Service Sales Specialist at ABB

You will be mainly accountable for:

• Ensure that market information (monitoring of competitors, offerings to customers, price levels) is updated and documented in written form in the provided systems locally and globally.
• Ensure the flow of information to Service Manager and/or Sales Manager about new entrants or other parameters influencing the market
• Contribute to the identification and development of new and/or potential customers
• Act as marketer/salesperson of ABB’s services and solutions when appropriate, for instance at trade fairs, exhibitions, conferences, customer meeting
• Utilize the available marketing material including price lists or other available information to identify leads.
• Translate the needs of the customer into the relevant ABB’ Service offering
• Understand the underlying needs of the customer and identify new business opportunities, as well as growing the business with existing customers.
• Has sufficient knowledge about the ABB Service offerings in order to facilitate the sales process with the customer.
• Provide sufficient planning of customer visits and follow up on leads developed
• Visit customers to build a lead and opportunity pipeline
• Run the negotiations with the customer and secure the business to the agreed margins, as well as ensuring a high level of customer satisfaction throughout the sales process.
• Participate and contribute with the various risk assessments in order to ensure the proper balance between price and quality.
• Chart out and monitors sales proposals and tenders (e.g. quantity, margin, product/ system), and follow up statistics concerning sales proposals.
• Ensure that payments from the customer are received in accordance with the terms and conditions of the contract in order to avoid due payments.
• Ensure that the sales proposals submitted are followed up and agreements are signed, and that they are in line with established requirements of the unit.
• Meet the expected number of customer visits as established in the target setting with the Sales Manager.
• Ensure that the customer database is maintained updated with customer information, contact persons, businesses and activities.
• Ensure that contracts are executed correctly and that deliveries (products, goods and/or services) are on time at the agreed cost, with the assistance of administrative sales support
• Ensure that the customer is satisfied and that any customer complaints is registered in database

Qualifications for the role

• Degree or Diploma in Electrical Engineering
• 10 years + Service Sales experience in low voltage and medium voltage market
• Extensive knowledge within the utilities industry
• Proven track record of consistently surpassing targets
• Excellent knowledge of ABB service offering
• Good knowledge of ABB products/systems and service solutions
• Significant sales drive, focus energy to achieve and close profitable deals. Ability to push himself/herself to develop in line with the changes in the organization
• Excellent skills in Customer relations: Show a mature selling behavior and actively drives discussions and negotiations to the benefit of the business with customers
• Good knowledge in contract negotiations and contract risk management
• Good knowledge of the NEC Contract
• Understand and use sales processes and related tools
• Knowledge of ABB health and safety procedures
• Ability to identify customer service needs and to match those with ABB service offerings.
• Ability to find innovative solutions to meet customer service requirements.
• Ability to accurately estimate costs of service offerings
• Actively demonstrates one ABB approach including teamwork ahead of personal objectives
• Preference will be given to Employment Equity Candidates.