Sales Manager – Utilities at ABB

Join ABB and work in a team that is dedicated to creating a future where innovative digital technology allow greater access to cleaner energy.
The Power Grids business delivers products, systems, service and software solutions as part of its comprehensive power & automation offering for the grid across the power value chain - serving utility, industry, transportation and infrastructure customers.
You as a Sales Manager - Utilities, will be part of Power Grids business based in Modderfontein, South Africa and has regional responsibilities. Reporting to Local Sales ＆ Marketing Manager, you are responsible for planning and ensuring execution of Division, Business Unit or Product Group sales strategy for the utilities segment, to achieve both qualitative and quantitative targets for products, systems and/or services in a profitable way. Responsible for leading and developing and coaching the Sales organization proactively, to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction.

Your Responsibilities

• Sales strategy : Creating, planning and implementing sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy. Achieves sales targets in respect of both budgets and sales efficiency.
• Sales targets : Establishing sales targets and ensures sales achievement through regular oversight and definition and implementation of improvement plans as needed.
• Customer acquisition : Identifying opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources.
• Information sharing : Coordinating the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitoring and providing reports to the Marketing and Sales organization on market intelligence. Working with the Business Line Market Managers to coordinate sales activities between the business lines and exploit synergies.
• Customer relations : Supporting the development of strong relationships with key customers. Building and maintaining strong relationships with key decision makers. Ensuring efficient marketing communications.
• Volume, profit and cost : Ensuring achievement of sales volume and product mix targets by setting appropriate price and margin for sales. Participating on negotiations of key contracts. Managing ongoing costs.
• Risk : Monitoring client financial status and reports any changes regarding risk to relevant internal partner teams. Identifying and managing potential risks relating to contract agreements across customers/channels.
• Sales process : Taking ownership of the sales processes, and all relevant training and development plans, actions and programs.
• People leadership and development : Ensuring that the area of responsibility is properly organized, staffed, skilled and directed. Coaching, motivating and developing direct and indirect subordinates within HR policies. Driving and ensuring know-how sharing and cross-collaboration.
• Account management : Managing the strategic relationship with Eskom for the Power Grids business. 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.
• 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 bachelor’s degree in technology or B. SC degree in Electric or Electronic Engineering or equivalent.
• Minimum 7 years of experience in customer relationship building, business development and sales in the utility environment.
• Proven track record of sales of projects in the utility environment
• ECSA Professional registration is desirable
• Experience in working in Southern Africa, with a track record of relationships built with the utilities in this region.