Your responsibilities for this role will include :
Create, plan and implement sales strategy and strategic sales and business development initiatives in alignment with global sales strategy.
Achieve sales targets in respect of both budget and sales efficiency. Support, maintain and grow existing accounts. Develop customer relationships within the territory to win new customers and gain recurring revenue from existing customers.
Partner with other ABB sales organization to build pipeline for ABB mission critical wired communications products and systems and to increase overall brand value of ABB.
Train and co-sell with ABB sales teams as appropriate. Partner with 3rd party resellers similar to other ABB sales teams as appropriate.
Establish sales targets and ensure sales achievement through regular oversight and definition and implementation of improvement plans as needed.
Develop pipeline in an organized approach to target list of prospects in identified segment and territory. Work with other ABB organizations and 3rd party resellers to meet or exceed quota.
Identify opportunities at existing and potential new customers within the defined geographical areas and determines plans for acquisition and allocate resources.
Partner with ABB Product managers and Marketing to ensure winning go-to-market plans. Provide customer and market feedback on market segment intelligence and needs.
Participate in training provided by technical and product management to have the latest go-to-market plan. Provide feedback on trade events and marketing needs from sales.
Coordinates the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc.
and evaluates data to ensure achievement of goals. Monitors and provides reports to the Marketing and Sales organization on market intelligence.
Support the development of strong relationships with key customers. Build and maintain strong relationship with key decision makers.
Ensure efficient marketing communications.
Ensure achievement of sales volume and product mix targets by setting appropriate price and margin for sales. Participate on negotiations of key contracts.
Manage ongoing costs. Leadership of all sales activities, administrative duties, account relationship, forecasting, delivery oversight, strategic account management, pre-
sales activities, opportunity development, tracking, RFP response, customer budget cycles. Management of sales opportunity from initial customer contact through successful award and contracting, building of a quality sales pipeline.
Use sales tools to plan, track, and communicate plan to meet or exceed quota including sales quote tools, Salesforce CRM, etc.
Monitor client financial status and report any changes regarding risk to relevant internal ABB teams. Identify and manage potential risks relating to contract agreements across customers / channels.
Take ownership of the sales processes, and all relevant training and development plans, actions and programs. Team with Sales Engineering to respond to customer and partner technical needs as part of sales process.
Coordinate sales efforts closely with Sales Engineering. Partner with ABB mission critical wired communications. Product Management to execute sales plan to ensure wins.
Provide customer and partner feedback to Product Management to ensure clear communications of requirements. Participate in training provided by Product Management to be current on the latest product and pricing information.
Ensure (with HR Manager Support) that the area of responsibility is properly organized, staffed, skilled and directed. Coach, motivate and develop indirect subordinates within HR policies.
Drive and ensure know-how sharing and cross-collaboration.
Ideally you should have a Bachelor's Degree in engineering or related field, MBA would be an added advantage with 10 -15 years’ experience sales of product supplies related to electrical substation and communication systems covering preferably Wired communication business.
You should have experience in the Middle East and GCC markets. You should have excellent communication skills with proficiency in English language and Arabic languages.