Hoisting Sales Specialist at ABB

About the Job

You will be working as Hoisting Sales Specialist and will be part of Process Automation business area for Process Industries division based in Longmeadow, South Africa. In this role you will be reporting to Hoisting Sales Manager and will be responsible for sales of electrical and mechanical solutions within process industries market segments of hoisting in accordance with the local Sales Strategy for Sub-Saharan Africa. Achieve both qualitative and quantitative sales targets in a profitable way: orders, growth, revenues, profitability, market share and customer satisfaction. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify Customers and develop Prospective opportunities into orders.

Your responsibilities

• Selling hoisting solutions, focusing on achieving the order target and GM for solutions, establishing and maintaining effective customer relationships (end users and EPCs) to understand customer needs
• Promoting customer understanding of full product, systems and services offering to align and influencing the customer to purchase from ABB, ensuring a positive customer experience throughout the sales process
• Preparing sales opportunity plans that define scope, player map, strategy, tactical actions and support required to win the maximum share of scope within the opportunity, preparing Key Account customer planning to create demand within the customer stakeholder network
• Mobilizing customer budget applications and delivering value proposals to customer team to convert the demand creation concepts into tangible business orders, performing regular status reviews and proposing recovery plans in cases of potential order shortfalls
• Creating added value for the customer and ABB and ensuring the successful outcome of transactions, contracts and proposals by using effective sales techniques, communicating details in accordance with ABB offering and commercial strategy (delivery time, payments, and general terms and conditions)
• Ensuring efficient marketing activities and value proposition topics are regularly mobilized to customers, identifying and driving the development of new market opportunities in the designated market industries and ensuring know-how sharing and cross-collaboration
• Managing administrative procedures in sales and tendering processes, supporting collection and project management activities when needed, preparing offers in coordination with the bid and proposal team, ensuring appropriate technical and financial aspects of offers, including prices and trading conditions

Your background

• Tertiary qualification in automation or electrical engineering
• Minimum 8 years of experience in sales, tendering, project management, services or project engineering within the industrial segments such as hoisting
• Experience in sales skills such as disciplined and methodical preparation, ability to connect and listen and understand customer requirements, effectively consult, and position value propositions and solutions, create compelling Techno-Commercial Offers and winning through effective negotiation techniques
• Process Automation experience and application knowledge, projects experience within one or multiple of the industrial segments such as hoisting, mining, as Hoisting control and safety circuits, medium voltage, low voltage, motor control and variable speed drives AC and DC mechanics and hoisting mechanicals
• Preference will be given to EE candidates.