Sales Manager, Projects (flexible location)

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In this role, you will develop and support execution of the IEC Low Voltage
Motors Division project sales strategy in full coordination with regional
sales teams and regional segment leaders focusing on division core project
industry segments (Chemical, Oil and Gas, Mining, Water & Wastewater, Tunnel
Ventilation). You will be responsible of supporting local sales units to
determine the best fit for purpose product selection and appropriate sales
strategy for each project. You will also assist commercial discussion with End
Users, Engineering, Procurement and Construction and customers with clear
priority to promote ABB position to capture frame agreement and be selected as
approved vendor. You will report to the Head of Segment and Project Sales -
IEC Low Voltage Motors. The ideal candidate is based in the United Arab
Emirates or Egypt. Willingness to travel is required (around ‎30%).

This position reports to

Head of Segment and Project Sales - IEC Low Voltage Motors

Your responsibilities

• Create, plan and implement project sales strategy for Motion IEC Motors Division core project segments (Chemical, Oil and Gas, Mining, W &WW, Tunnel Ventilation) in collaboration with local sales teams and coordinating with regional segment sales.


• Work closely with local sales units to develop and follow up a project pipeline for the region Engineering, Procurement and Construction projects and frame agreement opportunities. Support local sales units for the right product selection and pricing by creating sales guidelines, comments and deviation lists against customer/ Engineering, Procurement and Construction specification.


• Being accountable of developing, leading and following up the segment strategy through annual MOIM Industry plan based on industry trends, key drivers and target projects aligned with Motion Segment plan and in collaboration with local sales units and Regional Segment Sales for Motion to ensure full alignment in the marketplace to ensure we serve the customers in the best possible shape.


• Leverage domain expertise to Motion IEC Motors Markets organization to promote segment and application specific solutions to Original Equipment Manufacturers, Engineering, Procurement and Construction and global End Users.


• Define Value proposition to segments and subsegment applications together with MOIM Product Marketing by understanding the customer buying behavior, key factors for the applications. Actively follow up and develop a project pipeline. Define target projects through collaboration with local sales units, Business Industry Managers on local, regional and global levels and other key stakeholders.


• Team up with local sales teams and support to Identify opportunities at existing and potential new customers within the region. Work closely with local sales teams in the region to strengthen further relationships with key End Users and Engineering, Procurement and Construction in the industry to support ABB position to capture project relevant opportunities.


• Coordinate the flow of information around project sales activities in regards of ongoing opportunities, frame agreement activities and ongoing projects. Share information with project sales team and other stakeholders for global coordination. Monitor and provide information about market trends around Chemical, Oil and Gas megaprojects.


• Support local sales teams, local and regional segment leaders to develop further relationships with key customers, Original Equipment Manufacturers, Engineering, Procurement and Construction and End Users. Support the different teams to sharpen to develop and maintain strong relationships with key decision makers.


• Support setting appropriate price and margin to support sales teams in achieving sales volume and product mix targets aligned in the plan, Support in negotiations of key contracts around large project quotes


• Identify and manages potential risks relating to contract agreements across customers.

Your background

• ‎3-‎5 years of experience with Low Voltage Motors.


• ‎5 years of sales/business development experience in the related industries.


• Experience with large and complex projects.


• Bachelor 's degree in Engineering or Commercial field.


• Strategic thinking, competence in analyzing and managing complex business situations.


• Strong communication skills.


• Self-guided and determined, good self-confidence and stress tolerance.


• Fluent English language skills, Arabic or any regional language is an advantage.

Benefits

• Retirement plan

More about us

The IEC LV Motors Division is a global market leader focused on helping
industries, cities, infrastructure and transportation increase energy
efficiency. The division offers a full range of energy efficient low voltage
motors, including SynRM (synchronous reluctance) motors to help customers
reduce power bills and cut emissions. With rugged designs, a global footprint
and application expertise, IEC LV motor solutions have a well-earned
reputation of improving reliability and productivity in the most demanding
applications For further information: Pekka Tuomas Uusitalo - Head of Segment
and Project Sales Gabor Kiss - Senior Global Talent Partner ABB Asea Brown
Boveri Ltd. We look forward to receiving your application. If you want to
discover more about ABB, take another look at our website www.abb.com. #LI-
Hybrid