Your Role And Responsibilities
Selling hoisting solutions, focusing on achieving the order target and GM for solutions, establishing and maintaining effective customer relationships (end users and EPCs) to understand customer needs
Promoting customer understanding of full product, systems and services offering to align and influencing the customer to purchase from ABB, ensuring a positive customer experience throughout the sales process
Preparing sales opportunity plans that define scope, player map, strategy, tactical actions and support required to win the maximum share of scope within the opportunity, preparing Key Account customer planning to create demand within the customer stakeholder network
Mobilizing customer budget applications and delivering value proposals to customer team to convert the demand creation concepts into tangible business orders, performing regular status reviews and proposing recovery plans in cases of potential order shortfalls
Creating added value for the customer and ABB and ensuring the successful outcome of transactions, contracts and proposals by using effective sales techniques, communicating details in accordance with ABB offering and commercial strategy (delivery time, payments, and general terms and conditions)
Ensuring efficient marketing activities and value proposition topics are regularly mobilized to customers, identifying and driving the development of new market opportunities in the designated market industries and ensuring know-how sharing and cross-collaboration
Managing administrative procedures in sales and tendering processes, supporting collection and project management activities when needed, preparing offers in coordination with the bid and proposal team, ensuring appropriate technical and financial aspects of offers, including prices and trading conditions
Qualifications For The Role
- Tertiary qualification in automation or electrical engineering
- Minimum 8 years of experience in sales, tendering, project management, services or project engineering within the industrial segments such as hoisting
- Experience in sales skills such as disciplined and methodical preparation, ability to connect and listen and understand customer requirements, effectively consult, and position value propositions and solutions, create compelling Techno-Commercial Offers and winning through effective negotiation techniques
- Process Automation experience and application knowledge, projects experience within one or multiple of the industrial segments such as hoisting, mining, as Hoisting control and safety circuits, medium voltage, low voltage, motor control and variable speed drives AC and DC mechanics and hoisting mechanicals
- Preference will be given to EE candidates.
Process Industries division delivers complete electrification and automation solutions, industry-specific products and lifecycle services across industries. Engineering and delivering automation solutions from device to monitoring and control make our customers get more out of their investment; digitalization solutions including collaborative operations and augmented reality help improve plant and enterprise productivity, reduce maintenance and energy costs. Our engineering, project management, services and solutions portfolio covers a wide range of industries - Mining, Pulp & Paper, Metals, Aluminum and Cement, Data centers and Food and Beverage Work model: on site
