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Area Sales Manager ABB

Viktig melding: Denne stillingen har utløpt / er ikke aktiv

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.

At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

ABB Motion is a pioneering technology leader, driving innovation in motion industries. We keep the world turning, while saving energy every day. Our motors and drives are an integral part of everyone's lives, writing the future of smart motion.

In this role you will be supporting the LSU organizations and customers throughout the sales process in the assigned area to drive profitable growth by working and living in the region. Increase new (hunting) and existing (farming) business by ensuring the LSU organizations are focused on converting the sales opportunities and have relevant knowledge of products, markets, prices and competition to enable them to increase their hit rate. Ensuring that we operate with complete integrity in line with our code of conduct and that we have a high focus on health and safety.

This role reports to Division Front End Sales Manager and can be located in Sweden, Norway, Finland, Denmark, Russia, Germany, Baltics, UK, Poland or Czech Republic.

Your responsibilities
  • Delivery of budget expectations: Responsible for meeting or exceeding order, LOS mix and E2E margin targets. Working closely with the divisional global sales team to ensure that the budget requirements are met for the division (PG). Proactively anticipates and identifies shortfalls in performance and takes appropriate remedial action with the LSU´s. Work with LSU´s to support them in converting opportunities to orders on a daily basis.
  • Strategy adaption and implementation: Responsible for implementing the division (sales) strategy through the LSU´s. Drive follow up and execution of the divisional initiatives and engagement of global teams, SRU´s and engineering centers for support.
  • Baseline Management: Deploy, support and drive the baseline program and IB management as part of the sales process in generating leads and penetrating the IB from a sales perspective.
  • Budget process and Pricing: Assist with the frontend budgeting process in the LSU´s and ensure it is in line with divisional expectations and is realistic. Assist the division global front end sales manager in price positioning for your product lines in the LSU´s and provide front line price support to the LSU´s to help them secure orders. Analyze and manage market price setting with LSU.
  • Customer and channel acquisition: Identify and evaluate opportunities with existing and potential new customers and channels in your LSU´s. Executes customer acquisition plans in conjunction with the markets organization in the region and division global sales managers. Support global frame agreements at respective LSU.
  • Forecasting Assist in the creation of monthly orders forecasts for the division, based upon SFDC pipeline and knowledge of LSU’s. Sense check and validate submissions to the division and ensure SFDC accuracy.
  • Hot opportunity follow-up: Work with LSU’s to target the top opportunities to win this month / this quarter. Active follow up of pursuits; what can we do to help win this opportunity?
  • Product portfolio: Ensure that the LSU’s have the right products at the right prices with the right lead-times to allow them to be successful. Work with the division global front end sales manager and team to correct if this is not the case. Ensures the local teams are competent to sell and support the portfolio securing support and development if needed from the division.
  • Competitor benchmarking: Working with division global sales management to ensure we understand the top 3 competitors and how we can compete against them in the LSU´s and how they are developing.
  • Additional accountabilities: Assist LSU’s with white spot analysis and key account planning. Joint customer visits and participation in customer meetings and joining the dots to ensure global, regional and LSU support is aligned and engaged. Follow up of market intelligence, business planning and implementation of strategic actions. Support marketing activities, presentations in customer seminars and exhibitions. Responsible for supporting global / regional frame agreements and ensuring that they are fully complied with in all respects. Represent the division at senior customer meetings when needed.
  • 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
  • Experience of supporting a front-end sales operation.
  • Working experience with different cultures in order to have sensitivity on cultural behavior.
  • Leadership skills & experience; supportive; able to coach & motivate
  • Networking, social, team builder, result and customer oriented; assertive but also flexible.
  • Having hunger for business & result making and a result orientated leader.
  • Team orientated to engage a wider group to achieve common goals.
  • Willingness to travel.
  • Fluent in written and spoken English and preferable local language(s).
  • High desire to delight our customers; outside in thinking.
  • Competence in products, applications, markets and competition.
  • Ability to build mutual trust with LSU’s and within the division and business line.

 

More about us

Interested in joining our team in this role? If so, we look forward to receiving your application via our online careers tool. Please submit your CV and motivation letter in English – documents in other languages will not be reviewed.

