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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. Analyze service market potential, with full focus on installed base (IB) penetration and ensure customer relationship management. Lead and develop the Service Sales team to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction.

Your responsibilities

• Main Accountabilities:
• 1. Service sales strategy
• Creates, plans and implements 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).
• 2. Volume and profit Achieves service sales volume by ensuring the team sells entire service portfolio. Participates in negotiations of major contracts to secure service sales volume. Achieve the target of OR GM%, keep profitability at a good level.
• 3. Service sales targets Ensures achievement of service sales targets, providing cost effective solutions/products to the customers and initiating improvement plans as needed. Climb the service ladder, lead the sales team to change from selling spare parts only to sell service & related service products, which bring higher value to customer.
• 4. New opportunities In collaboration with the Service sales team generates and identifies service sales leads by analyzing the IB potential and targeting those new IB opportunities from emerging trends with the Service solutions available. Determines account and acquisition plans to support growth.
• 5. Customer approach Establishes long term customer relationships with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products. Ensures customer satisfaction issues are registered and responded to by team.
• 6. Channel Management Cooperate with local business line, to qualify, support & manage channel partners to sell service products, ensure the end user’s service experience.
• 7. Sales process Supports the team by participating in sales activities when needed. Responsible for feedback on sales development, distribution of resources for service sales activities and the current status of the market. Collaborates with Business Units and account teams to position different service offerings. Evaluates and shares relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team. Utilize the sales force to implement CRM & manage the sales process
• 8. Health, safety and integrity Monitors 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.
• 9. People leadership and competence development Drives sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized and staffed. Coaches the team in formulating sales plans, in negotiating, and in developing customer segment expertise. Actively demonstrates one ABB approach and guides direct and indirect subordinates.

Your background

• Territory: East region of China. Shanghai, Jiangsu, Zhejiang, Anhui, Hubei, Fujian, Jiangxi province
• Location: Main city of East region
• Experience: >5 year on service sales management
• Experience in service function is required
• Language: Chinese & English
• Education: University/College or above