ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader
in electrification products, robotics and motion, industrial automation and
power grids, serving customers in utilities, industry and transport &
infrastructure globally. Continuing more than a 125-year history of innovation,
ABB today is writing the future of industrial digitalization and driving the
Energy and Fourth Industrial Revolutions. ABB operates in more than 100
countries with about 136,000.
ABB is recruiting for the following position:
Job Title: Sales Specialist
Location: Lagos
Contract type: Regular/Permanent
Job function: Sales
Publication ID: NG63519240_E1
About the Job
The Sales Engineer is responsible for creating/implementing
the sales plan under his/her responsibility (by customers, consultants,
partners, other relevant parties, etc.) to achieve key takeaway quality and
quantitative targets (volume, revenues, product mix, price, area coverage and
customer penetration, increasing market share, etc.) in a profitable way, with
the specified customer/s or area/s, according to the sales strategy.
The Sales Engineer is responsible for building his knowledge
to have an in-depth understanding of his/her business area environment,
regarding the customers’ and the competitors’, to be able to estimate the
coming trends and market movements, and to provide input to ABB network
regarding his/her customer`s portfolio. The manager must also maintain and
improve the balance between all ABB units and customers that are present in
their area of responsibility. Required to build long-term sustainable customer
relationships, without losing any short term business.
Tasks:
Responsible for making sales plans and reaching key takeaway
targets, including volume, revenues, product mix, price, area coverage and
customer penetration and increasing market share.
Activities:
• Pre-Sales: Must utilize technical resources to
support/secure sales development projects. Required to plans and execute
promotional activities, such as technical seminars, in-house presentations,
product demos and therefore educate customers and partners effectively.
• Responsible for the implementation of the best way of
creating the request or need of the product/solutions in the market. New
product launches.
• Sales: Must identify new customers and take existing
customers/partners through the complete sales process, including the delivery
stage. Required to create offers and proposals based on input data and
collaborate with Sales and Engineering.
• Must identify potential buyers/customers, and prepare and
implement a customer visit plan to obtain deals. Required to use different
selling skills, e.g. a consultative selling approach tailored to customer’s
needs, knowledge of the customers’ visions, strategies and processes in order
to create value for the customer. Must ensure cross-functional collaboration
with Product management to explore new customer opportunities, and the
channeling of customer needs and requirements back to Sales & Marketing
team
• Post-Sales: Must have a proactive post-sales approach
through follow-up of the on-going orders & products in order to create
additional deals from the customer.
• Must anticipate customer needs by focusing on a proactive
sales approach. Required to make sure that customer resolution cases have clear
ownership and implementation.
• Sales Planning: Must establish the overall marketing &
sales activities implementation plan by considering market trends, customers,
competitors, industry and applications.
• Required to act accordingly to achieve sales targets,
respective budgets and other related activities.
• Will actively support pre-defined Sales and Marketing
engagements. Will support business development by identifying and creating new
business opportunities.
• Required to work closely with other ABB units in order to
provide a complete and competitive solution, and must be able to identify
additional opportunities for business growth
• Reporting: Required to provide regular reports of the
sales, including sales activity, figures, lead management and opportunity
tracking, to optimize sales results and to give information to the sales
organization. Required to complete the reporting analyses, including customer’s
potential, penetration index and number of yearly new/lost customers. Must
support the Channels M&S manager on specific requests and monthly report
feedback. Required to provide the data on trained customers and partners.
• Price Management: Responsible for achieving price targets
and understanding the impact on the result. Must identify and monitor the
market price levels. Responsible for the coordination of price information
across numerous functions.
• Customer Relationship Management and Customer
Satisfaction:
• The Sales Engineer must be able to establish a vision for
committed, loyal, long-term customer relationships and implementing the
necessary steps to reach the shared vision.
• Responsible for analyzing and updating customer
information related to the customers, for example on customer’s processes,
organization, projects, strategies and visions. Responsible for the execution
of regular customer surveys, and analyzing and following up on results.
• Teamwork: Responsible for maintaining team success by
taking into account other functions and ensuring cross-collaboration. Required
to continuously coach/develop their own and their team members’ technical
knowledge and soft skills competences.
• Education/Personnel Development: Self-reflection on
personal development and training needs by considering own knowledge and skills
required for the role. Responsible for training and educating the customers and
partners in his area.
• Quality and Risk Management: Responsible for minimizing
the risks regarding the agreements and offers, and to be fully compliant
regarding the business ethics.
• Process Development: Responsible for ensuring that all the
processes, such as product launches and marketing-communication plans, customer
training and sales people training and tasks are all properly organized,
planned and followed up.
Requirements
As the ideal candidate, you should have a Bachelor’s degree
in Electrical Engineering or equivalent subject with 5-7 years’ experience in
Sales role with a record of the high sales results in the company of a similar
field preferred. Ability to work in a multinational environment and within a
matrix organization. Strong independent worker, able to maintain regular contact
with sales teams and management from a distance. Knowledge of the ABB division
product portfolio and the organization preferable. Good communication skills
and flexible attitude towards local travel. Proficiency in English and “local
language”, fluency in additional languages is advantageous.
How to Apply
Do you want this job? Then click here to apply
Additional
information
If you are interested to join our team, apply directly on
website with your ENGLISH RESUME. In case you have inquiries or face
difficulties in applying, contact us at careers@eg.abb.com. No CVs allowed on
emails.
