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For our Marketing, Sales and Product Management team, understanding the full potential of our technology and the trends in our markets is highly rewarding. In addition, helping customers all over the world improve efficiency, save resources and reduce emissions gives our work a powerful sense of purpose.
ABB’s Electrification business is a leading provider of a full range of protection, control and measurement solutions - enabling safer and smarter electricity flow from substation to the point of consumption. We deliver products and systems designed to connect, protect and control electrical systems, ensuring reliability, efficiency and safety for equipment and personnel.
You will ensure successful implementation of the service sales strategy for assigned area, to profitably achieve qualitative and quantitative targets for life cycle management, service products and solutions in Electrification at Kuala Lumpur; Malaysia. Reporting to Service Sales manager and analyzing service market potential, with full focus on installed base (IB) penetration and ensure customer relationship management, leading and developing the Service Sales team to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction.
Creating, planning and implementing service sales strategy by increasing the installed base (IB) penetration, effectively utilizing ServIS (the approved Service database). Promotes value add service product offerings supporting Life Cycle Management (LCM).
Achieving service sales volume by ensuring the team sells entire service portfolio and participating in negotiations of major contracts to secure service sales volume.
Ensuring achievement of service sales targets, providing cost effective solutions to the customers and initiating improvement plans as needed, in collaboration with the Service sales team generating and identifying service sales leads by analyzing the IB potential and targeting those new IB opportunities from emerging trends with the Service solutions available. Determining account and acquisition plans to support growth.
Establishing long term customer relationships with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products. Ensuring customer satisfaction issues are registered and responded to by team.
Supporting the team by participating in sales activities when needed, being responsible for feedback on sales development, distribution of resources for service sales activities and the current status of the market, collaborating with Business Units and account teams to position different service offerings. Evaluating and sharing relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team.
Monitoring client financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks relating to contract agreements across customers/channels. Drives health and safety practices in own unit.
Driving sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized and staffed. Coaching the team in formulating sales plans, in negotiating, and in developing customer segment expertise and actively demonstrates one ABB approach and guides direct and indirect subordinates.
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.
Diploma in Business studies, engineering.
5-8 years of experience with 3 years of sales management experience.
Strong interpersonal skills.
Fluency in English language (oral and written).