Marco Brucculeri
Genoa,
Summary
Strategic Sales and Sales Manager with 6+ years of experience in domestic and international sales, key account management, contract negotiation, business development, engineering.
Expert in technical and contractual sales, strategic initiatives, team leadership, managing direct and indirect sales channels. Thrives in fast-paced, high-volume environments with strong leadership potential and solid team management skills. Committed to fostering partnerships and adapting strategies based on market dynamics to drive business growth.
Overview
15
15
years of professional experience
Work History
Sales and Marketing Manager
Phase Motion Control SpA
07.2022 - Current
- Oversee €30M+ manufacturing company’s total manufacturing customer portfolio.
- Lead direct and channel sales (agents & distributors), contract support, and sales operations, ensuring KPI alignment and business strategy execution. Collaborate cross-functionally (legal, CFO, COO, CEO) to drive revenue growth and market expansion.
- Key Account Manager for top customers (€6M+, €5M+, €3M+ each).
- Negotiate contracts, manage credit recovery, develop pricing strategies and commission structures, and establish sales terms to ensure compliance and profitability.
- Leverage data analysis and CRM tools (Infor CRM, Power BI) to optimize strategic decision-making and sales pipeline management;
- Act as ad interim marketing manager, overseeing SEO & content marketing, LinkedIn & paid advertising, corporate identity & storytelling, trade shows, and market intelligence, while coordinating external collaborators.
- Developed and enhanced sales presentations for new and existing customers, driving a 18% increase in net sales revenue in North European markets.
Export Area Manager, Sales
Phase Motion Control SpA
07.2022 - 01.2024
- Drive €6M+ in annual export sales across a diverse international account portfolio.
- Oversee 20% of the company’s total customer portfolio, managing both strategic multinational clients and SMEs.
- Expert in complex sales of innovative motion solutions, specializing in power converters, PM motors, and generators.
- Manage key accounts for strategic multinational clients and SMEs, ensuring high satisfaction and generating referrals.
- Lead the full sales cycle, from inbound/outbound lead generation to contract negotiation, pricing, and financial deal closures.
- Expand EMEA market presence (especially Central and Northern Europe), driving a 15% average annual revenue increase through strategic business development.
Technical Sales Specialist
ABB – Industrial Automation Energy Industries
01.2019 - 07.2022
- Key sales reference for Southern Europe BU on synchronous motors/generators excitation systems.
- Led proposal activities with an active €10M+ sales pipeline.
- Increased revenue by 45% over three years through cost-saving strategies, value proposition refinement, and customer acquisition, securing a record €8.2M order intake in 2021.
- Successfully expanded ABB’s market presence by securing the record-largest supply contract for GT36 excitation and starting systems at Marghera, Presenzano, Fusina, and Tavazzano CCGT power plants.
- Conducted tender project analysis (€0.2M–€1.5M each), evaluating technical, financial, and risk factors to ensure profitability and cost efficiency.
- Extensive expertise in excitation systems, PSS functions, MV, DC, and LV switchgears, starters (SFC, LCI), and shelters.
- Led integration and management of ABB Czech Republic and Indian OPC teams for Excitation Systems (IAEN).
Electrical Engineer, Power Supply and Traction Power, Work Commissioning Leader
Hitachi Rail STS
01.2016 - 01.2019
- Electrical Engineer specializing in the design and commissioning of LV/MV AC and DC power supply systems for metropolitan and tramway projects.
- Designed and implemented earthing/stray current systems for the first electrical tramway in Denmark (Aarhus), Florence tram lines 2/3, and the Thessaloniki metro (Greece/Italy).
- Traveled internationally to provide technical leadership, designing and commissioning all MV/LV electrical equipment for major metropolitan and tramway systems, including projects in Denmark, Greece, and the USA.
- Spearheaded design and commissioning of the first test tracks (30% main line, entire depot) for the US's first Driverless Rail Transit System (CBTC) in Honolulu (AHJV), residing on-site for over a year to lead all electrical commissioning (work package leader) and manage a local team of technicians and suppliers (Siemens, HDT) as the primary customer interface.
