About the Role

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.

Position: Sales Manager

• Utility Key Accounts

Reports to: Business Manager

• Commercial & Operations

Reporting line: Sales Manager

• ELDS China

Overall Summary

Defines, plans, leads, and ensures the execution of ELDS 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 for Utility Key Accounts. Monitors sales performance, proactively, ensuring the development and implementation of corrective actions to secure business growth when needed. Leads, develops, and coaches the Sales organization (other sales managers and sales specialists within scope) to achieve the sales targets, through high performance.

Role & Responsibilities

• Defines key sales targets and establishes appropriate metrics and measurement tools to monitor the performance
• Develops the key account plan, identifies and evaluates new opportunities with existing and potential customers, determines plans for implementation and allocates required resources, collaborates with Local Business/Product Line Sales for driving business/product line sales strategy and provide the best fit ELDS products/solutions to key account customers
• Supports Sales organizations to ensure the achievement of sales volume and product mix targets
• Anticipates and identifies the shortfalls in performance and takes appropriate remedial actions, proactively
• Participates in the negotiation of key contracts
• Identifies, monitors, and maintains/exceeds the sales market price levels, after evaluating the pricing impact on the results with the Product Management team
• Monitors client financial status and reports any changes regarding risk to relevant internal partner teams
• Identifies and manages potential risks (including cybersecurity) related to contract agreements across customers/channels
• Develops, implements, and reviews sales processes and tools, and the related training and development activities
• Promotes and enables collaboration in the division, across divisions, business areas, and teams to maximize results for ABB
• Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams
• Builds effective, competent, and high-performing teams
• Reviews organizational effectiveness and performs competence assessments and continuous skill upgrades

Leadership & Behaviors

• Holding ABB core value and integrity standards as the foundation to drive sales activities
• Customer centric mindset, proactively brings voice of market into the organization, challenges the status quo to facilitate agile response to the external changes
• Result orientation, driving attitude thru mature leadership, provides guiding, coaching, pushing to steer sales team to reach and exceed targets
• Level up thinking, not limited by the boundaries, collaboration across team and business to maximize ABB winning opportunities at market

Qualifications

• Bachelor or above, majoring in Electrical Engineering or related is preferred
• At least 10 years' working experience in MV/LV switchgears or components sales field, with Key Account Management experience is preferred
• At least 5 years' people management experience
• Domain know-how and application know-how of MV/LV switchgears or components is preferred
• Familiar with purchasing behavior of Utility customers, value-based selling & captured team selling capabilities are preferred
• Team spirit and good communication skills
• Conversational English

Why ABB

We value people from different backgrounds. Could this be your story? Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.

Working at ABB gives you the opportunity to contribute to a healthier and more prosperous world. Add to your story by joining a passionate team, focused on pushing the boundaries of technology to drive performance, shape new business models and find new ways of working that benefit our customers, partners and society. We want you to be proud of being part of ABB.

We Care

At ABB, we care about our people and their stories. We create safe, fair, equitable and inclusive working environments in which our people can succeed and develop, regardless of gender, ethnicity, sexual orientation or cultural, religious or social background. Diverse teams make us stronger. ABB is also committed to a high standard of integrity in everything we do.

We Grow

We help our people succeed and develop, and we empower them to create their own careers at ABB. Our benefits, reward and development programs encompass a wide array of offerings.

How to Apply

Do you want to shape the future, together with us? Get more insights into our recruitment process and find some helpful tips and tricks how to join the team. Make our story your story.