Gabriele Pezzuto: The Success of a Skilled Export Wine Manager in the World

Gabriele Pezzuto embarked on a high-level training path in the food and wine sector, earning a Master’s in Food and Wine Business from the prestigious Luiss Business School in Rome. He then expanded his skills by specializing further in the wine world, obtaining a Master’s Degree in Wine from the renowned Worldwide Sommelier Association.

His professional career began in Rome, where for several years he held the position of Food and Wine Manager, gaining solid experience in managing and promoting high-quality food and wine products. In 2017, thanks to his expertise and passion for the sector, he was chosen as Export Manager at Batasiolo SPA. In this role, he worked to expand the brand’s presence in international markets, contributing to the company’s growth and strengthening its global image.

After his experience at Batasiolo, he continued his career in the wine world, assuming the role of Export Manager for the World Area at Rocche dei Manzoni, a prestigious winery located in Monforte d’Alba, in the heart of the Langhe region of Piedmont.

In 2022, his dedication and commitment to the wine world were recognized with an award, and he was named the Best Italian Wine Promoter by Vinoway.

Gabriele, where did your great passion for the world of wine come from, and what led you to become an established manager in the Italian wine industry, as well as an expert export manager?

My passion for wine doesn’t have family roots, contrary to what one might think. I don’t come from a winemaking family, even though wine has always had an important place on our table, as it does in many Italian families. I grew up in a simple environment where wine was an accessory that accompanied meals, but there wasn’t a true connection to production or wine culture. My passion started by chance, during my university years in Rome. I remember one particular incident: one day, at a dinner, I accidentally broke the cork of a fine bottle, and my colleagues made fun of me. This small incident, which seemed insignificant, sparked my desire to learn more. I decided to study wine, its history, production techniques, and everything related to it. Meanwhile, I have always had a great passion for geography and geology, and I was fascinated by the relationship between territory and wine production. I started working in a historic wine shop at Piazza di Spagna, founded in 1976. That was my true school: there, I learned not only about wines but also about people, their stories, and the connection that forms when you talk about a bottle. I understood that wine is much more than just a drink: it’s culture, tradition, and an extraordinary way to build human relationships. From that moment, I felt the need to delve deeper. It wasn’t a passion born from the hedonistic act of drinking, but rather from the curiosity to understand the stories behind each wine, its origins, and the bond with the land. Today, after a path of study and work, I find myself in a position to make important decisions. Being a manager means taking responsibility and putting your face forward on choices that influence not only your career but also others. I like to think that my contribution is not limited to achieving sales or business growth goals, but that it can also inspire others, especially young people, to pursue this path. The wine sector is a fascinating world, and I think those who work in it should feel obliged to motivate and pass on this passion to the new generations.

You’ve worked for a long time in the Langhe and now you’re facing a new challenge. What do you hope to bring with you into this experience?

My goal is to best represent the values of the company I work for, and especially the Langhe territory. The Langhe, with its fine wines like Barolo and Barbaresco, is a worldwide brand. My mission is to convey not only the quality of the products but also the deep identity of this unique territory. The quality of wine is inextricably linked to the land it comes from, and what I want to communicate is exactly this connection between tradition, culture, and innovation. The Langhe region is not just wine. It’s an ecosystem of excellence: food, cheese, truffles, hospitality… The modern consumer doesn’t just look for a good wine but a true experience. That’s why, when representing a company like the one I work for, it’s crucial that there’s coherence between the product and the communication. Today’s market demands transparency, clarity, and authenticity. If we think that Barolo, despite being one of the most renowned wines in the world, only produces 18 million bottles, we understand how vital it is to maintain a strong and distinctive identity on a global scale. The wines of Rocche dei Manzoni are one of the best examples, in terms of quality and stylistic purity, of the prestigious wines from the Langhe. Nebbiolo, which often shows characters of toughness and depth, under the signature of Rocche dei Manzoni expresses a transparency that highlights particularly complex and interesting traits, making it one of the immortal wines. Its consistency over time shows not only its ability to hold but also to evolve. In the great symphony of Langhe wines, Rodolfo Migliorini’s is undoubtedly an important voice: the lack of a fixed protocol, the ability to interpret the season, and the crafting of wine with an “artisan” mentality leads to the production of “small” quantities not as a prerequisite but as a consequence of the objective. To stay true to certain values, what is needed is the complete opposite of industrial-scale wine.

