Overview
At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world.
This Position reports to :
Global Sales Manager
Responsibilities
* Your Role and Responsibilities
You will have the opportunity to develop an effective sales strategy within the region and maintain it, to improve ABB’s market penetration and realize growth aspirations. Each day, you will define, plan, lead, and ensure the execution of sales strategy to achieve both qualitative and quantitative sales targets for products, systems, and / or services to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by leading, developing, and coaching the Sales organization (other sales managers and sales specialists within scope) to achieve the sales targets, through high performance.
As Business Enablement Manager you will drive sales operations between ABB ELIP and ABB local sales teams in terms of pricing, tendering, quotations, budget, forecasts, reports, local resources, revenues, margins. Owns specific customer cases to ensuring efficient customer issue resolution. Responsible for analyzing lost proposals to increase future competitiveness. Supporting global, regional cross-divisional capture teams for must win projects in the respective Region. Implements the global standards, rules, tools, policies and processes related to operations / project execution and shares functional best practices and lessons learned across the organization.
You will perform the activities of account management for ELIP customers. Provide tax expertise, legal structures, cross border reorganizations, transfer pricing, intra-group arrangements.
Additionally, as Business Enablement Manager you will run the Program “ELIP ABB4ABB” where your task is to increase the internal business between ELIP factories and ABB factories.
You will also lead the program “LATAM+NAM export development”, where it will be essential to set the right processes and work closely with all stakeholders to be able to capture business outside Europe.
Work model : #LI-Hybrid
In this role, you’ll help run what runs the world by taking on meaningful work that drives real impact, as you will be accountable for :
* Responsible for the sales budget for the designated territory
* Defining and implementing the right sales approach for the small countries
* Developing the business by increasing knowledge of products and markets
* Identifying customer needs and competitors’ offerings through market studies, ensuring that marketing is effective and that communications demonstrate the value proposition of products and services
* Aiding the area sales organization in determining the best solutions, and providing technical support, product presentations and training
* Performing sales performance reviews, proposing recovery plans for potential order shortfalls, and producing sales reports to assist in production planning.
* Taking ownership of specific cases to ensure customer issues are resolved and discovering the causes of lost proposals.
* Running program “ELIP ABB4ABB”
* Developing export business into NAM / LATAM region for ELIP HUB Europe factories
* Qualifications for the role
Qualifications for the role
* Five years of experience in B2B sales, working as a sales leader in the electrical segment
* Technical background
* Experience in business development, account management and cross-selling
* Very good knowledge of the installation markets in the European and Asian countries
* An understanding of contract negotiations, risk management, and commercial and legal terms
* Exceptional spoken and written communication skills, negotiating skills, a customer-focused mindset, and a professional, “can-do” attitude
* Graduated as engineer or similar, further education in marketing and sales
* Experience in global role and in managing multiple stakeholders at distance.
* Good knowledge of the ABB Electrification set up across the world
* Fluent in English is mandatory - Italian will be a plus
Benefits
Locally, you can count on :
* Competitive compensation
* Attractive salary packages and performance bonuses.
* Corporate welfare
* Access to a wide range of services and personal well-being support.
* Career development
* Structured career paths, individual development plans, opportunities for internal mobility, including international roles, technical and managerial training programs, mentoring and access to global learning platforms
* Flexibility and work-life balance
* Flexible working hours, hybrid work options, and a strong focus on work-life integration.
* Employee Support
* free services like psychological help, wellness coaching, and emotional support for employees and their families.
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