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This position reports to
Business Manager - Commercial and Operat
Your role and responsibilities
In this role, you will have the opportunity to drive service sales processes, generate service sales opportunities and secure profitable sales within the designated areas. Each day, you will focus on Installed Base (IB) penetration and selling the entire Service product portfolio. You will also showcase your expertise by building long-term customer relationships and ensuring immediate response to specific customer needs and issues.
The work model for the role is:
This role is contributing to the Measurement & Analytic in Singapore.
You will be mainly accountable for:
- Penetrates into IB, promotes various upgrade, retrofit, and value-add solutions to the benefit of the customer(s) and ABB. Utilizes IB database to understand the existing IB and identifies and develops sales opportunities for service products and solutions to penetrate the existing IB or new IBs in the market
- Understands the channel strategy and the establishment of related prices and prepares sales plan, reviews them, and proposes recovery plan(s) when needed.
- Focuses on the entire service portfolio to secure profit for assigned business / product groups.
- Generates service sales leads and develops new market opportunities by utilizing market trend information and through identifying and exploring potential new service portfolios. Sells entire service product portfolio to expand ABB footprint in the designated area(s).
- Acts as a marketer/salesperson of ABB's service products and solutions during marketing activities (campaigns, trade fairs, exhibitions, conferences, customer meetings).
- Translates the needs of customer into relevant ABB Service offerings and solutions.
- Establishes long-term customer relationships by understanding their requirements and applicable regulations and by demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM).
- Documents customer feedback and ensures customer satisfaction throughout the sales process.
- Updates IB in the Service database regularly with the changes made at site. Reports leads/opportunities, manages, and updates pipeline in CRM. Plans and performs the right number of weekly sales visits and reports them on CRM. Updates and monitors sales proposals and tenders and follows-up on proposal statistics.
- Contributes to risk assessments related to price and quality. Registers required information into the appropriate customer database.
- Communicates contract details in accordance with ABB offering and strategy and manages administrative sales processes.
Qualifications For The Role
- Bachelor degree in Automation or Chemical Engineering
- More than 5 years working experience in Automation, Instrument & Analytical sales or project experience.
- General Sales Practices and contract negotiation
- Marketing, Sales and Product ManagementCustomer Centricity
- Service proposal and tender the bid
- Knowledge of Gas and Water Analyzer products.
- Account management, service sales experience with order target performance.
- Power utility and O&G industry background. Semiconductor experience is a value add-on.
- Able to handle multi tasks and manage different customers for products and project solution selling.
More about us
The Measurement & Analytics Division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers, working at the heart of industrial digital transformation. The Measurement & Analytics Division's portfolio consists of analyzers measuring compositions of gases and liquids; instrumentation measuring process variables such as temperature, pressure, flow, and level; force measurement solutions measuring parameters such as flatness, thickness, and tension; and advanced digital solutions for device management, device health check and predictive maintenance. The Measurement & Analytics Division serves key industries such as oil and gas, chemical, water and wastewater, power, hydrogen, batteries, as well as the marine industry. The Division enables the optimization of industrial processes by providing and analyzing data collected from sensing and smart measurement devices. Parameters such as emission levels and production inputs are measured by providing before and after values, enabling efficient operations and environmental sustainability through measurement.
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