Understands the key business drivers of the relevant customer’s business and business environment and interprets the impact and opportunity for ABB.
Participates in the development of sales strategies for the account by providing the customer’s current business and long-
term plans. Leads the development and implementation of the account plan and SoW growth actions.
Defines and proposes sales targets for the account and ensures their achievement with a structured follow up process across Divisions and Countries.
Sells products / solutions / services to customers, focusing on volume, mix and profitability targets representing all ABB.
Creates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements, AVL related actions).
Monitors competitors’ activity with the account and ensures that appropriate response strategies are formulated and implemented.
Gives input on market price developments.
Processes and tools
Drives application of standardized Marketing & Sales processes and tools (Salesforce, account plans, AVLs etc.) for the account.
Professional engineering graduate
Excellent interpersonal relationships
5 years of experience (Minimum)