HQ Talent Acquisition team
ABB Asea Brown Boveri Ltd.

Let’s write the future. Together. www.abb.com/careers
We reserve the right to withdraw this posting at any time.

 

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Bli kjent med ABB

Du har potensialet. Vi har mulighetene.

Med pågangsmot og samarbeid er det ingen grenser for hva vi kan oppnå sammen!

 

Når du jobber i ABB, får du muligheten til å påvirke utviklingen, og sammen kan vi skape en bedre verden. Vi søker etter medarbeidere med integritet, et globalt tankesett og et ønske om å utgjøre en forskjell.

Arbeid målbevisst

Uansett hva din rolle i ABB er, kan du være sikker på at du er med på å skape en bedre verden. Fra å bygge bærekraftige kraftverk i avsidesliggende hjørner av verden eller øke sikkerheten til arbeidere i bilfabrikker, til å utvikle nye teknologier for å bekjempe forurensning - det arbeidet vi gjør, berører livene til millioner av mennesker.

Vær global

I ABB er vi 132 000 medarbeidere som samarbeider på tvers av mer enn 100 land over hele verden. Vi verdsetter mangfold og er overbevist om at evnen til å se på utfordringene fra mange ulike synsvinkler er grunnleggende for vår fremgang.

Utfordre deg selv

Vil vi lykkes med å redusere CO2-utslippene? Vil likestrøm endelig vinne over vekselstrøm? Vil smarte strømnett føre til at kraftgenerering blir mer bærekraftig og pålitelig? 

 

ABB takler noen av de mest utfordrende prosjekter verden står overfor i dag. Hos oss vil du ha muligheten til å utfordre deg selv, utvide dine horisonter og få en fremgangsrik karriere.

Vær en teknologipioner

Oljeutvinning 3000 meter under vann, banemotorer til tunge lokomotiver, elbilladere som leverer 100 kW på noen minutter - dette er bare noen av de områdene hvor vi er verdensledende. 

 

For at vi skal opprettholde vårt teknologiforsprang, trenger vi folk som er i fremste rekke innenfor sitt felt og som har en lidenskap for teknologi.

Ta ledelsen, samarbeid

Vi oppmuntrer til lederskap på alle nivåer og oppfordrer våre ansatte til å ta initiativ, komme med ideer og ta ansvar for sine egne karrierer. Vi forventer ikke bare at våre ansatte proaktivt påtar seg ansvar, men også at de forener sine talenter for å skape noe som er større enn det de kan oppnå alene. 

 

Til syvende og sist oppnår vi mer ved å ta ledelsen og arbeide sammen.

Vis mer

ABB er et ledende selskap innen kraft- og automasjonsteknologi. Våre løsninger gjør det mulig for kundene å øke effektiviteten, produktiviteten og kvaliteten i sine virksomheter samtidig som man reduserer miljøpåvirkningen. ABB forsøker alltid å ligge i forkant når det gjelder innovasjon, og mange av de teknologiene som er drivkraften i et moderne samfunn, ble utviklet av ABB.

 

ABB i Norge er en del av den verdensomspennende ABB-gruppen som har hovedkontor i Sveits. ABB har virksomhet over hele landet med ca. 2300 ansatte og en årlig omsetning på rundt 10,8 milliarder kroner.

 

ABB har en over 100 år lang tradisjon innen kraft- og automasjonsteknologi og satser hvert år store ressurser på forskning og utvikling. Teknologi, produkter og systemer fra ABB er i bruk over hele verden.

 

Våre produkter og systemer gir en mer stabil strømforsyning og bedre utnyttelse av eksisterende energi. Høyere energieffektivitet er siktemålet for alt vi gjør. Våre løsninger bidrar til økt produktivitet og dermed økt lønnsomhet for våre kunder.

ABB er i dag verdens største leverandør av industrielle motorer og frekvensomformere, generatorer til vindkraftindustrien og av produkter og systemer til strømnett.

Les mer her

Les mer om ABB

Stillingsbeskrivelse

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.

At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

ABB Motion is a pioneering technology leader, driving innovation in motion industries. We keep the world turning, while saving energy every day. Our motors and drives are an integral part of everyone's lives, writing the future of smart motion.

