At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. That's our story. Make it your story.
Your role and responsibilities:
In this role, you will have the opportunity to develop an effective (business area/division/product group) sales strategy within the specified market scope (global/regional) and maintain it, to improve ABB's market penetration and realize growth aspirations.
Each day, you will define, plan, lead, and ensure the execution of sales strategy to achieve both qualitative and quantitative sales targets for products, systems, and/or services to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction.
You will also showcase your expertise by leading, developing, and coaching the Sales organization (other sales managers and sales specialists within scope) to achieve the sales targets, through high performance.
The work model for the role is: #LI-Onsite.
This role is contributing to the Process Automation Measurement & Analytics Business Line Instrumentation in ASIA(Including India).
You will be mainly accountable for:
- Planning and ensuring the execution of the Business Line Instrumentation sales strategy for ASIA (including India), with the strategic mandate to improve performance across our chosen industry segments, key accounts, and channels.
- Being accountable for the ASIA (including India) region P&L of the Business Line's Sales organization, ensuring that we have both qualitative and quantitative targets for products and services in place to enable maximum profitability and market share.
- Leading, developing, and coaching the Sales organization proactively to exceed sales targets through high performance, ensuring high levels of customer satisfaction.
- Creating, planning, and implementing sales strategy, along with strategic sales and business development initiatives, in alignment with the global sales strategy. Achieving sales targets in respect of both budgets and sales efficiency.
- Ensuring the achievement of sales volume and product mix targets by setting appropriate prices and margins for sales.
- Anticipating and identifying shortfalls in performance and taking appropriate remedial actions proactively.
- Identifying and evaluating new opportunities with existing and potential customers, determining plans for implementation, and allocating required resources.
- Planning and executing customer surveys and acting on the survey results to ensure a high level of customer satisfaction.
- Participating in the negotiation of key contracts.
- Ensuring (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled, and directed. Coaching, motivating, and developing direct and indirect subordinates within HR policies. Driving and ensuring know-how sharing and cross-collaboration.
- Developing and executing the sales strategy for the overall 9 countries: Japan, Korea, India, Vietnam, Thailand, Singapore, Malaysia, Australia, and New Zealand.
Qualifications for the role
- You are immersed in sales strategy across all markets.
- You can demonstrate your 15+ years of experience in instrumentation sales.
- Highly adept at developing and maintaining strong relationships with key customers and decision-makers.
- You are passionate about customer satisfaction, sales excellence, team development, product knowledge, market trends, and problem-solving.
- You have an engineering degree in instrumentation, electrical, or electronics.
- You are at ease communicating in English, both verbally and in writing.
