This Position reports to:
National Sales Manager - Canada
In this role, you will have the opportunity to develop, implement, and manage the account strategy that is focused on share of wallet growth, profitability, and customer satisfaction. Each day, you will coordinate sales activities, monitor current projects, and manage the resolution of specific customer problems. You will also showcase your expertise by giving input on market price developments and tendencies.
The work model for the role is: Hybrid
This role is contributing to the profitable service growth in Energy Industries local division in Canada, specifically in the Western Region.
You will be mainly accountable for:- Representing ABB, our values, our teams in front of client every day
- Meeting and exceeding annual Sales Targets for assigned territory including securing customer orders and proper transfer to operations
- Accurate sales forecasting, creation and maintenance of regional sales plans
- Learning and competency in selling the entire ABB service portfolio
- Effectively and proactively engaging ABB customers to understand their DCS and Digital needs, support problem solving and matching customer needs with ABB product/service offering
- Clearly articulating value proposition and how to differentiate ABB
- Translating customer needs into details proposal requests and supporting finalizing key elements of proposals such as target pricing, value drivers, value proposition statements and references
- Participating in the development of sales strategies for the account through providing current business and long-term plans for the customer
- Giving input on market price developments, monitoring competitors' activity within the market segments and ensuring that appropriate response strategies are implemented
- Leading cross functional teams to resolve commercial issues such as T&Cs, contract negotiations, frame agreements, etc.
- Actively collaborate with technical subject experts, technology consultants, proposals team, operations teams and engineering staff
Our team dynamics: You will join a dynamic and talented team of professionals, where you will be able to thrive, and professionally grow as a sales expert
Qualifications for the role- You bring minimum 5 years of progressive and successful sales experience in Energy segments: Oil & Gas, Chemicals and Refining, Power Generation and Water.
- Process automation experience, ideally complemented by Digital and software solutions, and applications such as plant DCS, PLC, SCADA, turbine controls, industrial boiler controls, safety instrumented systems, asset performance management, cyber security, energy management, power management
- Ability to demonstrate good listening skills, communication skills and business skills
- You are passionate about engaging clients about technology and ways to improve their system performance, reliability and how to add value
- University degree in Engineering or other technical field from a recognized institution
- Fluent in English - both speaking and writing
- Ability to travel up to 30% of time (may be more in the initial 6 months)
