Sales Manager, Dubai, UAE

Sales Manager, Dubai, UAE

You as a Sales Manager -Middle East will be a part of the power grids division which is a global leader in turnkey power projects and will be based in Dubai, UAE. The power grids division delivers solutions across the power value chain. This includes system solutions for power generation, transmission technologies, substations and distribution technologies for network management.

Tasks:

Your main responsibilities will include:-

(1). CAPTURE TEAM:
a. Leads successfully the Capture Team
b. Identifies the recipe
c. Fine tune the target price, award criteria with full support Business development
d. Lead Bid / No Bid and insure all elements available for professional decision
e. Ensure that target price and award criteria are met
f. Ensure an acceptable project risk profile
g. Ensure right support for EPC solution is provided
h. Update of SFDC in final phases of the project
i. Develop credible value propositions

(2). NEGOTIATION:
a. Lead project negotiation with customer for closure
b. Close the DEALS
c. Manage Interface with BDM, Customer Project People and Tendering Manager.

(3). Take Ownership of the Sales Processes and Tools:
a. Ensure company sales tools are regularly updated and their usage maximized to support market visibility
b. Prepare sales plans using company tools including performing regular status reviews and proposes recovery plan in cases of potential order shortfalls.
c. Implements and ensures compliance with global and local standards, rules, tools, policies and processes related to operations/project execution and shares functional best practices and lessons learned across the organization. Ensure the accuracy of the financial statement reported.

(4). KPIs:
a. Order entered in term of M$ and # of projects
b. Gross margin %
c. Hit rate
d. Target price accuracy

(5). Deliverables:
a. Timely Sales-force update
b. Capture team set up and plans
c. Monthly sales report (Forecast, back up, key metrics etc.)

Main Challenges of the Role:
* Lead successfully the capture team and develop credible value propositions.

Requirements:

Ideally you'll hold a Bachelor’s Degree in Electrical Engineering, with minimum of 5 years’ experience in Sales & Marketing in related field, with the following skills & experiences:

1. EPC / project and Energy knowledge
2. Sales experience in technical environment
3. Customer relationship at management / Country level and Customer networking.
4. Project tendering & procurement experience
5. Project pipeline negotiation & closure experience
6. Basic technical knowledge on application
7. Understanding of Contract Legal Terms and Conditions
8. Results focus, teamwork, negotiation skills
9. Fluent in English communication skills (both speaking & writing) is a must.

Additional information

Please note: ABB reserves the rights to withdraw this job publication at any given time.

Location:
Dubai, Generic, Utd.Arab Emir.
Contract type:
Regular/Permanent
Business unit:
Business Unit Grid Integration
Date posted:
2017-10-07
Job function:
Sales
Publication ID:
AE61474447_E5

ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in electrification products, robotics and motion, industrial automation and power grids, serving customers in utilities, industry and transport & infrastructure globally. Continuing more than a 125-year history of innovation, ABB today is writing the future of industrial digitalization and driving the Energy and Fourth Industrial Revolutions. ABB operates in more than 100 countries with about 132,000 employees www.abb.com

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