Senior Service Sales Engineer, Doha, Qatar

Service Sales Delivery

• To focus on service business development with proactive and comprehensive service solutions to customer by means of strengthening existing basic service, white space analysis, fixing gaps, promoting high value added services for substation equipment.
• Penetrate IB, promote various upgrade, retrofit and value add solutions to the benefit of the customer and ABB

Volume and Profit

• Achieve service sales volume by prospecting and identifying customers for substation services, generate service leads, Communicate customer requirement with sales & tendering team to build competitive techno-commercial offers in-line with customer expectations.
• Follow up proposals with customers to secure orders.
• Participate in negotiations of contracts to secure orders.

New opportunities

• Generate service sales leads and develops new market opportunities by utilizing market trend information, identifying and exploring potential new service portfolios. Takes a One ABB approach to leverage other colleagues’ portfolios.

Sales Process

• Regular customer visits, usage of Sales Force and other sales management tools.
• Chart out and monitors sales proposals, tenders and follows up proposal statistics. Prepare ABB’s Service offerings based on customer need and in coordination with the Sales Manager.
• Communicate contract details in accordance with ABB offering and strategy. Manages administrative sales processes.
• Participate in negotiations of contracts in coordination with sales & tendering team
• Evaluate and share relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team.

Marketing

• Act as a marketer/salesperson of ABB’s service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings). Translate the needs of customer into relevant ABB Service offerings and solutions.

Health, Safety & Integrity

• Monitor client financial status and reports any changes regarding risk to relevant internal partner teams.
• Identify and manage potential risks relating to contract agreements across customers/channels.
• Drive health and safety practices in own unit.

Customer Approach

• Establish long term customer relationship with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products to promote Life Cycle Management (LCM).
• Ensure customer satisfaction issues are registered and responded to by team.