Technical Sales Specialist

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:

Regional Sales Manager

Responsible for the sales of products/systems/services within a designated market/division, in line with the division strategy. Achieves both qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction. Responsible to identify and develop new sales opportunities. This role requires strong leadership, communication, and interpersonal skills, as well as a deep understanding of sales processes, client relationship management, strong technical presentation skills, and the ability to drive sales growth and meet revenue targets.

• Sells products/systems/services to customers, focusing on volume, mix, and profitability targets for the assigned divisions.
• Establishes and maintains effective customer relationships to understand their needs, promotes their understanding of ABB's complete product/systems/ services offering, and aligns with them to provide a solution.
• Ensures a positive customer experience throughout the sales process.
• Prepares sales plans using ABB authorized tools.
• Works closely with segment managers, marketing, and RSM to execute the regional sales strategy.
• Creates added value for the customer and ABB and ensures the successful outcome of transactions, contracts, and proposals, by using effective sales techniques.
• Communicates to the customers about the details related to delivery time, payments, and general terms and conditions, in line with ABB's offering and strategy.
• Ensures efficient marketing activities and communicates value proposition to customers.
• Identifies and drives the development of new market opportunities in the designated market.
• Manages administrative procedures in sales processes and supports cash collection and project management activities, when needed.
• Work closely with our Field Application Engineering team to ensure comprehensive coverage of consultants in the region.
• Ensures appropriate technical and financial aspects of offers are in place, including prices and trading conditions.

Qualifications for the role:
LICENSE TO OPERATE / CORE VALUES

• Demonstrates ABB's core values and group safety and integrity standards and acts accordingly.
• Implements and ensures compliance with the ABB code of conduct, global and local standards, tools, policies, and processes in their assigned area.
• Ensures adherence to all relevant internal and statutory regulations and policies.
• Ensures integrity and compliance with ABB values and ethics in all activities.
• Demonstrates an understanding of Health, Safety, and Environment (HSE) terms, concept application, reporting, and risks.

COLLABORATION / LEADERSHIP

• Builds long lasting customer relationships and manages the resolution of their specific needs/issues.
• Ensures knowledge sharing and cross-division and cross-country collaborations.

Job Skills

• Portfolio Management
• Business Strategy
• Market Intelligence
• Go-to-market Strategy
• Customer Experience Success
• Regulation & Legal Compliance
• Pricing Excellence
• Budget & Performance Targets
• Technical Presentation Skills
• Account Management
• Business Development & Adoption
• Sales Enablement
• General Sales Practices
• Solution/Application Sales Engineering
• Channel Sales
• Contract & Risk Management

ABB values the dedication, commitment, and expertise of our employees. As an Employment Equity Employer, we believe in an inclusive and diverse workforce. We are committed to ensuring that our policies and practices align with the Employment Equity Program, aiming for a workforce that is truly representative of the four designated groups:

• Women
• Indigenous peoples
• Members of visible minorities
• Persons with disabilities

ABB is dedicated to providing reasonable accommodation for applicants with disabilities and encourages candidates to self-identify during the application process.