In this role you will be supporting the LSU organizations and customers throughout the sales process in the assigned area to drive profitable growth by working and living in the region. Increase new (hunting) and existing (farming) business by ensuring the LSU organizations are focused on converting the sales opportunities and have relevant knowledge of products, markets, prices and competition to enable them to increase their hit rate. Ensuring that we operate with complete integrity in line with our code of conduct and that we have a high focus on health and safety.

This role reports to Division Front End Sales Manager and can be located in Sweden, Norway, Finland, Denmark, Russia, Germany, Baltics, UK, Poland or Czech Republic.

Your responsibilities
  • Delivery of budget expectations: Responsible for meeting or exceeding order, LOS mix and E2E margin targets. Working closely with the divisional global sales team to ensure that the budget requirements are met for the division (PG). Proactively anticipates and identifies shortfalls in performance and takes appropriate remedial action with the LSU´s. Work with LSU´s to support them in converting opportunities to orders on a daily basis.
  • Strategy adaption and implementation: Responsible for implementing the division (sales) strategy through the LSU´s. Drive follow up and execution of the divisional initiatives and engagement of global teams, SRU´s and engineering centers for support.
  • Baseline Management: Deploy, support and drive the baseline program and IB management as part of the sales process in generating leads and penetrating the IB from a sales perspective.
  • Budget process and Pricing: Assist with the frontend budgeting process in the LSU´s and ensure it is in line with divisional expectations and is realistic. Assist the division global front end sales manager in price positioning for your product lines in the LSU´s and provide front line price support to the LSU´s to help them secure orders. Analyze and manage market price setting with LSU.
  • Customer and channel acquisition: Identify and evaluate opportunities with existing and potential new customers and channels in your LSU´s. Executes customer acquisition plans in conjunction with the markets organization in the region and division global sales managers. Support global frame agreements at respective LSU.
  • Forecasting Assist in the creation of monthly orders forecasts for the division, based upon SFDC pipeline and knowledge of LSU’s. Sense check and validate submissions to the division and ensure SFDC accuracy.
  • Hot opportunity follow-up: Work with LSU’s to target the top opportunities to win this month / this quarter. Active follow up of pursuits; what can we do to help win this opportunity?
  • Product portfolio: Ensure that the LSU’s have the right products at the right prices with the right lead-times to allow them to be successful. Work with the division global front end sales manager and team to correct if this is not the case. Ensures the local teams are competent to sell and support the portfolio securing support and development if needed from the division.
  • Competitor benchmarking: Working with division global sales management to ensure we understand the top 3 competitors and how we can compete against them in the LSU´s and how they are developing.
  • Additional accountabilities: Assist LSU’s with white spot analysis and key account planning. Joint customer visits and participation in customer meetings and joining the dots to ensure global, regional and LSU support is aligned and engaged. Follow up of market intelligence, business planning and implementation of strategic actions. Support marketing activities, presentations in customer seminars and exhibitions. Responsible for supporting global / regional frame agreements and ensuring that they are fully complied with in all respects. Represent the division at senior customer meetings when needed.
  • 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
  • Experience of supporting a front-end sales operation.
  • Working experience with different cultures in order to have sensitivity on cultural behavior.
  • Leadership skills & experience; supportive; able to coach & motivate
  • Networking, social, team builder, result and customer oriented; assertive but also flexible.
  • Having hunger for business & result making and a result orientated leader.
  • Team orientated to engage a wider group to achieve common goals.
  • Willingness to travel.
  • Fluent in written and spoken English and preferable local language(s).
  • High desire to delight our customers; outside in thinking.
  • Competence in products, applications, markets and competition.
  • Ability to build mutual trust with LSU’s and within the division and business line.

 

More about us

Interested in joining our team in this role? If so, we look forward to receiving your application via our online careers tool. Please submit your CV and motivation letter in English – documents in other languages will not be reviewed.

HQ Talent Acquisition team
ABB Asea Brown Boveri Ltd.

Let’s write the future. Together. www.abb.com/careers
We reserve the right to withdraw this posting at any time.

 

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