanford University & INSEAD (Merck University) 2018
- General Management Program — Babson College, USA, 2017
- Executive Education — Washington University, St. Louis, 2013
- Political & Organisational Sciences - Bologna University – Italy, 2013
Skills
Italian (mother tongue) | English (Fluent) | French (Basic) | Spanish (Basic)|Strategic partnership | Start-up | Executive Management | Entrepreneurship | Digital Sales | Recruiting | General Management | Non Executive Director