Service Sales Specialist

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This position reports to

Marketing & Sales Manager

Your role and responsibilities

In this role, you will have the opportunity to drive service sales processes, generate service sales opportunities and secure profitable sales within the designated areas. Each day, you will focus on Installed Base (IB) penetration and selling the entire Service product portfolio. You will also showcase your expertise by building long-term customer relationships and ensuring immediate response to specific customer needs and issues. This role is contributing to the Electrification Business Area in Longmeadow. 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.

More about us

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