Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.

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.
You will drive the sales performance of Drives Serial Sales in PG 4015. Reporting to the Serial Sales Manager, you will lead and coach the “Levante” Region sales teams to meet ambitious targets and exceed customer expectations.

Your responsibilities

• Supporting the Sales team and customers throughout the sales process, while developing new and existing business by increasing internal and external knowledge of products and markets.
• Participating in sales strategy discussions, assigning short- and long-term goals and negotiating the various Product Group sales budgets and marketing plans.
• Identifying customer needs and competitor offers through market analysis, ensuring efficient marketing actions and communications demonstrate the value proposition of the products, systems, service and packages.
• Supporting the area Sales organization/customers in determining the most technically appropriate and cost-effective solutions and providing technical support, product presentations and product/solution/service-related training.
• Taking ownership of specific customer cases to ensure efficient customer issue resolution and analyzing the root cause of any lost proposals, to increase future competitiveness.
• Performing sales performance reviews, proposing recovery plans in cases of potential order shortfalls and providing regular sales activity reports to assist in production planning.
• Accountable for leading and implementing in effective way in the region:
• o 7 habits of Sales and use it for leading the Team and for reporting results to Sales Management
• o 5fA initiatives
• o Channel Management
• Collaborate with Marketing and Communication: special focus on having effective coordination with Product Managers and Business Developer, for farming existing customers, partners and AVPs and for hunting new, converting in actions Sales Plans and 5 for All strategic initiatives.
• Inside Motion, collaborate with Drives Service and Motors, sharing information for increasing the hit rate and ABB penetration on Region Customers. Collaborate with other ABB Units (special emphasis with IAPI, ELIS and EL in general), for Pull trough Drives Sales inside ABB portfolio.
• 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.

Your background

• An Engineering Degree, preferably Electrical or Industrial.
• More than 5 years of experience in direct sales and/or sales management, working as Account or Sales Manager. Candidates must have depth knowledge about Industrial Equipment Sales (preferably related to Electrical Power Train).
• Sound knowledge of Variable Speed Drives, Motors and Electrical Equipment - and experience in Industrial Market, OEM, and Utilities (Water, Building Automation; Power Generation), B2B trough Distribution or B2C.
• Knowledge of Industry 4.0 needs and Digitalization would be and added value for the candidate.
• Experience in business development, account management and cross-selling across systems, solutions, products and service categories.
• Understanding of contract negotiation, risk management and commercial and legal terms.
• Exceptional communication and negotiating skills, customer-focused mindset and a professional, “can-do” attitude.
• Available to travel at least 50% of his time, for visiting customer and coaching Sales Engineers on his region.
• -TECHNICAL / SPECIFIC COMPETENCIES NEEDED FOR THE JOB:
• Customer Focus & Quality
• Innovation & Speed
• Ownership & Performance
• Collaboration & Trust
• Drive & Ambition
• Learning agility
• Initiating and managing change and Innovation