ABB (www.abb.com) is a leader in power and automation technologies that enable utility and industry customers to improve performance while lowering environmental impact. The ABB Group of companies operates in around 100 countries and employs about 145,000 people
ABB is a multinational corporation headquartered in Zurich, Switzerland, operating mainly in robotics and the power and automation technology areas. It ranked 158th in the Forbes Ranking (2013).
ABB is one of the largest engineering companies as well as one of the largest conglomerates in the world. ABB has operations in around 100 countries, with approximately 150,000 employees in November 2013, and reported global revenue of $40 billion for 2011.
ABB is traded on the SIX Swiss Exchange in Zürich and the Stockholm Stock Exchange in Sweden since 1999, the New York Stock Exchange in the United States since 2001, September 2005 on London Stock Exchange and in November 2005 on the Frankfurt Stock Exchange.Your role and responsibilities
In this role, you will be responsible to drive O&G service sales process in collaboration with the Motion LSU (Local sales Unit) Manager. Generate service sales opportunities and secure profitable sales within the designated area(s). Focus on Installed Base (IB) penetration and sell the entire Service product portfolio. Build long-term customer relationships and ensure immediate response to specific customer needs and issues.
The work model for this role (onsite)
This role is contributing to Motion Business Area based in Nigeria.
You will be mainly accountable for:
Contributing to risk assessments related to price and quality. Registering required information into the appropriate customer database. Ensuring technical reliability, safety, and cost-effective solutions to satisfy customer’s needs. Complying with health, safety, and integrity directives with zero tolerance.
Implementing service sales strategy in collaboration with Motion LSU Manager. Penetrating IB, promoting various upgrade, retrofit and value add solutions benefiting to the customer and ABB. Understanding the channel strategy and the establishment of related prices and preparing sales plans, reviewing them, and proposing recovery plan(s) when needed. Regularly updates installed base in ServIS (the approved Service database) with the changes made at site.
Utilizing ServIS to understand the existing installed base (IB) and identifying and developing sales opportunities for service products and solutions penetrating the existing IB/new IBs in the market. Focusing on the entire service portfolio to secure profit for assigned division (MOSE).
Generating service sales leads and developing new market opportunities by utilizing market trend information, identifying, and exploring potential new service portfolios.
Establishing long-term customer relationships by understanding customer requirements and appli-cable regulations and demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM). Registering customer feedback and ensuring customer sat-isfaction throughout the sales process.
Selling entire service product portfolio to expand ABB footprint in the designated area(s). Monitoring sales proposals, tenders and follow up proposal statistics. Preparing ABB’s Service offerings based on customer need and in coordination with Motions Local Sales Unit Manager. Communicating contract details in accordance with ABB offering and strategy. Managing administrative sales processes.
Acting as a marketer/salesperson of ABB’s service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings). Translating the needs of customer into relevant ABB Service offerings and solutions.
Qualifications For The Role
Diploma / Degree in Electrical Engineering.
Minimum 5 years of experience with good technical background.
Strong interpersonal and leadership skills, self-motivation, curiosity, can-do attitude, pragmatism, highest standard of integrity, personal leadership skills.
Experience with customer specifications review, proposal development and contract development are required.
Strong communication skills, with the ability to promote proposed solutions to stakeholders who may not have a technical background.
Ability to build excellent customers relationship and provide superior customer experience.
Proficiency in Power Point & Salesforce.com are preferred.
Collaborative mindset with excellent written and oral communication in English
Cross cultural experience and teamwork player.