Sales Manager - Industrial Key Accounts

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.

This Position reports to:

Position: Sales Manager - East China 1

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 East China 1 region (Shanghai/Zhejiang/Fujian). 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.
• Identifies and evaluates new opportunities with existing and potential customers, determines plans for implementation, and allocates required resources.
• Lead the team to drive growth through the regional business ecosystem (e.g. end-user, power supply company, design institute etc.) for Industry & Infrastructure, PSB (incl. Residential) and Renewable customers and Panel Builders, fully enable the business momentum. And collaborates with Local Business/Product Line Sales for driving business/product line sales strategy and provide the best fit ELDS products/solutions to regional customers.
• Anticipates and identifies the shortfalls in performance and takes appropriate remedial actions, proactively.
• Plans and executes customer surveys and acts on the survey results to ensure high level of customer satisfaction.
• 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.
• Supports Sales organizations to ensure the achievement of sales volume and product mix targets.
• 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

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