In the industrial and marine screw pumps market, commercial management today requires much more than simply maintaining customer relationships. Fast response times, internal coordination, adaptability and the use of digital tools have become essential elements for operating successfully in increasingly dynamic and competitive markets.
To explore these topics in greater depth, we interviewed Paolo Nali, Chief Commercial Officer at SEIM Screw Pumps, who shares his perspective on how internal organization, business processes and the commercial approach are evolving within the Industry & Marine division.
- How important is coordination between departments (Sales and other areas) when managing complex projects?
It is essential. To build feasible and competitive proposals, objectives must be shared, priorities aligned across all departments and everyone must work toward the same vision.
A structured communication flow reduces risks and optimizes resources.
In every complex project, coordination is the key factor that transforms a group of departments into a real team. In my opinion, “synergy” is the keyword
- How are internal tools and digital processes evolving to support the Sales Team and improve the customer experience?
We are increasingly integrating digital automation into our business processes. Our medium and long-term goal is to evolve toward fully integrated end-to-end workflows.
We have developed analytical platforms, some of them enhanced by AI, that help us better understand both internal and market dynamics, identify patterns and anticipate customer needs and market trends.
For the Sales Team, this means less manual work and more focus on customers and new business opportunities. For customers, it means a smoother and more consistent experience across every channel, with faster and more effective responses.
We are laying the foundations for a system capable of generating the resources needed to support, improve and expand itself, and this will be a decisive boost to our growth and competitiveness.
- What are the main organizational challenges facing a Sales Team in a market where customers are increasingly knowledgeable and demanding?
From the customer perspective, the main challenge is moving away from a reactive approach and embracing a proactive mindset. Our role is not simply to offer a product, but to provide the best possible solution for the customer from every angle.
This requires a combination of skills, including active listening, critical data analysis, the ability to work under pressure without compromising quality and, above all, the ability to communicate value rather than simply discussing price.
Within the team itself, fostering inclusion and a strong sense of belonging is particularly challenging.
It is important to move beyond centralized decision-making, measure results without falling into micromanagement and maintain the right balance between autonomy and alignment.
It is not easy, but it is essential. I strongly believe that when people feel part of a shared project, they are more likely to contribute ideas, grow both personally and professionally and remain committed to the organization, ultimately improving company performance.
- What trends are you observing in customer requirements within the Industrial and Marine sectors?
We are seeing a significant increase in requests for compliance certifications and adherence to increasingly demanding regulations that have a major impact on businesses.
In the marine sector, we are witnessing a strong fleet renewal cycle driven by growing regulatory pressure related to emissions and safety.
In the industrial sector, where projects are often standardized, there is an increasing demand for high-quality products made in the EU, as an alternative to lower-cost but less reliable competitors.
Flexibility and adaptability will undoubtedly be key success factors in the future, and SEIM has already begun this transformation journey.
The evolution of the Industrial and Marine markets requires companies to integrate technical expertise, internal organization and digital tools more effectively than ever before.
For SEIM, innovation and coordination are not abstract concepts, but tangible drivers that enable us to continue delivering quality, flexibility and customer support in increasingly complex application environments.
