MS Office (including Word, Excel, PowerPoint, Access)
Lucian Bele
Key Account Manager/Sales Engineer
Cluj-Napoca
Summary
Motivated Sales Professional with proven track record of building and growing sales territories in competitive environments. Dedicated to building rapport and maintaining loyal customer relationships through understanding needs and creating individual solutions. Offering deep technical acumen with strong communication skills to help customers understand product offerings.
Overview
22
22
years of professional experience
20
20
years of post-secondary education
1
1
Certification
3
3
Languages
Work History
SALES ENGINEER
NOARK-ELECTRIC
05.2023 - Current
- Implement the sales and business strategy in compliance with company’s policy in the designated geographical area – (Cluj, Bistrita-Nasaud and Alba counties)
- Manage the communication and relationship with customers
- Prospect new customers (installers, panel builders, OEMs, resellers), present the company, its products and business model and drive them to commitment
- Identify new projects and business opportunities, pursue the projects to secure orders for electrical panelboards or components
- Identify major competitors, trends and developmental opportunities
- Coordinate and develop specific actions for promoting company’s products and for improving brand awareness on the assigned territory
- Reporting and admin work related to the position
PROPOSAL ENGINEER (Process Systems & Solutions)
EMERSON AUTOMATION SOLUTIONS
01.2020 - 01.2023
- End-to-end delivery of Technical & Commercial project proposals to customers in Europe across various process industries (such as Life Sciences, Chemical, Energy, Power and Renewables) within automation projects business portfolio
- Proposal delivery management of a broad variety of projects ranging from small-size to large and/or complex ones, assuming ownership of the full-scope, or sub-scope
- Work under leadership of Proposal Lead, collaborate and coordinate with Sales & Operations and direct customer contact, with the focus on winning more orders for the company
- Build and maintain strong relationships with Sales Account Managers and Operations teams across Europe
TECHNICAL SALES REPRESENTATIVE (Central Region)
ASCO POWER by SCHNEIDER ELECTRIC
01.2019 - 01.2020
- Call on consulting engineers to assist them with the design and price for the emergency power portion of a building
- Market analysis, strategic planning/execution and direct key customer relationships
- Develop and execute sales strategies to meet or exceed territorial targets
- Prospect, identify, and qualify potential sales opportunities
- Develop and maintain business relationships with all Channel Partners, including distributors, enabling them in the promotion and support of ASCO's products and Services as well as develop and maintain business relationships with key end user accounts
- Work collaboratively with Schneider Electric Marketing and Sales teams
- Assisted Consulting Engineers (S+A, WSP, Black and Veatch) with technical and commercial information on ATSs, Load Banks and Paralleling Switchgear
- Strengthened relationships with Guillevin, Wesco, Franklin Empire, Independent Electric and other Distributors, closing sales on medium and large projects
- Developed sales strategies with Engine Generator Dealers to meet and exceed targets
- Worked closely with Schneider Electric Sales to close large projects and maximize revenue
AREA SALES MANAGER - AC POWER (Romania, Moldova & Ukraine)
EMERSON NETWORK POWER (VERTIV)
Bucharest, Bucuresti
01.2016 - 01.2019
- Establish executive level relationships with the customer base, understanding their processes drivers and business model
- Build strong relationships with strategic customers
- Develop and implement plans for strategic accounts that exceed expectations in revenue retention, growth, account profitability, and customer satisfaction and loyalty
- Identify/qualify opportunities, develop the most appropriate solutions to meet customers critical processes needs for power and close sales on UPSs and Transfer Switches for datacenters, communication networks, industrial or commercial applications
- Engage the appropriate resources and coordinate the solution design to impact customers’ decision process
- Perform client presentations articulating the value proposition of product solution and service offerings
- Exceeded quota year by year (5% over EUR1M/yr)
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
- Increased sales revenue by developing and implementing strategic sales plans for the assigned territory.
