Lead the charge in Services Sales related to ABB's cutting-edge Automation Systems.
Nurture and expand customer portfolios, driving
ABB Ltd, a top employer in the UK for the last three consecutive years, operates within the Process Automation Energy Industries UK & IE business sector. ABB Ltd is the driving force behind this global technology enterprise, committed to energising the transformation of society and industry for a more productive and sustainable future. By seamlessly integrating software with our electrification, robotics, automation, and motion portfolio, ABB Ltd continually redefines technological boundaries, propelling performance to unprecedented heights. With a storied history spanning more than 130 years, our remarkable achievements are made possible by the dedication of approximately 105,000 exceptionally talented employees dispersed across over 100 countries.
As a Lifecycle Services Sales Account Manager at ABB Ltd, your key responsibilities will include:
1. Services Sales Management: Spearhead sales activities related to ABB's Automation Systems Installed Base. You'll be the driving force behind the promotion and sale of annual service contracts, system upgrades, spares, small projects, and modifications.
2. Customer Portfolio Management : Manage and expand a portfolio of clients. Your role involves identifying and developing sales opportunities linked to ABB's existing Automation Installed Base. You'll be pivotal in understanding customer needs and tailoring solutions to match.
3. Sales Target Achievement: Collaborate with team members to meet sales targets for the Lifecycle Services portfolio. This involves structured follow-up and utilisation of ABB's Process Automation Energy Industries (PAEN) business guidelines and tools.
4. Customer Relationship Building: Forge and nurture long-term relationships with clients. Address specific customer needs and issues, ensuring a high level of satisfaction and loyalty.
5. Risk Management: Identify risks, prepare Risk Review presentations, and seek management approval. Ensure that offers are meticulously prepared and submitted on time, in collaboration with various internal teams like Bid Management and Commercial Management.
6. Strategy Development: Work closely with Lifecycle Services Portfolio Managers to develop and implement effective sales strategies, ensuring alignment with ABB's broader goals.
7. Solution Provisioning: Understand customer needs thoroughly to align and promote ABB's full range of products, systems, and services. Communicate effectively regarding delivery times, payment terms, and general conditions.
8. Market Development: Identify and develop new market opportunities, sharing knowledge and fostering cross-collaboration for market expansion.
9. Technical and Financial Offer Management: Ensure that the technical and financial aspects of offers are accurate, including pricing and trading conditions.
10. CRM Utilisation: Regularly interface with CRM tools (like Salesforce) to manage and update the status of opportunities, including creating detailed visit reports.
11. Industry Engagement: Engage in campaigns, trade fairs, exhibitions, and conferences, and interact with relevant industry bodies to enhance market presence.
The ideal candidate for the Lifecycle Services Sales Account Manager at ABB Ltd will possess a unique blend of skills and attributes:
1. Educational Background: A degree in Engineering, preferably with a focus on Automation. This educational foundation is key to understanding the technical aspects of ABB's Automation Systems.
2. Experience in Sales: At least 5 years of experience in sales, particularly in selling Automation Lifecycle Service offerings. Experience in high-hazard industries such as Chemicals, Pharmaceuticals, Power Generation, Oil and Gas, Offshore Wind, CCUS, and Hydrogen is highly desirable.
3. Technical Proficiency: Knowledge of control systems, whether through formal education or practical experience. Familiarity with ABB's Automation Solutions is a bonus, but not essential.
4. Customer-Oriented Approach: An ability to build and maintain long-term customer relationships, with a knack for understanding and meeting customer needs efficiently.
5. Communication Skills: Strong oral and written communication skills are essential. The role demands clear, effective communication, both within the team and with clients.
6. Commercial Acumen: A commercially savvy approach with a result-oriented mindset. The ability to identify business opportunities and turn them into successful ventures is crucial.
7. Collaboration and Teamwork: Teamwork is at the heart of this role. The candidate should be able to work collaboratively with various teams and stakeholders to achieve common goals.
8. Travel Willingness: Openness to travel, including occasional overnight stays, is necessary to maintain and strengthen customer relationships.
9. CRM Familiarity: Experience with CRM systems, especially Salesforce, is beneficial for effectively managing sales funnels and customer information.
10. Language Proficiency: A good command of English is essential for effective communication within a global team and with diverse clients.
11. Adaptability and Resilience: The ability to adapt to different situations and maintain resilience in the face of challenges is key.
12. Professionalism and Ethical Conduct: High standards of professionalism and a commitment to ethical conduct in all business dealings.
Discover a World of Benefits as a Lifecycle Services Sales Account Manager at ABB Ltd
Join ABB Ltd, an organisation celebrated as a top employer for three years running, and enjoy a suite of benefits designed to enrich your career journey:
1. Competitive Salary: Receive a salary that reflects your expertise and contribution to our team's success.
2. Generous Bonus Scheme: Our performance-based bonus program rewards your hard work and achievement in sales targets, offering substantial financial incentives.
3. 10% Matched Pension Plan: Plan your future with confidence through our pension scheme, where we match your contributions up to 10%, ensuring a secure retirement.
4. Company Car: A company car is provided, facilitating your professional engagements and reflecting the significance of your role.
5. Company Share Scheme: Participate in our company share scheme, an opportunity to invest in and benefit from the growth and success of ABB Ltd.
6. Top Employer Recognition: Be part of an organisation that has been acknowledged as a top employer for three consecutive years, highlighting our exceptional workplace culture and commitment to employee satisfaction.
7. Healthcare Benefits: Our comprehensive healthcare package ensures you and your family's well-being is always a priority.
8. Professional Development: We invest in your future through continuous learning and development opportunities, helping you to grow and evolve in your career.
9. Flexible Working: Balance your professional and personal life with flexible working arrangements, tailored to meet your needs.
10. Inclusive Work Environment: Embrace our diverse and inclusive culture, where every individual is valued and respected.
11. Employee Recognition: Your efforts and achievements won't go unnoticed, thanks to our regular employee recognition programs.
Embrace the opportunity to excel in a company that not only values your expertise but also supports your personal and professional growth. Join us at ABB Ltd and take the next big step in your career!