1. Generation of Business Leads :
One of the most important activities to be performed is early identification of leads through close engagement with consultants, developers, end users and Business Development Managers of EPC.
2. Marketing :
Lead the sales activities within an allocated market for the HBU, ensure geographic and segment coverage of all customers as defined by strategy or sales planning.
3. Sales planning :
Develop large projects and, when appropriate, lead capture teams (CTS) / sales teams to push active sales effort. With good knowledge of the customer, understand the underlying customer needs and identify new business opportunities, as well as maximizing the business potential with existing customers.
Gather and analyze customer data in order to support the development of sales proposals aligned to the customer’s needs and specific situation.
Ensure the proper price and margin results in negotiations with customers. Own the customer data base and provide for a regular quality assurance of the customer database content (e.g.)
4. Sales :
a. Market scanning and gathering market Intelligence.
b. Pipeline development by Identifying target projects and qualifying them using opportunity screening as per the guidelines.
c. Project development by supporting the EPC and end user during early project stages.
d. Maximize the chance of ABB by taking strategic actions (capture team selling)
e. Follow the Internal process of tendering screening and risk review to ensure that the tendering is submitted in time in line with the company guidelines.
f. Perform Win / Loss analysis based on tender result to ensure lessons are learnt and hit rate is improved.
Ideally you should be an Electrical Engineering graduate specialized in Electrical Power Systems with minimum of 10 years of experience in Electrical Power Generation or Water Production / Transmission Systems and 7+ years of experience in sales of Power Plants and Water projects in the Middle East region as an EPC of Power & Water Plants or Electrical & Automation solution sales to EPCs.
Proven record of results achieved through sales demonstrating the capability to succeed in the current role. Experience in Power Generation projects & knowledge & experience of the EPCs in Power Generation projects in Saudi Arabia would be considered a significant advantage.
Knowledge about ABB and third-party product(s) is preferred with good communication skills.
Location : Abu Dhabi, Generic, Utd.Arab Emir. Contract type : Regular / Permanent Business unit : Business Unit Power Generation Date posted : 2018-
09-09 Job function : Sales Publication ID : AE66176481 E1
ABB (ABBN : SIX Swiss Ex) is a pioneering technology leader in power grids, electrification products, industrial automation and robotics and motion, serving customers in utilities, industry and transport & infrastructure globally.
Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions : bringing electricity from any power plant to any plug and automating industries from natural resources to finished products.
As title partner in ABB Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-
mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 147,000 employees.