SENIOR TECHNICAL SALES REPRESENTATIVE - UTILITIES BUSINESS
EATON ELECTRIC
01.2012 - 01.2016
- Sold LV & MV electrical equipment and solutions for electrical distribution to Key Electrical Utility Accounts in SW Ontario (Hydro One, Toronto Hydro, Ontario Power Generation and other local Utilities) by identifying their needs and requirements and providing the solutions that meet those needs, achieving mutual satisfaction
- Developed a complete understanding of the organizations structure and key buying influencers of assigned accounts
- Directed, delegated and worked with internal groups and with customers to initiate and secure orders for switchgear, switchboards, panelboards, safety switches, automatic transfer switches, MV breakers and accessories
- Owned the account strategy within the assigned accounts and communicated to the internal teams and accounts teams
- Pursued long-term accounts strategies that maximized profits
- Resolved complex problems and applied problem-solving skills to deal with most situations and maintain trust
- Exceeded quota year by year (+25% in 2012, +30% in 2014, and +12% in 2015)
- Developed a new design for the LV AC transfer in Hydro One’s Stations and closed sales on the project ($1.5M/3 yrs)
SALES - APPLICATION SPECIALIST FOR LOW VOLTAGE SYSTEMS
SIEMENS CANADA
01.2011 - 01.2012
- Assembled and presented the detailed bid proposals (technical and commercial) for the low voltage distribution projects for the Construction Market (residential, commercial and industrial buildings) in Western Canada
- Provided technical support and recommendation to Distributors for the selection of products and services, ensuring their quotes were accurate and met all standards and Code requirements
- Worked closely with the outside sales team for closing sales on business opportunities
- Hit quota for 2011 (100%)
VP of Sales
BROADHURST INDUSTRIAL MANAGEMENT (NCH Capital Inc. NY)
01.2009 - 01.2010
- Managed the sales force of 7 industrial manufacturers administered by Broadhurst
- Provided management with suggestions for improving volume market share and price levels
- Revised the targets and market allocation to ensure synergy with companies’ approved budgets
- Drew the sales strategy based on the objectives assumed by each company in their budget meetings
- Implemented a CRM platform, common for all, to ensure the opportunities management at each stage in the sales process and the forecasting accuracy
- Coached and trained the sales force to increase efficiency and improve efficacy
- Revised goals and targets, established the strategy, re-allocated accounts and territory to all Sales Engineers and Agents
- Organized and conducted training sessions for each team and one-on-one coaching working closely with the Sales Managers
SALES REPRESENTATIVE
APC by SCHNEIDER ELECTRIC
01.2008 - 01.2009
- Identified customers’ challenges and needs, presented the solutions that best fitted those needs and closed sales for: UPSs, cooling solutions, racks and security for data centres and electrical rooms
- Initiated and cultivated relationships with consultants in the bid and spec market, positioning APC-MGE as their supplier and business partner of choice; secured new business across a range of Consulting firms in Ontario
- Performed full range of standard work for the professional field
- Collaborated with internal teams, providing leadership and direction to secure new business and address clients’ needs and requirements proactively and reactively - including: deciphering their technical requirements, preparing budget quotes and bid proposals, presenting the proposals, addressing concerns and handling objections
- Maintained the opportunities database with records for every business opportunity (project) identified: contact information, decision makers, current stage in the sales process, $ forecast, time frame for closing, planned actions, associated quotes, etc
- Actively participated in training sessions (at least one/week) and customers events (tradeshows, presentations)
- Demonstrated success in consultative sales influencing consultants to write specifications for APC-MGE solutions
- Exceeded quota for Q1/2009 by 20%
PRODUCT MARKETING SPECIALIST (OSL)
OSRAM SYLVANIA Ltd.
01.2005 - 01.2008
- Company Overview: (OSL)
- Provided product specific technical support; developed, maintained and delivered product specific training programs
- Monitored market conditions and trends, as well as competitors’ activities from a product performance perspective
- Assisted the Marketing team in product marketing plans
- (OSL)
- Assisted the Senior Product Manager in new product launches (2xCFL families, 10xLED, Sylverstar-Ultra headlights) to the Canadian Market; created the brochures and technical documentation for the new products
- Conducted market research for different product families and prepared reports for the Senior Management
MANAGER TECHNICAL SERVICES AND WARRANTY (OSL)
OSRAM SYLVANIA Ltd.
