Segment Specialist

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Job Description Summary

Responsible for the sale of products solutions within Data Center segment strategic key accounts and related projects at a country level, in line with the data center segment strategy. Achieves both qualitative and quantitative sales targets to ensure sustainable order growth, revenue, profitability, market share, and customer satisfaction. Working with regional sales team acts as a strategic advisor role.

Core Responsibilities

• Sells products solution to key account in country level, focusing on volume, mix, and profitability targets for data center segment.
• Establishes and maintains effective customer relationships to understand their needs, promotes their understanding of ABB’s complete product/systems/ services offering, and aligns with them to provide a solution.
• Ensures positive customer experience throughout the sales process.
• Prepare sales plans using ABB authorized tools.
• Performs regular status reviews and proposes recovery plan(s), in case of any potential order shortfalls.
• Creates added value for the customer and ABB and ensures the successful outcome of transactions, contracts, and proposals, by using effective sales techniques.
• Communicates to the customers about the details related to delivery time, payments, and general terms and conditions, in line with ABB’s offering and strategy.
• Ensures efficient marketing activities and value proposition to customers.
• Identifies and drives the development of new market opportunities in the designated market.
• Manages administrative procedures in sales processes and supports data collection and project management activities, when needed.
• Prepares offers in coordination with the bid and proposal department and/or the Marketing Manager.
• Ensures appropriate technical and financial aspects of offers are in place, including prices and trading conditions.
• Working with regional sales team acts as a strategic advisor role.

License to Operate / Core Values

• Demonstrates ABB’s core values and group safety and integrity standards and acts accordingly.
• Implements and ensures compliance with the ABB code of conduct, global and local standards, tools, policies, and processes in their assigned area.
• Ensures adherence to all relevant internal and statutory regulations and policies.
• Ensures integrity and compliance with ABB values and ethics in all activities.
• Demonstrates an understanding of Health, Safety, and Environment (HSE) terms, concept application, reporting, and risks.

Collaboration / Leadership

• Builds long-lasting customer relationships and manages the resolution of their specific needs/issues.
• Ensures knowledge sharing and cross-segment and cross-country collaborations.

Requirements

• Bachelor or master degree, Major in engineering (electrical automation major is preferred)
• At least 5 year’s segment sales experience in related industries, data center segment sales experience is preferred.
• Strong sales competency with capability & know-how. Understanding customer ecosystem and key stakeholder groups in data center.
• With experience of key account management
• Strong learning ability; Customer orientation; Strong sense of responsibility and personal integrity.
• Result driven; Excellent leadership experiences and communication skills, be good at teamwork.
• Good in English writing and reading, base skill in English Speaking.

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