Networking
The word he chooses to describe his profession.
Vincenzo Odierno
WHO AM I ?
BIOLOGIST BY TRAINING
A former biologist, he brings scientific expertise gained in the field of celiac disease to the area of clinical nutrition.
SCIENCE AND INTERPERSONAL RELATIONSHIPS
He combines scientific rigor with strong interpersonal skills to build partnerships that benefit both clients and healthcare professionals.
MOTIVATED BY THE CHALLENGE
Every successful negotiation is a reward and the momentum for a new challenge.
IN 7 STEPS
His sales
method
Identify a facility with high potential (e.g., a private clinic) and make it a priority.
Analyze the profile of patients treated by the institution to identify its actual needs.
Analyze the products and therapeutic areas of incumbent competitors, and highlight the superiority of our solutions.
Identify a specific need—or reveal it to the client (e.g., managing modified-texture meals).
Propose a meal trial involving the care staff to foster buy-in on the ground.
Develop an offering that appeals to decision-makers (e.g., in-house kitchen management, synonymous with time savings).
Win the client, then nurture the relationship to ensure its longevity.
Stay one step ahead of the competition and save time.
A MOMENT OF PRIDE
The introduction of Nutrisens chilled, texture-modified meals at Cardarelli University Hospital—one of Naples’ largest hospitals — and the securing of several contracts with the region’s main local health authorities (ASLs). Two achievements of which he is particularly proud.
Cultures and values
What makes the environment unique
The freedom to take initiative, with clear objectives and a transparent corporate strategy.
The values that resonate with him
Effective, safe, and personalized solutions for patients—and the conviction that clinical nutrition can also be tasty, natural, and indulgent, restoring the pleasure of eating.
International dimension
Vincenzo does not collaborate directly with other countries, but he takes a keen interest in developments elsewhere; understanding how other markets evolve is always a source of inspiration. What particularly motivates him is getting hands-on with operations—for instance, discovering the production processes behind the solutions his clients use every day. This interest led to a trip with clients to the Badajoz site.
HIS EVOLUTION
- A new challenge: The company offered him the opportunity to try managing an additional region.
- A revealing experience: one that helped him define his professional ambitions, as well as his limitations and areas for improvement.
- Today: Confident in his future at Nutrisens Italy, driven by a promising growth plan.
this week
