As a Sales and Marketing Specialist, you will be responsible to drive service sales process in collaboration with the Service Sales Manager and / or Service Manager and generate service sales opportunities and secure profitable sales within the designated area(s).
You will also be responsible to focus on installed base penetration (IB) and sell the entire Service product portfolio in collaboration with other ABB service units and build long term customer relationships and ensure immediate response to specific customer needs and issues.
You are accountable to identify and develop sales opportunities and create and complete bids or estimations or quotations based on customer specification or customer requirements or budget in order to achieve both market competitiveness and high margin for the Company.
Your tasks as a Sales and Marketing Specialist will include the following :
In collaboration with the Service Sales Manager and / or Service Manager implements Service sales strategy. Penetrates IB, promotes various upgrade, retrofit and value add solutions to the benefit of the customer and ABB.
Understands the channel strategy and the establishment of related prices and prepares sales plans, reviews them and proposes recovery plan(s) when needed.
Regularly update installed base in ServIS with the changes made at site.
Lead all sales activities, account relationship, forecasting, delivery oversight, strategic account management, pre-sales activities, opportunity development, tracking, RFP response, customer budget cycles, and administrative duties for the respective area of scope, Regularly (Daily ultimately) updates opportunities in Sales force with the changes in Sales process achieved.
Generate Service sales leads and develops new market opportunities by utilizing market trend information, identifying and exploring potential new service portfolios.
Take a One ABB approach to leverage other colleagues’ portfolios.
Achieve sales targets in respect of both budgets and sales efficiency.
Support, maintain and grow relationships with key customers and existing accounts , develop customer relationships within the territory to win new customers and gain recurring revenue from existing customers.
Establish long term customer relationships by understanding customer requirements and applicable regulations and demonstrating in-
depth technical service product or solutions knowledge to promote Life Cycle Management (LCM). Register customer feedback and ensures customer satisfaction throughout the sales process.
Sell entire service product portfolio to expand ABB footprint in the designated area(s). Chart out and monitor sales proposals, tender and follow up proposal statistics.
Prepare ABB’s Service offerings based on customer need and in coordination with the local Service Sales Manager and / or Service Manager.
Communicate contract details in accordance with ABB offering and strategy. Manages administrative sales processes.
Act as a marketer or salesperson of ABB’s service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings).
Translate the needs of customer into relevant ABB Service offerings and solutions.
Contribute to risk reviews related to price and quality. Register required information into the appropriate customer database.
Ensure technical reliability, safety and cost effective solutions to satisfy customer’s needs. Comply with health and safety directives.
National Diploma in Electrical engineering.
Proven track record of at least five years in the area of Services of Transformer experience in HV products and or Substation also be considered.
Good knowledge of the South African transformer market is a requirement.
Strong selling skills : ability to develop new sales strategies and lead related sales efforts, negotiate and successfully conclude deals.
Fluency in English and local language(s).
Sales or Business Qualification will be an advantage.