01.2003 - 01.2005
- Company Overview: (OSL)
- Managed a team to handle all warranty claims received from Canadian users (determining the root cause for product failure, possible corrective actions and compensations for users, and corrective actions for production)
- Developed and provided monthly, quarterly, and yearly warranty reports for Senior Management identifying the warranty cost, failure rates by product, potential risks, suspected batch issues, and possible corrective actions
- Acted as a technical resource for customers and other Departments
- (OSL)
- Saved money ($600K) for the Company by maintaining the warranty cost below the budget limits
- Implemented and managed a process for recovering the cost of the defective products from suppliers
- Implemented and coordinated a recycling process for the defective products returned from different project-sites
- Improved 100% the warranty process to reduce the resolution time and to ensure transparency
SALES ENGINEER
ABB Ltd. (ATLV Division)
01.1998 - 01.2003
- Responsible for the sales implementation and customer base for the Automation Technologies and Low Voltage Division in NW Romania
- Sold LV modular DIN-rail products for protection, command, metering, or control, LV breakers, switchboards, cable accessories, wiring accessories, contactors, relays, sensors, motor-starters, PLC-s, and complete solutions for the LV installations
- Built relationships with OEMs, Distributors, Contractors and Consulting Engineering firms in the assigned territory and managed overall communication
- Increased the local market share from 1% to 15%
- Increased the sales volume 600% in five years exceeding my sales quota every year
Education
Bachelor’s Degree - Automation and Computer Science
Technical University of Cluj-Napoca
Sales Development Certification - undefined
Mount Royal University
Relationship Sales Process and Methodology - undefined
Mount Royal University
Personal Sales Management Strategies - undefined
Mount Royal University
Professional Sales Fundamentals - undefined
Mount Royal University
System Engineer “Ace” Boot camp - undefined
Schneider Electric Technology Centre
Lighting Design and Application - undefined
Lighting Essentials Course - undefined
Solutions for the LV distribution - undefined
ABB-SACE
Skills
Lead Generation
Relationship Building
Sales closing
Consultative Selling
Sales negotiations
Account development
Business strategies
Territory Management
Cross-Functional Collaboration
Organization skills
Customer Support
References
Available upon request
Software
C
SAP
Outlook
Certification
CSP - Certified Sales Professional
Timeline
SALES ENGINEER
NOARK-ELECTRIC
05.2023 - Current
PROPOSAL ENGINEER (Process Systems & Solutions)
EMERSON AUTOMATION SOLUTIONS
01.2020 - 01.2023
TECHNICAL SALES REPRESENTATIVE (Central Region)
ASCO POWER by SCHNEIDER ELECTRIC
01.2019 - 01.2020
AREA SALES MANAGER - AC POWER (Romania, Moldova & Ukraine)
EMERSON NETWORK POWER (VERTIV)
01.2016 - 01.2019
SENIOR TECHNICAL SALES REPRESENTATIVE - UTILITIES BUSINESS
EATON ELECTRIC
01.2012 - 01.2016
SALES - APPLICATION SPECIALIST FOR LOW VOLTAGE SYSTEMS
SIEMENS CANADA
01.2011 - 01.2012
VP of Sales
BROADHURST INDUSTRIAL MANAGEMENT (NCH Capital Inc. NY)
01.2009 - 01.2010
SALES REPRESENTATIVE
APC by SCHNEIDER ELECTRIC
01.2008 - 01.2009
PRODUCT MARKETING SPECIALIST (OSL)
OSRAM SYLVANIA Ltd.
01.2005 - 01.2008
MANAGER TECHNICAL SERVICES AND WARRANTY (OSL)
OSRAM SYLVANIA Ltd.
01.2003 - 01.2005
SALES ENGINEER
ABB Ltd. (ATLV Division)
01.1998 - 01.2003
Sales Development Certification - undefined
Mount Royal University
Relationship Sales Process and Methodology - undefined
Mount Royal University
Personal Sales Management Strategies - undefined
Mount Royal University
Professional Sales Fundamentals - undefined
Mount Royal University
System Engineer “Ace” Boot camp - undefined
Schneider Electric Technology Centre
Lighting Design and Application - undefined
Lighting Essentials Course - undefined
Solutions for the LV distribution - undefined
ABB-SACE
Bachelor’s Degree - Automation and Computer Science
Technical University of Cluj-Napoca