•Sells products and systems to customers, focusing on volume, mix and profitability targets for Substation Automation Systems and Communication.
•Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process.
•Partner with other ABB sales organizations to build pipeline for Substation Automation and Communication Systems and to increase overall brand value of ABB.
•Creates added value for the customer and ABB and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions).
•Ensures efficient marketing activities and value proposition to customers.
•Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.
•Leadership of all sales activities, administrative duties, account relationship, forecasting, delivery oversight, strategic account management, pre-sales activities, opportunity development, tracking, Request-For-Proposal [RFP] response, customer budget cycles, etc. - this entails management of sales opportunity from initial customer contact through successful award and contracting by building a high-quality sales pipeline.
•Use sales tools to plan, track, and communicate plan to meet or exceed quota, including sales quote tools, Salesforce CRM, etc. Performs regular status reviews and proposes recovery plan(s) in case of potential order shortfalls.
•Prepares offers in coordination with the bid and proposal department. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.
•Strong selling skills are required to evaluate a wide variety of complex information, develop imaginative sales strategies, and lead related sales efforts.
•Requires in-depth understanding of the Company's technical and commercial strengths and relationships with markets.
•Requires ability to negotiate and successfully conclude deals
Bachelor’s degree with 10 years of professional experience in engineering, sales, and/or marketing of technical solutions; OR
•Master’s degree with 5 years of professional experience in engineering, sales, and/or marketing of technical solutions.
•Bachelor’s degree, a MBA a plus
•Extensive knowledge of substation automation and communication products and system integration.
•Experience in substation industry with proven success in ability to engage customers at both technical and commercial levels of discussion.
•Hands on experience over entire business cycle of winning, implementing, and delivering orders in the area of substation protection, automation and communication.
•Excellent communication skills, verbal and written.
Level of education
Work experience (years)
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