Enterprise Software Operating Unit Manager MEA - Dubai; UAE
ABB -
Dubai, United Arab EmiratesPosted 4 years ago45People have clicked1 open position
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Job Description
- Sales Strategy : Defining and ensuring the defined global sales strategy is implemented in alignment with local market. While developing strategic sales and business development initiatives in alignment with the global sales strategy. Achieving sales targets in respect of both budgets and sales efficiency.
- Sales Objectives : Establishing sales targets and ensures sales achievement through regular oversight and definition and implementation of improvement plans as needed.
- Customer Acquisition : Identifying opportunities at existing and potential new customers within defined geographical area, and determining plans for acquisition and allocate resources.
- Information Sharing : Coordinating the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluating data to ensure area goal achievement. Monitoring and providing reports to the Marketing and Sales organization on market intelligence.
- Customer Relations : Building and maintaining strong relationships with customers. Ensuring efficient marketing communications and communicating the value proposition of the offer to current and potential customers. Negotiating with customers to finalize sales contracts.
- Volume, Profit and Cost : Ensuring achievement of sales volume and product mix targets for Local PGs by setting appropriate price and margin for individual sales opportunities. Managing ongoing SG&A costs.
- Risk : Monitoring client financial status and reports any changes regarding risk to relevant internal partner teams. Identifying and managing potential risks relating to contract agreements across customers/channels.
- Sales process : Taking ownership of the sales processes and all relevant training and development plans, actions and programs.
- Administration : Managing the sales support and administrative procedures within the sales process.
- HR : Ensuring (with HR manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Guiding, motivating and developing direct and indirect subordinates within HR policies.
- Safety and Integrity: Living ABB’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.
Job Requirements
- A Bachelor’s or Master’s Degree in Engineering (Mechanical, Electrical), MBA is an advantage.
- Minimum 15-20 years of sales experience in Power automation and/or T&D industry. Africa experience is necessary.
- Leading a sales and bids & proposals team.
- Strong network of customers within utility, O&G, infrastructure segments.
- Customer and business oriented, strong commercial. and communication skills. Leading teams.
- Managing critical and complex products and systems and managing complex customers and market conditions.
- Experience in sales of system solutions, meeting sales targets and increasing value for the company. It is preferred that the candidate has a Software or Substation Automation Systems design, application and implementation background. Demonstration of competence in selling a solution to meet a customer requirement is required.
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