Electrification Sales & Account Manager , Abu Dhabi, UAE

Electrification Sales & Account Manager , Abu Dhabi, UAE

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ABB is very active across the entire hydrocarbon value chain, from exploration and production to supply, transport and distribution, as well as refining, chemicals and petrochemicals. Our offerings range from integrated automation (Distributed Control Systems - DCS) and electrical products and systems, to engineering, procurement and construction (EPC) services to service itself. Our leading digital products and solutions have been designed to meet the real world needs of the industry. This is based on over fifty years of experience in oil, gas & chemicals, a team of 5,000 experts and the implementation of over 3,000 projects worldwide. You will be part of the sales team of the Oil, Gas & Chemical business unit (BU) which is part of the Industrial Automation division and will be based in Abu Dhabi, UAE. Your role will be to plan and ensure execution of OGC Business Unit or Hub Business Unit sales strategy for assigned area, to achieve both qualitative and quantitative targets for systems and/or services in a profitable way. Responsible for leading and developing and coaching & providing market intelligence to the sales organization proactively, to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction. Also responsible for managing the Key Accounts so as to ensure that there is always a healthy pipeline of business opportunities and protect ABB’s business interest with these stake holders with a focus on large green-field projects.


As an Electrification Sales & Account Manager your main accountabilities will be:

1. Sales Strategy

Create, plan and implement sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy. Achieve sales targets in respect of both budgets and sales efficiency.

2. Sales targets

Establish sales targets and ensures sales achievement through regular oversight and definition and implementation of improvement plans as needed.

3. Customer acquisition

Identify opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources.

4. Information sharing

Coordinate the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitor and provide reports to the Marketing and Sales organization on market intelligence.

5. Customer relations

Support the development of strong relationships with key customers. Build and maintain strong relationships with key decision makers. Ensure efficient marketing communications.

6. Volume, profit and cost

Ensure achievement of sales volume and product mix targets by setting appropriate price and margin for sales. Participate on negotiations of key contracts. Manage ongoing costs.

7. Risk

Monitor client financial status and reports any changes regarding risk to relevant internal partner teams. Identify and manage potential risks relating to contract agreements across customers/channels.

8. Sales process

Take ownership of the sales processes, and all relevant training and development plans, actions and programs.

As an Account Manager, your main accountabilities will be :

1. Strategy

Understand the key business drivers of the relevant customer’s business and business environment and interprets the impact and opportunity for ABB. Participate in the development of sales strategies for the account by providing the customer’s current business and long-term plans. Lead the development and implementation of the account plan and SoW growth actions.

2. Target

Define and propose sales targets for the account and ensures their achievement with a structured follow up process across Divisions and Countries. Sell products/solutions/services to customers, focusing on volume, mix and profitability targets representing all ABB.

3. Marketing

Create added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements, AVL related actions, Technical workshops, Lunch & Learn Sessions).

4. Market Knowledge

Monitor competitors’ activity with the account and ensure that appropriate response strategies are formulated and implemented. Give input on market price developments.

5. Processes and tools

Drive application of standardized Marketing & Sales processes and tools (Salesforce, account plans, AVLs etc.) for the account. Initiation and leadership of Capture Team Selling process for focus projects.


You should be an engineering graduate with a minimum of 8 years of experience in marketing and sales pertaining to the oil & gas industry.

Good in networking, flexibility and team building capabilities with a high degree of initiative, proactiveness and solution oriented work style. Strong written and oral communication skills with ability to manage time and deal with multiple issues, including shifting priorities and schedules will set your candidature apart.

Additional information

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

Abu Dhabi, Generic, Utd.Arab Emir.
Contract type:
Business unit:
Business Unit Oil, Gas & Chemicals
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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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