Area Sales Manager,Zambia & Zimbabwe at ABB

Introduction:
You as an Area Sales Manager, will be part of Power Grids business based in Zambia & Zimbabwe.Reporting to the LBU Operations Manager, you are responsible for supporting the defined Sales organization and customers throughout the sales process in the assigned area. Increasing new and existing business by supporting the Sales organization to have relevant knowledge of products and markets.

Your responsibilities

• Goal setting and sales planning: Participating in sales strategy discussions for assigned area, agrees short- and long-term goals and negotiates the Product Group sales budget. Creating the area Product Group sales plans together with local sales organization.
• Marketing: Analyzing customer needs and competitor offers through general market information and information provided by local Sales organization. Ensuring efficient marketing actions and communication to local Sales organization and customers and communicates the value proposition of the products, systems, service and packages.
• Sales support: Supporting the local Sales organization/customers in determining the most technically appropriate and cost-effective solutions and in the preparation of demanding offers. Providing technical support during the technical meeting, product presentations and negotiations and offers product/solution/service-related training. Responsible for defining the transfer price and selling products, systems and service to local Sales organization focusing on volume, mix and profitability targets for Global Product Group.
• Post-sales support: Taking ownership of specific customer cases to ensure efficient customer issue resolution. Responsible for analyzing lost proposals to increase future competitiveness.
• Reporting: Performing regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls. Requesting the sales forecast of assigned countries for production planning. Providing regular reports of the area sales activities and training.
• 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

• A Degree in Electric or Electronic Engineering or equivalent.
• Minimum 8-10 years of experience in customer relationship building, business development and sales in the utility environment.
• Proven track record of sales of Power Grid projects and products
• In depth understanding of the market and operating environment of the target country
• Proven experience in working with cross-country teams in the business areas of Power Grids, including capture team experience.
• Must be willing to travel extensively.