Account Manager - Eskom at ABB

You as an Account Manager, will be part of Power Grids business based in Modderfontein, South Africa. Reporting to Local Sales Manager ,you are responsible for developing, implementing and managing the account(s) strategy focused on growth, profitability and customer satisfaction. Coordinating the sales activities and managing resolution of specific customer problems.
Your Responsibilities

• Account strategies : Participating in the development of sales strategies for accounts by providing the customer’s current business and long-term plans.
• Sales targets : Defining and proposing sales targets and growth margins for the account and ensures their achievement with a structured follow up process.
• Account plan : Leading the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposing recovery plans in case of potential order shortfalls.
• Customer relations : Establishing and developing account relationships based on a defined strategy. Acting as focal point for problem resolution and monitors customer claims. Planning, facilitating and conducting customer negotiations.
• Customer knowledge : Developing, maintaining and sharing detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
• Volume and profit : Selling products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit.
• Market activity : Monitoring competitors’ activity with each account and ensuring that appropriate response strategies are formulated and implemented.
• Sales : Creating added value for the customer and ABB by ensuring a coordinated sales approach. Communicating details in accordance with ABB supply, offering and strategy.
• Marketing : Coordinating the use of internal or external resources in order to provide value added services to accounts.
• Safety and Integrity: Living ABB’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background

• An Engineering degree or MBA required.
• Minimum 15 years of experience in power utility industry, at least 10years of experience in an Eskom-type environment.
• Deep understanding of the power utility environment, particularly Transmission and Distribution.
• Demonstrated ability to interact with C-suite executives as well as function leads in Eskom.
• Ability to take ownership and handle many complex problems at once, with good interaction skills and coordination capabilities of many different role players, both external and internal.