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This Position reports to:

Position: Sales Manager - National Panel Builders Channel

Reporting line: Sales Manager - CN LBL Grid Components

Overall Summary

Sales Manager - National Panel Builders Chaneel is one of key Sales leaders in Electrification Distribution Solution China Sales team. Drive panel builder channel sales strategy and implement sales plan with sales team in focused key segments, partnering with panel builders to ensure sustainable growth of Grid Components in China market. To enhance the win-win cooperation between local panel builders and ABB. To further strengthen customers intimacy and reinforce the leading position of Grid Components in China market.

Role & Responsibilities

• Being a key player in Local Business Line Grid Components mid & long-term business planning, supporting Local Business Line Grid Components Sales Manager to execute and promote the sales plan according to the LPP and APP, defining panel builder partnering sales targets and establishing appropriate metrics and measurement tools to monitor performance. Drives beyond the targets.
• Demonstrates leadership in sales team to promote the panel builder partnership guideline, coordinates the opportunities at national-wide. Establishing and supervising capture team on Key Opportunities thru panel builder channel to enhance the hit rate and improve customer experience.
• Deep dives in key segments and identify the new panel builders by providing existing and potential products/solutions, strengthen the competitiveness of panel builders by giving appropriate offering to segment key accounts to capture the opportunities with high customer satisfaction.
• Continuously identify, develop, and increase cooperation with the top national panel builders, to ensure contribution by implementing competitive partnering strategy, making the penetration/expansion to be solid.
• Drives and develops LCA business through highly engaged local panel builders partnership, further empowering them via efficient end-to-end support model from ELDS China and make new break-through of LCA business.
• Drives business engagement and streamlines the workflow between panel builders and local distributors, and continuously improve the sell-in/sell-out performance through the value-chain.
• Anticipates and identifies the shortfalls when there are risks, takes appropriate remedial actions proactively to fight for the targets.
• Identifies and manages potential risks related to key projects across panel builders/customers. Giving valuable suggestions to salesperson for better partnering with local panel builders for winning the key projects.
• Develops, reviews, implements and improves sales process and tools for partnering with local panel builders to enhance sales effectiveness. Support Local Business Line Grid Components Sales Manager to brush-up the competence of salesperson, and further improve the loyalty of local panel builders and customers to ABB.

Leadership & Behaviors

• Holding ABB core value and integrity standards as the foundation to drive sales activities.
• Customer centric mindset, proactively brings voice of market into the organization, challenges the status quo to facilitate agile response to the external changes.
• Result orientation, driving attitude through mature leadership, provides guiding to sales team to reach and exceed sales targets by partnering with local panel builders.
• Level up thinking, collaboration across team and business to maximize ABB winning opportunities at market

Qualifications

• Bachelor or above, majoring in Electrical Engineering or related is preferred.
• At least 10 years’ working experience in MV/LV components sales field, with people management experience is preferred.
• MV Switchgears domain know-how and application know-how.
• Familiar with purchasing behavior of panel builders and end-users, value-based selling & captured team selling capabilities are preferred.
• Team spirit and good communication skills.
• Conversational English.

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