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Job Description
Tasks:
- Abide with ABB Safety and Integrity Guidelines with zero tolerance.
- Drive coordinated go-to-market strategy to strengthen and develop ABB partner’s network.
- Identify, lead and authorize ABB Partners in line with ABB policies and guidelines.
- Sales budgeting for drives offering portfolio in line with market potential per segment.
- Spearhead market intelligence activities to uniquely position ABB to gain additional market share.
- Deliver line of sight orders and orders mix per segment, channel and portfolio element with the targeted GM%.
- Interpret the strategy of Local Business Unit and translate the corporate expectations into activities and solid actions to drive sales growth.
- Prepare annual sales plan per partner and product line.
- Generate solid sales pipeline with high information quality and balanced nature to deliver budget commitment.
- Continuous pipeline management with partners.
- Submit monthly and quarterly forecast for orders with high accuracy.
- Work closely with sales team to better position partners in key focus segments to sell and promote drives products and PLC's.
- Drive sales actions to ensure efficient portofolio utilization for drives products and PLC's.
- Market sizing and channels to market identification for drives products and PLC's.
- Identify, plan and execute customer-focused events and product launches to better position drives products portofolio along with connected PLC based solutions.
- Plan and execute Partner’s training programs as needed according to ABB strategy and guidelines.
- Develop priorities map in line with Local Business Unit Strategy to ensure business continuity and growth.
- Lead the partners to develop individual and specific sales plans.
- Target setting for partners including financial targets and product line targets.
- Performance review with partners on regular basis.
- Control operational sales cost vs growth.
- Work closely with the Hub and Area Sales Managers.
- Protect and grow ABB market share and position.
- Lead the partners on the ground according to player map and market stakeholders including consultants, Engineering, Procurement and Constructions (EPC's), Original Equipment Manufacturers (OEM's), and End-Users.
- Exemplary customer relationship management coupled with active portfolio management and positioning.
- Translate global and regional high-level strategies into local pragmatic actions.
- Identify partnership opportunities and participate in the definition of partnership agreements.
- Coordinate with different functions to grow the partners business.
- Cross functional collaboration with different corporate teams.
- Ensure customer satisfaction through best in class partners performance in the market.
- Support Operations Team and also support in cash generation.
- Increase ABB hit rate by at least 10%.
- Support in proposals and offers development.
Job Requirements
- Ideally you should have a bachelor’s degree in electrical engineering with a minimum 5-10 years of experience in drives and PLC business.
- Experience in ABB drives is a plus. You should be able to develop existing clients and business platform.
- Ability to lead multicultural teams with diversity in knowledge, competence and skill.
- You should have multinational mindset and corporate understanding skills.
