Building Automation Sales SpecialistAt ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. This position reports toCountry Digital & Building automation leader
Your role and responsibilitiesIn this role, you will have the opportunity to implement the defined digital sales strategy in your specified market scope (global/regional) effectively, to improve ABB's market penetration and realize growth aspirations in the assigned scope. Each day, you will execute digital sales strategy and initiatives within the assigned scope to achieve both qualitative and quantitative digital sales targets to ensure sustainable order growth, revenue, margin, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by acting as a critical contributor to the digital customer base growth.
The work model for the role is: #onsite
This role is contributing to plan and ensure execution of the HVAC & KNX Building Automation sales strategy for assigned area, to achieve both qualitative and quantitative targets for products, systems and solutions in a profitable way. Responsible for growing the business through developing existing system integrators and onboarding new customers, while creating a preference for ABB Building Automation in the marketplace.
You will be mainly accountable for:
Sales strategy. Creates, plans and implements sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy. Achieves sales targets in respect of both budgets and sales efficiency.Sales Targets. Achieves assigned targets for the territory along with supporting the overall business through efforts across sales territories in the areas of specification and end user development.Customer acquisition. Identifies opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources.Information sharing. Coordinates the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitors and provides reports to the Marketing and Sales organization on market intelligence.Customer relations. Supports the development of strong relationships with key customers. Builds and maintains strong relationships with key decision makers. Ensures efficient marketing communications.Volume, profit and cost. Ensures achievement of sales volume and product mix targets by supporting the market price and margin for sales. Participates on negotiations of key contracts. Manages ongoing costs.Risk. Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks relating to contract agreements across customers/channels.Sales process. Takes ownership of the sales processes, and all relevant training and development plans, actions and programs.Qualifications for the roleBachelor´s degree in engineeringMinimum of 5 years of sales management, business development or product management experience in the building technology, building automation or IoT industries.Proven ability to demonstrate the value of energy efficiency, building automation solutions in buildings (HVAC control, lighting control, access control, etc.)Strong Technical Aptitude. Experience in the Internet of Things (IoT) and HVACR Markets.Be supportive of digital transformation and new forms of revenue streams. Experience with national account and enterprise customers.Advanced Skills with MS Office software products. Familiarity with Salesforce.com.Excellent verbal and written communication skills. Strong customer focus.English advanced level.What's in it for you?Be yourself: join one or many of our Employee Resource Groups and make a difference!Evolve in your career: through trainings and our Open Job Market, your career development continues!Learn from highly experienced, genuine, and caring colleagues – people who are committed to helping you achieve your personal and professional goals.BenefitsPaid Parental leave (gender neutral)Life insuranceRetirement planAccident insuranceWellbeing program
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