You travel a lot for your work and have contacts with different cultures worldwide. What are the keys to your success as an export manager?

Certainly, knowledge of the product is essential, but there’s much more to it. Today, the market is highly segmented, and to succeed, you must understand not only the wine but also the people you’re addressing. Every culture has a different relationship with wine, and this requires great flexibility and adaptability. When you’re in the international market, you need to be able to tune into the consumer, understand their tastes, expectations, and especially the context in which they live. Wine, as Mario Soldati said, “is to the soul what water is to the body.” There’s a deep connection between the wine we drink and who we are. Some wines are like fireworks: they explode with an immediate impact but quickly fade. Others, on the other hand, reveal themselves more slowly but leave a lasting impression. People are similar: each has their own rhythm, their own character, and my job is to read these nuances. I’ve learned that to sell a wine, you need to tell a story, and that story must be authentic, sincere. Only then can you create a real connection with the customer.

In 2022, you received the Vinoway award as the Best Italian Wine Promoter. What did this recognition mean to you?

It was a great honor, and I must admit it opened many doors for me. Not only did I receive several offers from prestigious companies, but I also had the opportunity to face new challenges, especially at the communication level. Normally, my work is done one-on-one, in close contact with clients and international partners. The Vinoway award, however, brought me into the world of public communication: interviews, reports, meetings with journalists. It was a wonderful experience, a kind of training ground for improving my communication and relationship skills. I’m very grateful to Vinoway for giving me this opportunity and for what this recognition has meant for my career.

You have a solid academic background, with a degree in marketing and communication, and you’ve completed internships and specific courses on wine, including sommellerie. What would you advise a young person who wants to pursue a career in the wine industry?

The first piece of advice I would give is to put your heart into it. Without passion, this job becomes very difficult. Before being a good manager, you need to be a good person: respect those around you, the customer, the company, and especially the product you represent. It’s a path that requires dedication and consistency. I would recommend starting with solid technical training, such as a sommelier course or the third-level WSET. These are the first steps, but then comes the most important part: field experience. I’ve been fortunate to work closely with people who had decades of experience in the wine world, and I learned a lot from them. It’s crucial to compare yourself with those who truly have in-depth knowledge because wine is not just learned from books, but mostly by tasting, talking with producers, and living the territory.

Have you noticed a lack of trained professionals, such as sommeliers, in high-level restaurants?

Absolutely. Recently, I was in London, where the luxury wine market is growing, and there are many restaurants offering bottles worth hundreds of pounds. However, there is often a lack of a professional who can guide the customer in choosing wine. This creates a gap that needs to be filled. I believe young people who intend to enter this world should have the courage to challenge themselves, even stepping out of their comfort zones. At the beginning of my career, I worked as a waiter while studying, but it was valuable experience. Don’t be afraid to start from the bottom, because the real reward comes over time.

You were discovered by Fiorenzo Dogliani, an experienced entrepreneur who wanted you on his team. What did he teach you?

Fiorenzo was an extraordinary mentor to me. He taught me everything [Gabriele becomes emotional]. First of all, the importance of listening, speaking little, and observing a lot. He taught me that mistakes are not something to fear but an inevitable and necessary part of growth. He instilled in me the idea that every day is an opportunity to improve, both as a professional and as a person. One of the most important things I learned from him is the importance of acting with speed and readiness in situations that require it and the value of genuine hospitality towards the customer.

What would you like us to wish for you?

My biggest wish is to continue doing what I love and to be happy. For me, happiness is linked to accepting imperfection and the ability to enjoy the journey, not just the destination. I hope to continue growing, to inspire the new generations, and to contribute, through my work, to further enhancing the extraordinary heritage that is Italian wine.