Sales Specialist - PGGI Service

27 Nov 2016
01 Feb 2017
Contract Type
Full Time
In this position, you will have the overall responsibility to identify and cultivate defined customers. Sales Engineer drives the sales process from identified potential to the final sales deal and has the responsibility to reach established sales targets through actively meeting and working with customers.

1. Market analysis
• Ensure that market information (monitoring of competitors, offerings to customers, price levels) is updated and documented in written form in the provided systems locally and globally.
• Ensure the flow of information to Executive Sales Manager about new entrants or other parameters influencing the market
• Contribute to the identification and development of new and/or potential customers
2. Marketing
• Act as marketer/salesperson of ABB's services and solutions for power generation when appropriate, for instance at trade fairs, exhibitions, conferences, customer meeting
• Utilize the available marketing material including price lists or other available information to identify leads.
• Translate the needs of the customer into the relevant ABB' Service & power generation offering
3. Sales planning
• Understand the underlying needs of the customer and identify new business opportunities, as well as growing the business with existing customers.
• Has sufficient knowledge about the ABB Service and Power Generation offerings in order to facilitate the sales process with the customer.
• Has extensive knowledge about the customer, understand the channel strategy and the establishment of prices related to this.
4. Sales
• Visit customers to build a lead and opportunity pipeline
• Run the negotiations with the customer and secure the business to the agreed margins, as well as ensuring a high level of customer satisfaction throughout the sales process.
• Participate and contribute with the various risk assessments in order to ensure the proper balance between price and quality. Register needed information into the appropriate customer database.
• Chart out and monitors sales proposals and tenders (e.g. quantity, margin, product/system), and follow up statistics concerning sales proposals.
• Ensure that payments from the customer are received in accordance with the terms and conditions of the contract in order to avoid due payments.
• Ensure that the sales proposals submitted are followed up and agreements are signed, and that they are in line with established requirements of the unit.
• Meet the expected number of customer visits as established in the target setting with the Executive Sales Manager.
• Ensure that the customer database is maintained updated with customer information, contact persons, businesses and activities.
5. Post-sales
• Ensure that contracts are executed correctly and that deliveries (products, goods and/or services) are on time at the agreed cost, with the assistance of administrative sales support
• Organize and coordinate post-sales marketing activities in collaboration with other Service & power generation organizations in order to win added sales of services & power generation in addition to the offering sold
• Ensure that the customer is satisfied and that any customer complaints is registered in database

- University degree electrical/automation engineering field
- 3- 5 years Substations or Power Automation experience
- Good knowledge of ABB service & power generation offering as well as ABB products/systems
- General knowledge of customer products, applications and processes combined with knowledge in contract and risk management
- Excellent skills in Customer relations: Show a mature selling behavior and actively drives discussions and negotiations to the benefit of the business with customers
- Significant sales drive, focus and energy to achieve and close profitable deals.
- Ability to push himself/herself to develop in line with the changes in the organization
- Ability to identify customer service and power generation needs and to match those with ABB service and power generation offerings
- Ability to find innovative solutions to meet customer service & power generation requirements
- Ability to accurately estimate costs of service & power generation offerings
- Takes steps to share and leverage cooperation and knowledge across the organization