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 have the opportunity to drive service sales processes, generate service sales opportunities and secure profitable sales within the designated areas. You will drive the sales process from identified potential to the final sales deal and to reach established sales targets through actively meeting and working with customers, including developing solutions which will address customer challenges.
The work model for the role is: Onsite
You will be mainly accountable for:
Market analysis
Ensure that market information (monitoring of competitors, offerings to customers, price levels) is updated and documented in written form in the provided systems locally and globally.
Ensure the flow of information to Service Manager and/or Sales Manager about new entrants or other parameters influencing the market
Contribute to the identification and development of new and/or potential customers
Marketing
Act as marketer/salesperson of ABB’s services and solutions when appropriate, for instance at trade fairs, exhibitions, conferences and customer meetings
Utilize the available marketing material including price lists or other available information to identify leads.
Translate the needs of the customer into the relevant ABB’ Service offering
Sales planning
Understand the underlying needs of the customer and identify new business opportunities, as well as growing the business with existing customers.
Has sufficient knowledge about the ABB Service offerings in order to facilitate the sales process with the customer.
Has extensive knowledge about the customer, understand the channel strategy and the establishment of prices related to this.
Provide sufficient planning of customer visits and follow up on leads developed
Sales
Visit customers to build a lead and opportunity pipeline
Run the negotiations with the customer and secure the business to the agreed margins, as well as ensuring a high level of customer satisfaction throughout the sales process.
Participate and contribute with the various risk assessments in order to ensure the proper balance between price and quality. Register needed information into the appropriate customer database.
Chart out and monitors sales proposals and tenders (e.g. quantity, margin, product/ system), and follow up statistics concerning sales proposals.
Ensure that payments from the customer are received in accordance with the terms and conditions of the contract in order to avoid due payments.
Ensure that the sales proposals submitted are followed up and agreements are signed, and that they are in line with established requirements of the unit.
Meet the expected number of customer visits as established in the target setting with the Sales Manager.
Ensure that the customer database is maintained updated with customer information, contact persons, businesses and activities.
Post-sales
Ensure that contracts are executed correctly and that deliveries (products, goods and/or services) are on time at the agreed cost, with the assistance of administrative sales support
Organize and coordinate post-sales marketing activities in collaboration with other Service organizations in order to win added sales of services in addition to the offering sold
Ensure that the customer is satisfied and that any customer complaints is registered in database
Qualifications for the role
Relevant education, e.g. degree or diploma in an electrical/ mechanical engineering field
> 5 years Service or Industrial / Systems Sales experience
Excellent knowledge of ABB MV & LV service offering
Good knowledge of ABB MV & LV products/systems
General knowledge of customer products, applications and processes
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 drives discussions and negotiations to the benefit of the business with customers
Good knowledge in contract and risk management
Understand and use sales processes and related tools
Knowledge of ABB health and safety procedures
Ability to identify customer service needs and to match those with ABB service offerings.
Ability to find innovative solutions to meet customer service requirements.
Ability to accurately estimate costs of service offerings
Actively demonstrates one ABB approach including teamwork ahead of personal objectives
Takes steps to share and leverage cooperation and knowledge across the organization
