Responsible for sales of assigned Company products and services within a specified area and for a variety of complex related activities. Coordinate or oversee the evaluation of customer requirements and the development and implementation of related sales strategies. Foster and direct the implementation of aggressive measures to achieve cost savings, maximize profits and ensure utmost customer satisfaction.
Typical duties/responsibilities for sales may include, but are not limited to, the following:
Responsible to perform independent research on markets, vessel owners and vessel applications to become effectively an expert on certain marine markets and vessel types suitable for electrification in order create value added proposition that benefit both ABB and customers. In doing so creating effective relationships with vessel owners, vessel operators, shipyards, financers and designers based on being an expert of shipboard electrical systems and electrified vessels- beyond just ABB products. Expectation that there is complete awareness and professional documentation of assigned markets to include all new projects, competitor activities, market shifts, government regulations and mergers/acquisitions.
Develop, introduce and manage, within budget, comprehensive sales strategies and related activities. Lead or participate in reviews to determine commercial viability of products, resource requirements and potential risks. Influence decisions that may have major impact on the organization's sales, market share and financial results.
As the Company's principle customer representative, ensure that business opportunities are recognized and the business units are positioned to take full advantage of these opportunities. Assign staff and resources to achieve most
Establish, build, and maintain long-term customer relationships to improve the Company's opportunities for sales and profits, effectively respond to customers' needs, and ensure their satisfaction. Direct or conduct negotiations with major customers and independently introduce measures to finalize mutually agreeable contracts.
Oversee and coordinate effective communications among customers and various business units to ensure accurate, consistent and timely flow of information. Ensure availability and effective use of specialized equipment for sales and related activities. Provide technical direction and advice to sales staff and promote their technical and professional development.
Associate’s degree and 10 years’ experience in the maritime or electrical power transmission industry
Bachelor’s degree and 8 years’ experience in the maritime or electrical power transmission industry
*A Master’s Degree in required field = Credit given for 2 years of work experience.
*A PhD/Doctorate in required field = Credit given for 3 years of work experience.
Proficient in engineering software such as CAD, Solid Works, etc.
Ability to create and lead presentations of ABB products and applications in large groups at shows and seminars
Experience with complex sales structures
Experience working with teams outside of the North America
Shipboard or shipyard experience
High-level of electrical system knowledge
Experience in creating technical White Papers for distribution and presentation to industry leaders
Experience in developing and executing business plans
Experience working with or working in marketing groups
Experience working closely with design engineering groups, government agencies and commercial vessel owners
Proficient with standard Office word processing, power point, spreadsheet, and database software.
Ability to work independently- create short and long term tasks and goals
Strong technical back ground in marine drives, electrical systems and propulsion systems with a good understanding of marine operations and application of drive line components in auxiliary and main propulsion drive systems.
Good interpersonal skills, ability to build and maintain successful working relationships with internal teams and external customers both in North America and Europe.
Good technical writing skills with the ability to Interpret and clearly present product information and summarize designs, develop written proposals for projects to include clear descriptions, summaries, and drawings and complete and submit reports and summaries from meetings, internal and external.
Ability to contribute input into the ongoing development of regional sales and marketing planning
Ability to execute global and regional strategies within given area of responsibility
Willingness to travel on an extended basis throughout North America and to Europe
Ability to attend and actively participate in trade shows, symposiums, seminars and expositions.