Tasks : Volume and profit
Volume and profit
Sells products / systems / services to customers, focusing on volume, product and channel mix when applicable, follows profitability targets for assigned product categories
Establishes and maintains effective long term customer relationships to understand customer needs, promote customer understanding of full product / systems / services and align to provide competitive and technically approved solutions.
Ensures a positive customer experience throughout the sales process including follow up of execution process.
Prepares sales plans for assigned geographies, product categories, sales channels or customer segment using provided and approved sales supporting tools.
Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls.
Creates added value for the customer and ABB and ensures the successful outcome by concluding transactions, negotiating contracts and preparing proposals by using effective sales techniques.
Communicates details in accordance with ABB offering and strategy for the assigned product categories (technical specification, delivery terms, payment terms, and general terms and conditions including risk management topics).
Ensures efficient marketing and promotion activities and value proposition to customers within a designated market geography, sales channel or customer segment in accordance with local sales strategy agreed with Product Management team.
New market opportunities
Ensures early identification of market opportunities and leads the development of new market opportunities in the designated market geography, sales channel or customer segment and ensures high quality knowledge sharing and cross Market Segments collaboration by using available sales support tools.
Manages administrative procedures in sales processes, and supports collection and project management activities when needed.
Ensure that market information (monitoring of competitors, offerings to customers, price levels) is updated and documented in available sales support tools (CRM) in written form.
Collaborates with controlling customer support and finance functions to optimize NWC parameters.
Prepares offers in coordination with Product Management team. Ensures appropriate technical and commercial aspects of offers, including prices terms of payment, delivery terms and others.
University degree in Electrical Engineering
Good technical knowledge with min 2 years of experience
Significant sales drive, focus energy to achieve and close profitable deals. Ability to push himself / herself to develop in line with the changes in the organization
Excellent skills in Customer relations : Show a mature selling behavior and actively drive discussions and negotiations to the benefit of the customer and ABB business
Good knowledge of the assigned market geography, sales channel or customer segment
General knowledge of the customers, assigned product categories,
Good knowledge in contract and risk management
Very good of ABB health and safety procedures and policy.
Ability to identify customer needs and to match those with ABB offerings.
Ability to find innovative solutions to meet customer requirements.
Actively demonstrates one ABB approach including teamwork before personal objectives
English proficiency (verbal and written)
PC literate (Word, Excel, PowerPoint, SharePoint and CRM platform)
Available for frequent travel within the country.
Clean B driving license and pertinent driving experience
Good communication and negotiation skills
Initiative and collaboration.