Selected experience

Experience where execution mattered

A selection of business situations from Partner Marco Esteban’s prior executive career, chosen for their relevance to performance, transformation, operating control and execution.

Selected experience from Partner Marco Esteban’s prior executive career.

These examples illustrate the operating situations and execution disciplines behind the expertise brought to LUX ACTU. They are not presented as LUX ACTU corporate case studies.

Experience rows

1. Turnaround

   Turnaround under severe margin pressure

   Context. An €80M+ nationwide rollout and operations environment with deeply negative economics and underperforming delivery.

   Contribution. Reset operating control, governance, execution discipline and productivity across a large delivery organisation.

   Outcome. Gross margin improved from -84% to break-even within 12 months and to +11% within 24 months; productivity improved by 15%.

2. Transformation

   Multi-country transformation & value recovery

   Context. A USD 600M, five-year managed-services contract spanning five countries with significant performance and economic improvement required.

   Contribution. Led transformation, governance strengthening, contract renegotiation and value-capture execution across the operating footprint.

   Outcome. USD 66M savings delivered and gross margin improved by 30% within 18 months.

3. P&L

   European P&L and operating performance

   Context. A €10M annual services portfolio requiring stronger growth, cost discipline and delivery performance across Europe.

   Contribution. Held full P&L responsibility and led 50 direct and 300 indirect reports across the portfolio.

   Outcome. Revenue increased by 25% while the annual cost base was reduced by 5%.

4. Commercial

   Commercial performance and win-rate improvement

   Context. A global engagement environment where stronger commercial conversion, repeatability and go-to-market discipline were required.

   Contribution. Managed a €10M/year pipeline, strengthened GTM execution and supported automation / centre-of-excellence development.

   Outcome. Closed approximately €5M/year of business and improved win rate from 33% to approximately 50%.

5. Operating model

   Recovery of delayed nationwide rollouts

   Context. Two nationwide rollout programmes — Chile (€20M) and Spain (€10M) — running eight and twelve months late respectively.

   Contribution. Re-established delivery control, priorities and execution discipline across both programmes.

   Outcome. Both programmes were recovered to on-time, on-budget delivery.

6. Build-from-zero

   Building operations from zero

   Context. A nationwide telecom operation in Angola requiring network deployment, satellite backhaul and operational capability to be built from the ground up.

   Contribution. Built the operating capability, local execution structure and O&M foundations required to establish the network.

   Outcome. Created a functioning nationwide operating platform and local capability in a complex international environment.