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You will be working as a Service Marketing & Sales Specialist and will be the part of Electrification Business Area for Services Division located in Dubai, UAE. In this role you will drive service sales process in collaboration with the Service Sales Manager and/or Service Manager. Generate service sales opportunities and secure profitable sales within the designated area(s). Focus on installed base penetration (IB) and sell the entire Service product portfolio in collaboration with other ABB service units. Build long term customer relationships and ensure immediate response to specific customer needs and issues.
This position reports to
Service Sales Manager
Your responsibilities
Good knowledge in MV & LV electrical networks including switchgears, protection relays etc. Identify customer needs and position digital portfolio solutions which add value to the customer assets, understand the channel strategy and the establishment of related prices and prepare sales plans, reviews them, and propose recovery plan(s) when needed.
Regularly update installed base in service (the approved service database) with the change made at site, generate opportunities and lead to meet the assigned sales target. Utilize IB database to understand the existing installed base (IB) and identify and develop sales opportunities for service products and solutions to penetrate the existing IB/new IBs in the market and promote various upgrade, retrofit and value add solutions to the benefit of the customer and ABB.
Focus on the entire service portfolio to secure profit for assigned Business/Product Groups. Own and implement electrification service (ELSE) sales strategies to ensure sustainable growth in orders and profitability (Future projections). Account and segment focus approach to position advanced services, replacements, retrofit & upgrade, installation and commissioning, service workshop offerings, spare parts, SLAs (Service level agreements), energy efficiency, digital solutions, customer training, etc.
Ensure that all related activities meet legal and ethical compliance requirements are in accordance with overall company policies & procedures are conducted with employee safety as a priority and are aligned with the organization’s goals and objectives. Generate service sales lead and develop new market opportunities by utilize market trend information, identify, and explore potential new service portfolios.
Take a One ABB approach to leverage other colleagues’ portfolios, establish long term customer relationships by understanding customer requirements and applicable regulations and demonstrate in-depth technical service product/solutions knowledge to promote Life cycle management (LCM). Register customer feedback and ensure customer satisfaction throughout the sales process.
Plan and perform the right number of weekly sales visits, report them on CRM., report lead/opportunities, manage and update pipeline in CRM, sell entire service product portfolio to expand ABB footprint in the designated area(s). Ensure 95% accurate forecasting of orders and organize customized technical events to improve ABB’s acceptability with end-users.
Your background
Bachelors degree in Electrical Engineering.
5 to 7 years of experience in service sales within UAE market.
Proven track record as a service sales engineer for switchgears and protection relays.
Previous engagement and customer relationships with major government end-users entities and industrial customers in the region
Background in digital solutions & selling service agreements is a plus
Good verbal and written English communication skills.
Benefits
Retirement plan
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