Take the next step in your career at ABB, working in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.?
Recruitment Agencies please be aware that this role is being managed by the internal ABB Talent team directly. We will reach out to our preferred agency partners should we require support. Your adherence to our process is appreciated.
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 Energy Industries drives growth for customers while supporting safe, efficient and profitable operations with strong global execution capacity, an extensive service footprint and capabilities, and innovative digital leadership.
Join us as Sales Director & Regional Channel Partner Manager (Asia) and you’ll be able to use your proven sales and account management experience to develop, maintain and grow relationships with our customers. We believe that solving customers' problems begins with in-depth understanding, exceptional insight and a partnership approach. We remain ahead in our thinking and that helps our customers remain ahead in their sectors. Our industry is a competitive one, so you’ll need to have a deep understanding of the Malaysia industrial automation business (power & water, chemicals & refining, and oil & gas industries).
As Sales Director you will drive profitable growth through the planning and execution of Hub Sales strategy locally, and as a Regional Channel Partner Manager, you will develop and drive the Channel Partner business growth in Asia. Coaching and supporting the local division managers and their channel partner sales to implement the channel partner strategies and deliver the results lead and coach a small sales team based in Subang Jaya; Malaysia. Reporting to Hub Sales Manager you will be primarily responsible to drive profitable growth through the local representation of the Global Business line.
Implementation in accordance with the Hub Sales strategy in the country of responsibility. Creates, plans and implements local sales strategy, and strategic sales and business development initiatives, in alignment with global Hub sales strategy, achieving sales targets in respect of both budgets and sales efficiency.
Implementing Marketing and Sales activities within the local unit in line with the Hub strategy.
Deliver Channel Partners results through implementation of the channel partner strategies. Recruit and manage the channel partners in collaboration with the channel partner managers in each local division. Strategise and implement growth strategies in a timely manner and achieving local sales targets in respect of both budgets and sales efficiency and managing sales cost, own team cost, sales efficiency and sales productivity.
Achieve Hub Asia Channel Partner targets
Responsible for achieving assigned order intake, margin and related objectives for the entire product portfolio. Drives evaluation of potential new and existing customers and their needs and leads the team in a proactive post-sales approach with a focus on solutions. Drive early engagement in projects and expand market share with new customers and new portfolios.
Sales cadence and coaching of regional channel partner managers to ensure orders growth and recruitment of new channel partners. Manage the channel partners to avoid conflict with direct business, identifying opportunities at existing and potential new customers within defined geo-graphical area and determines plans for acquisition and allocates resources.
Supports the development of strong relationships with key customers. Builds and maintains strong relationships with key decision makers. Ensures efficient marketing communications, identifying, monitoring and maintain/exceed the sales market price levels, evaluating pricing impact on the results. Ensures achievement of sales volume and product mix targets by setting appropriate price and margin for individual sales opportunities. Manages ongoing costs.
Work closely with Hub Sales Manager and main support from the lead centre and oversees the marketing and sales processes, and all relevant training and development plans, actions and program and ensuring (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR policies. Drives and ensures know-how sharing and cross-collaboration.
Leads implementation of continuous improvements for the project execution strategy for the local project operation under the guidance of the Hub Operations Manager and supervises project execution and performance management through project reviews with management and Project Managers to ensure contract fulfilment and approves any project deviations, taking an active role in resolving escalated issues, especially those raised by the customer. Ensures the portfolio of projects follows good methodology and execution practices in accordance with internal standard procedures, and projects are closed as per contracts entered with customer.
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.
10 years of experience in Management and Marketing / Sales.
An Engineering Degree/Diploma or equivalent would be advantageous.
Proven success with leadership, change management, people management, and development.
Experience in local and global business environment.
Knowledge in ABB’s portfolio of products, systems and solutions.
Proficient in SAP and MS-Office.
More about us
Bring your very own sense of pride and purpose as you help us drive forward the Fourth Industrial Revolution – creating a sustainable future for our planet, and your career. Join ABB and harness the power of our diverse global network, as you collaborate with and learn from our world-class teams. Above all, challenge yourself every day. Let’s write the future, together.