Santex, the company, and its people: Lorenzo Gualtieri, Sales Director - Santex S.p.A.

Every company has its own history, identity and vision. What about Santex? We asked the people that contribute every day, with their work, to make it possible.

We interviewed Lorenzo Gualtieri, Sales Director at Santex. He explained to us how the incontinence products and hospital dressing items market is evolving, from a clinical and economic-health point of view. The role of scientific research and product development is really decisive to meet the increasingly numerous requirements, that need more specialized skills.

Could you please tell us more about your job? What do you do?

Externally, I am in charge of dealing with clients, suppliers, trade associations, local bodies, and authorities. The company turnover is mainly constituted by customers that belong to Public Authorities.

Internally, I manage the sales of Santex production lines: incontinence products, traditional dressing items, orthopaedic products, disposable products for operating theatres.

Together with the General Director and the Sales Department, we define the company sales objectives and I personally distribute the various tasks to my collaborators to implement operational plans, shares and sales development strategies. I work with the marketing department to define sales strategies and distribution channels. I coordinate human resources involved in multi-level sales.

How is the management of incontinence changing within the institutions?

The future has already begun and is animated by different actors who are more and more prepared, both from a clinical and economic-health point of view.

Furthermore, the centralization of tenders will force companies like ours to increase their target actions towards opinion-leaders, adopting strategies that meet customer expectations not only from an economic-technical point of view, but also from a scientific research and product development point of view, based on the ever-increasing needs and requirements that will arise.

Our market is the Health System: doctors, operators, managers, those people whose professional competence requires answers and solutions that are always up to date.

What does working for Santex mean to you?

For me, working at Santex mainly means participating in the translation of projects into action plans.

It means being part of a “family” that is always dealing, on a daily basis, with international competitors. This scenery helps us improving our production and service quality standards.

What was the project or the challenge that has fascinated you the most?

Without any doubt, the most exciting challenge was the implementation, at Sarego plant, of the new Santex MSO production line (disposable items for operating room). I was personally involved with this project along with all Santex employees.  I really want to stress out this point, because everybody at any level, the administration, the logistics and the production, were involved with this project. A collective effort that allowed us, after only one year, to have a product recognized in all its aspects as suitable to the Santex history and quality standards.

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