- Proactively managed critical path activities, schedules, and remedial action plans to ensure successful milestone achievements in large-scale railway projects.
University Student Assistant, Private lessons in Scientific and Electrical Subjects
University of Genoa, Sector IX, Student Orientation Office
09.2009 - 01.2016
- Successfully guided students, achieving a 70% retention and success rate.
- Served as a motivational coach, empowering university students to achieve their academic and career goals;
- Advised on course selection and study strategies, presenting key subjects and objectives to enhance student performance;
Education
MBA - Business Administration and Management
SDA Bocconi
Milan, Italy04.2022
Master’s degree - electrical engineering
The University of Genoa, Polytechnic School
Genoa, Italy07.2017
Bachelor’s degree - electrical engineering
The University of Genoa, Polytechnic School
Genoa, Italy01.2012
Skills
Soft Skill Strengths:
- Positive attitude
- Open-mindedness
- Adaptability
- Self-motivation
- Persistence
- Integrity
- Collaboration
- Decision making
- Active learning
- Empathy and intuition
Leadership & Management Strengths:
- Cross-functional collaboration
- Team development and motivation
- Resource allocation
- Conflict resolution
- Time management
Core Competencies & Personal Strengths:
- Sales-Driven Mindset
- Business development
- Solution-oriented
- Cross-selling
- Forecasting
- Long-Term Vision
- Closing Deals
- Results-driven
- Persuasion
- Negotiation
- Problem-solving
- Data-driven
Languages
Italian
Bilingual or Proficient (C2)
English
Advanced (C1)
Spanish
Beginner (A1)
CERTIFICATES & COURSES
- MBA SDA Bocconi - ABB Passport.
- Safety Training courses on health and safety at work – high risk, fire prevention for high-risk activities.
- UNITROL 6000 Training - Excitation System for Synchronous Generator.
- EMAX DC IEC Circuit Breaker (E-learning).
- MATLAB/Simulink Course: Power System Simulations (EEP Academy, 2021), Steady state transient power system stability (EEP Academy, Feb 2021).
- English First Certificate (FCE), 2007.
- Driving License A, B.
HOBBIES & INTEREST
Unwavering passion for finance and investments, thriving on understanding the intricate workings of macroeconomics on a global scale.
An avid reader and traveller, exploring diverse cultures while enjoying surfing, kayaking, trekking, and photography.
Windsurfer, surfer, and nature enthusiast, passionate about the outdoors and adventure.
SOFTWARE COMPETENCIES
- Data analysis SWs Power BI, Salesforce, Infor CRM – decision making tools, managing sales pipelines and customer relationships.
- Project management SWs as Asana, Trello, MS Project for task organization and team collaboration, project detailed scheduling and Gantt.
- Microsoft Office Package – advanced proficiency (Word, Excel, PowerPoint) for comprehensive document creation, data analysis, presentations (macro developer).
- Operating Systems and Graphics Tools: Windows, macOS, Linux, Graphic tablets, graphics software, Affinity SWs package.
- CAD and Design Tools - Microstation Cad, Autocad, 2D and 3D design tool.
- Traction systems simulation SWs - Trainsrunner, electro-mechanic software simulator for traction systems.
- Electrical Engineering SWs - Load flow and power flow analysis SWs (ETAP), ABB Unismart, ERRsys, AVRsys, Excitation system sizing tool.
Timeline
Sales and Marketing Manager
Phase Motion Control SpA
07.2022 - Current
Export Area Manager, Sales
Phase Motion Control SpA
07.2022 - 01.2024
Technical Sales Specialist
ABB – Industrial Automation Energy Industries
01.2019 - 07.2022
Electrical Engineer, Power Supply and Traction Power, Work Commissioning Leader
Hitachi Rail STS
01.2016 - 01.2019
University Student Assistant, Private lessons in Scientific and Electrical Subjects
University of Genoa, Sector IX, Student Orientation Office
09.2009 - 01.2016
MBA - Business Administration and Management
SDA Bocconi
Master’s degree - electrical engineering
The University of Genoa, Polytechnic School
Bachelor’s degree - electrical engineering
The University of Genoa, Polytechnic School
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