Main responsibilities will include :
Define and implement the segment sales strategy, budget and ensure regular follow-up with oversight country. Drive the growth of the top line in respective target segment covering all verticals and order mix from all division
Define appropriate local targets for the sales unit, based on key objectives set by global Business Units and global segment leaders.
Ensure these are achieved through regular oversight and definition and implementation of improvement plans as needed. Ensure the maximum portfolio is offered in line with Business Unit / Product Group strategy, according to local market needs and according to the agreed segment approach.
Continuously assess market trends, customers, competitors, industries, applications and country analyses to identify and realize opportunities with existing and potential new customers within the target segment.
Feed back to the Business Units / Product Groups on market trends, competitive landscape, market-pricing expectations, channel strategy and local conditions to win.
Ensure that the major accounts in the segment(s) are identified and prioritized. May act as Account Manager for one or more major accounts in the Region / Country.
Ensure ABB’s value proposition for the target segment is developed and well communicated (internally and externally). Support local sales organizations to ensure they are positively perceived in the target segment(s).
Actively participates in the development of international standards and regulations by identifying and influencing the appropriate external bodies (including government, legislative bodies, technical and trade associations).
Feed back to the business on market developments and requirements.
Build and maintain strong relationships at senior levels with the key customers, stakeholders and other decision makers.
Ensure effective marketing communications, in particular ABB’s value proposition. Agree with the Business Unit / Product Group the relevant metrics (e.
g. On Time In Full (OTIF), lead time) that the Business Unit / Product Group must report and focus on to ensure and grow customer satisfaction.
Ensure achievement of sales volume and targets by setting appropriate price and margin for sales booked locally. Participate in negotiation of key contracts.
Manage ongoing costs by using latest global tools and processes to maximize efficiency within the team.
Ensure both self and team always act with the highest standards of integrity and Health & Safety. Support the risk management process by feeding back local information regarding financial status, change of ownership, etc.
to relevant internal partners.
Ensure (with HR Manager Support) that the area of responsibility is properly organized, staffed, skilled and directed. Coach, motivate and develop direct and indirect subordinates within HR policies.
Drive and ensure knowledge sharing and cross-collaboration.
Apply company health, safety and environment policy and processes in own area of work as applicable
Ideally you should have bachelor’s degree in Electrical Engineering or other relevant education with 10 - 15 years of experience in sales.
Master’s in business Administration would be of added advantage. Excellent customer relation skills with expertise in written and spoken English required.