Market Development Representative

Basic Info

Stone, Staffordshire, United Kingdom
Job type
Line Management / Project lead

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.

ABB is a market leading provider of infrastructure and software solutions to the energy & utility industries. ABB Enterprise Software is a wholly owned subsidiary and the European sales team provides consulting, software solutions, support and maintenance to customers across the Energy, Utility, Transportation and Mining sectors.

The team is looking to significantly increase market share for both long and short-sales-cycle solutions, and requires an experienced and skilled Market Development Representative to help achieve this through pipeline augmentation.

The Marketing Development Representative will have the drive, experience and skills to:
- Learn and promote the value proposition of the ES solutions such as Connected Asset Lifecycle Management and Energy Portfolio Management solutions
- research the relevant markets for sales opportunities
- conduct targeted lead generation campaigns and activities using appropriate marketing mechanisms and tools
- prospect, nurture and cultivate new and existing leads and clients to support sales and growth of the solution sets
- support the regional marketing team with qualification of leads generated from marketing programs and events

Your responsibilities

• Raise Sales and Marketing efficiency and add incremental new qualified opportunities expanding the pipeline to meet the desired targets according the BANT criteria - Budget, Authority, Need, Timing
• Ensure all prospects are being nurtured, accelerated, engaged as appropriate utilizing various Demand Generation Tactics and execute as a Lead Generation team. Existing opportunities are restarted, enhanced and further developed when stalled, helping Sales to reengage
• Help Sales attain their desired goals, acting as a reliable extension of the various Sales teams to penetrate accounts, convey appropriate messaging. Bringing new ideas, concepts and new contacts to the Sales teams and approach their customers with new innovative ideas to help keep them aware of new areas of innovation, solutions and relevant events
• To be an innovative partner to Marketing to help showcase their activities and messages to the market
• Identify markets for opportunities, target companies & contacts, generate leads, qualify and nurture to help convert to sales
• Maintain and expand database of prospects
• Maintain a high-level solution expertise and competitive intelligence
• Identify decision makers amongst the targeted leads in order to initiate the sales process
• Develop sales plans in order to achieve individual and company goals
• Submit accurate and complete information in
• Provide regular updates to management regarding opportunities, trends and challenges
• Meet or exceed monthly and quarterly Pipeline quota objectives
• Drive attendance to marketing events, conduct follow-ups, respond to enquiries from call, websites and marketing activities
• Schedule demos and meetings to assist sales process
• Represent yourself and ABB in a highly professional manner

Your background


Knowledge and Experience
• Educated to diploma or degree level
• At least 5 years of experience in a sales prospecting role, supporting an outside sales team preferred
• Experience in driving new leads and assisting sales growth
• Sales discovery skills to assess opportunities
• Experience working with Product Management team as the portfolio of products are complex
• Experienced in understanding of technical concepts and technology, and communicating its value proposition
• Experience in prospecting via phone and email
• Ability to establish rapport at multiple levels of decision makers
• Experience understanding and managing sales cycles
• Ability to work in fast-paced environment
• Experience with CRM systems such as SFDC
• Knowledge & experience of Social Selling & Digital Marketing
• Ability to engage with target audiences across Europe, Middle East and Africa

Skills / Working Style
• Proactive with excellent organization and time management skills
• Outstanding customer service skills
• Excellent listening and communication skills including written, verbal and presentation
• Self-motivated and results driven
• Negotiation and problem solving skills


• Experience in the energy, utility and transportation sectors a huge plus
• European language skills

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