Regional Market Leader, Dubai, UAE

Regional Market Leader, Dubai, UAE

You as a Regional Market Leader will be a part of the Power Grids division which is a global leader in turnkey power projects & 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. You will be accountable for the long-term profitable growth and marketing of the ABB’s Grid Integration offering within the region of responsibility.Translate global product strategies into meaningful regional sales strategies and support implementation with sales, bid & proposal and local FES. Relentless push of the ABB’s Grid Integration offering with internal regional teams as well as with external customers and partners within the region.

Tasks:

Your main responsibilities will include:-

A – MARKET TO PRODUCT

MARKET ANALYSIS

• Track and analyze the regional power grid, industrial and transport market dynamics (policies, regulations, customers, competition, technology trends, etc.). Translate regional market research results into impact analysis and recommendations for the business and offering portfolio of the BU going forward. Provide market intelligence support and guidance for the BU growth and positioning strategy within the region.

• Size, analyze and forecast regional power grid, industrial and transport market demand (such as Total Market, Available Market, Offered Market) with the relevant BU market segmentations.

• Act as the interface point between regional teams and the BU and GPGs for market and strategy processes such as DOE, Heatmaps and PIE Budget.

CUSTOMER VALUE

• Consolidate customers’ profiles relevant for the BU within the region in close coordination with global and key account managers.

• Map and track customer value drivers such as products performance, market prices and delivery models within the region with the relevant BU offering segmentations.

• Lead and coordinate Win/Loss analysis process within the region (statistics, deep-dives, etc.). Consolidate actions stemming from Win/Loss analyses and track progresses to close them timely whether with Regional teams and/or with Global product groups.

• Collect and analyze customers’ feedbacks on the BU offering portfolio from relevant channels: ensure close contact with BU sales and front-end-sales, organize “Voice-of-Customer” campaigns whenever appropriate.

• Perform competitor analysis for the region

B – PRODUCT TO MARKET

PORTFOLIO MANAGEMENT

• Track and analysis competitive gaps of the existing BU offering. Unveil white-spots for new offering. Translate gaps into specification and provide feedback to the respective GPG product management leadership (eg. Global Product Manager).

• Align global product roadmaps with regional business pipeline and needs. Flag disconnects in product releases and manage the regional product releases (pre-information to sales, events, etc.)

• Shape growth strategy, business models and business plans for the introduction of new BU offering in the region. Actively support their implementation.

PRODUCT PROMOTION

• Build-up regional marketing plans based on the global GPG strategy, new offering introduction plans and regional business strategy.

• Support regional promotion campaigns and customer events in coordination with BU communication, product management and sales.

• Release promotional materials focusing on regional needs in alignment with promotion portfolio of the GPGs.

C – COLLABORATION AND INTERFACING

• Actively provide feedbacks on market intelligence, customer value and competition move, requests on competitiveness improvement and support for strategy implementation and go-to-market to the BU / GPG Product Management and Marketing leaders (eg. Global Product Managers).

• Lead the coordination of internal sources of market/customer/demand information coming from BU sales, Front-End Sales and Account Management from the specific countries and offering into a full regional view.

• Be the interface point between the regional teams and the BU for market and strategy processes such as DOE, Heatmaps and PIE Budget or any specific strategic action required by the BU.

Requirements:

Ideally you should have a university degree in business management or engineering with 7+ years of experience in marketing and/or selling industrial systems (ideally in grid systems) within the region of responsibility. Technical understanding of grid integration products and solutions is required. Proven experience in customer-facing activities: sales management and/or product promotion.Adequate analytical and financial skills to perform market analysis and prepare business plans with active interest in energy economics and politics, reading the specialized trade press, market research reports and other specialized publications is essential.
Excellent communication skills, both written and oral is required with ability to synthetize complex or ambiguous issues into simple and clear statements. Solid influencing and networking skills, matured in an international and multi-cultural environment. Ability to travel 30+% of the time.
Fluency in English and at least one other key language of the region, both written and spoken is an advantage.

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:
2017-11-27
Job function:
Marketing
Publication ID:
AE63479838_E1

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 136,000 employees www.abb.com

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