Head of End User Sales - Turbochargers

Head of End User Sales - Turbochargers

Leads the end user sales team of the LBU. Sets targets based on LBU Strategy. Ensures appropriate market coverage for new business end user influencing and service sales for LBU. Ensures alignment with existing OEM and End User Agreements. Accountable for owner decisions in favour of ABB in new business and service revenues and margin of LBU. Builds professional long term relationships with the local customer base.

Tasks:

Execution
• Develop, implement and monitor sales strategies, sales plans and sales support activities for the LBU, including sales targets, marine and incentive targets, customer visit plan, training plan for sales team, resources plan, revenues, customer communication and events plan.
• Lead and monitor end user sales team to drive sales of services and service products such as MMA / Lifecycle Care agreements as well as end user decisions to specify ABB t/cs for their newbuilding projects to capture full market potential.
• Build long term relationships with key customers at all levels, explore new business opportunities and generate new installed base, or market share by influencing through key decision processes.
• Ensure adherence to existing rules and policies such as Circular Letters and Compliance.

Business Development
• Request and propose market intelligence and business development projects as required to drive the growth of the business.
• Share information gained from customer visits as part of market intelligence input
• Support Business Development as required to achieve overhaul LBU goals
• Utilize data and proposals from BD on customer profile, customer ranking, market demand, business potential.
• Update customer database (Aturb)

Monitoring
• Monitor and verify major customer complaints and claims, coordinate with other functions to develop solution. Support definition / implementation of corrective actions
• Review, monitor and evaluate the sales performance of individual sales engineers in LBU.
• CHTUS cooperation and communication
• Responsible for overall LBU sales budget, margin and market share

Planning
• Select, establish and lead sales team of LBU, allocate budget to sales engineers, set guidelines and polices for sales engineers.

Requirements:

Essential
• Commercial acumen
• Knowledge of ABB Turbocharging product and services
• Ability to work under pressure and work on your own initiative.
• MS Office skills including Word, Excel, PowerPoint etc.
• Demonstrate excellent customer focus
• Time Management – deadline driven
• Presentation & communication (written & verbal) skills

Location:
Telford, Shropshire, United Kingdom
Contract type:
Regular/Permanent
Business unit:
Turbocharging
Date posted:
2017-08-28
Job function:
Sales
Publication ID:
GB62527691_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 132,000 employees www.abb.com

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