Account Manager , Eskom at ABB

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.