Power Industry Instrumentation Sales Expert

Tasks: The Power Industry Instrumentation Sales Expert will create end user acceptance and specification offering within the power industry segment. This person will drive and implement marketing and sales activities for the power market segment through channel partners, along with working with key external influencers to educate, inform and solicit support for ABB value message and technical developments. This person must ensure high levels of customer satisfaction and continuously drive segment performance and ensure that the channel partners sales plans are in line with the agreed upon strategy for the power market segment. Main Duties and Responsibilities: o Targets - Responsible for achieving key targets (e.g. volume, price, and mix) for the power market through channel partners. Creates detailed business plans, implements with regular follow-up. o Strategy -Implements and reviews target segment(s) strategies with country-specific action plans and channel partner specific sales activities. o Strategy - Support the Industry Manager in planning and execution of large project pursuits to the EPCs, OEMs and integrators aligned with the major construction pursuits. Extensive use of project tracking tools and CRM for planning and tracking project pursuit as well as driving and monitoring project pursuit activities through channel partners. o Market analysis -Monitors market trends and recommends adjustments to the strategy and plans accordingly to meet changing market and competitive landscapes. Provides appropriate market information for long- to mid-term decision making. o Marketing - Communicates the end user value proposition for the target segment (internally and externally). Supports local Sales organization to have an effective perception in the target segment(s). Creates and implements the communication, promotion and training activities in the segment. Participates in the development of international standards and regulations by influencing the appropriate bodies (including government, legislative bodies, technical and trade associations). o Account management - Ensures the major accounts in the segment(s) are identified and prioritized. May act as Account Manager for one or more major accounts in the Country. o Customer relationship - Builds and maintains strong relationships with the key customers in the target segment. Follows up ABB's performance in fulfilling their needs and communicates deficiencies and/or opportunities to the respective Business Units/Product Groups. o Contracts and negotiations - Works closely with the relevant Sales organization and channel partners to help in the identification and capture of future business. Drives the capture of end user/third party agreements. Helps negotiate complex legal and commercial frame agreements. o Risk - Identifies and manages potential risks relating to contract agreements and prices across segments. o Reporting - Reports by segment to accurately measure progress and uses common tools to identify future opportunities. Travel o Overnight travel is estimated to be up to 100 nights per year depending on territory. Overnight travel includes travel to regions, factories, channel partner locations, customer locations, trade shows, sales meetings and industry conferences. We are targeting for someone to sit in the Midwest or East Coast of the US. Requirements: BASIC QUALIFICATIONS: o Bachelors' degree and 5+ years' experience sales or channel management, or technician or engineering experience in the power or automation industry o Candidates must already have a work authorization that would permit them to work for ABB in the US Alternatively, this position may be hired at a senior-level o Bachelors' degree and 8+ years' experience sales or channel management, or technician or engineering experience in the power or automation industry o Candidates must already have a work authorization that would permit them to work for ABB in the US PREFERRED QUALIFICATIONS: o Bachelors' degree in engineering or related discipline o Senior level sales and application experience with process analytical instrumentation. o Alternate experience- senior level sales and application experience with process instrumentation especially to power industry. o Senior level experience calling on either EPCs, power utilities and or OEMs to the power industry (SWAS) o Experience leveraging your existing relationships in the industry to bring new selling opportunities to ABB o Ability to develop and implement structured sales processes and strategies that improve efficiency and lead to winning o Intense competitor knowledge; Passion for selling and winning. o Ability to develop relationships at all levels in ABB, our channel partners and our end users (from field personnel to corner office). o Associates' degree and 10 years' sales or channel management experience in the power industry o Bachelors' degree and 8 years' experience sales or channel management experience in the power industry US67569322_E1
Salary Range: NA
Minimum Qualification
5 - 7 years

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