Consulting Sector Manager

Applications closed

Basic Info

Location
Stone, Staffordshire, United Kingdom
Job type
Full-Time
Contract
Regular/Permanent
Sales
Professionals ( > 2 years of work experience)

ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in power grids, electrification products, industrial automation and robotics and motion, serving customers in utilities, industry and transport & infrastructure globally. Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions: bringing electricity from any power plant to any plug and automating industries from natural resources to finished products. As title partner in ABB Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 147,000 employees. www.abb.com

The Consulting Segment Manager (UK) role is to serve as the primary commercial representative of Power Grids Consulting (PGC). PGC is a functional aggregation of Division-wide consulting and consulting-like technical/analytical advisory offerings that are presented to the UK market as a collaborative, aligned, unified, and impactful consulting offering

Your responsibilities

• Actively engaging and maintaining strong working relationship with PGC points of contact (POC) within 4 BU and Divisional organization
• Developing and maintaining (with the support of PG Consulting elements and ABB Marketing) sales collaterals for communication to UK WCFE Team
• Communication of PG Consulting offer (v/v collaterals, brochures, training and instruction, etc.) to UK WCFE in order to create awareness and functional degree of expertise with regard to identifying and developing market opportunities
• Acting as lead commercial and sales representative for the UK Developer and Financial sectors (as well as other “white spaces”, as required)
• Functioning as conduit between Customers and PG Consulting POC/resources for consulting-related sales leads identified by UK WCFE in Generators, TSO, DNO/DSO, Regulatory, End-users, Infrastructure, and Aggregator sectors
• Engaging with designated Power Grids Consulting representatives from each BU to coordinate, manage, and report both sales and fulfillment activities relating to Power Grids Consulting in the UK (v/v SFDC)
• For white spaces in UK WCFE organization, provide nominal representation of ABB Power Grids Division’s Products & Systems (specifically, Developers, Financial, Infrastructure, and Aggregator sectors)
• Managing customer expectations, WCFE coordination, and Power Grids Consulting’s responsiveness to those needs
• Valuation and implementation of consulting in both the pull-through and revenue model formats
• Expanding the use and utilization of SFDC to track and report on PGC Marketing and Sales efforts
• Guiding the approach to developing and releasing new consulting offerings in anticipation and response to market needs (the selection of which are facilitated by the PGC Model)
• Addressing regional challenges to scalability and deployment
• Manages and is responsible for the demand market for Power Grids Consulting in the UK
• Manages and is responsible for the Power Grids Consulting demand-side budget of the Country
• Responsible for creating, planning and implementing the sales, marketing (and communications) strategies for UK Power Grids Consulting in accordance with local marketing and sales strategy and budget
• Produces and executes action plans to deliver on the strategy
• Is a key and active member of both the UK WCFE and Power Grids sales leadership teams
• Is a key and active member of the Power Grids Consulting business leadership team and represents the sales and marketing function in that leadership team ensuring strategic alignment and tactical priorities with the Division and Regional Sales organization
• Grows the breadth and depth of the Power Grids Consulting business
• Owns the orders budget for Power Grids Consulting in the UK, ensures priorities are defined, reviewed and acted on to achieve the budget
• Owns and delivers the monthly order forecast for Power Grids Consulting in the UK
• Defines key sales and marketing targets in line with Division strategy and ensures these are achieved
• As necessary and directed, manages sales professionals and support staff, ensuring that Power Grids Consulting sales initiatives and campaigns are properly organized, staffed, skilled and directed
• Coaches, motivates and develops direct and indirect subordinates within HR policies
• Ensures local sales teams are provided with necessary training and receive appropriate and timely support in securing and executing Consulting-related engagements
• Drives and ensures know-how sharing and cross-collaboration
• Develops a strong performance based sales culture within the Power Grids Consulting business in cooperation with other leaders in the Front End Sales organization
• Owns, manages and drives sales pipeline for Power Grids Consulting, leads capture teams where necessary to ensure targets are met and long term profitable growth achieved
• In line with the sales team strategy manages and develops appropriate relationships with customers and key accounts. Serves as escalation point for questions and issues, and collects customer feedback and input
• Bid & Proposal: Ensures proposals are developed and approved to enable negotiations
• Support quotations to promote optimal outcome. Ensures all status updates and documentation are accurately traced in appropriate systems
• Takes local responsibility for the Power Grids Consulting mix and maintains the accuracy of data for project pipeline and orders received forecast and competitive feedback
• Maintains and builds on opportunities in existing customer base
• Organizes and promotes after-sales service activities. Ensures appropriate order handling of products/systems/services
• Ensures contracts are appropriately managed with adherence to payment terms
• Identifies all existing and new strategic segments and business opportunities based on analysis, defining strategy/business plans with PG Consulting and coordinating the relevant teams
• Market analysis: oversees the market intelligence process ensuring detailed market analyses of market drivers and trends, key completion, and emerging technologies
• Produces monthly and ad-hoc reports to monitor market and progress
• Responsible for the product marketing, industry, segment marketing and strategic and tactical marketing plans to support execution of the PG Consulting UK marketing plan
• Initiates, implements and reports market analysis and marketing activities
• Widens the customer base through white space and other growth initiatives
• Ensures the market is monitored by developing and maintaining efficient marketing tools and implementing coordinated marketing analyses and activities
• Collaborates internally and oversees preparation of competitor analyses ranging from full profit and loss account (P&L) and main financial data to company profile and net sales analysis
• Responsible for minimizing the risks regarding the agreements/prices across customers

Your background

• Degree in Electrical Engineering/equivalent technical/functional knowledge, ideally combined with a Diploma/ Degree or equivalent Business Management
• Advanced degree/MBA desirable
• Professional experience and know-how
• Power Grid Market/Industry experience
• Sales leadership experience in industrial sales
• Consulting sector industry a strong plus
• Chartered designation a plus
• Action oriented
• Commercial/Financial acumen
• Client focused
• Results Oriented
• Developer of people/mentor
• Team oriented collaborator

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