Segment Sales Manager, Al-Khobar

1 month ago

Khobar, Eastern Province, Saudi Arabia ABB Full time
Segment Sales Manager, Al-KhobarTake 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, 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 Energy Industries drives growth for customers while supporting safe, efficient and profitable operations with strong
global execution capacity, an extensive service footprint and capabilities, and innovative digital leadership.

This role is graded 12, reporting to Local Division Manager, to be based in Al-Khobar.

Your responsibilities
  • Account strategies - Participates in the development of sales strategies for accounts by providing the customer's current business, long-term plans and defines the sales strategy/budget and ensures regular follow-up.
  • Sales targets - Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process.
  • Market Intelligence - Continuously assesses market trends, customers, competitors, industries, applications and market analyses to identify and realize opportunities with existing and potential new customers within the target segment. Feeds back on the market trends, competitive landscape, market-pricing expectations, channel strategy and local conditions to win.
  • Account plan - Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls.
  • Customer relationship/relations - Builds and maintains strong relationships at senior levels with the key customers, stakeholders, and other decision makers. Ensures effective marketing communications, in particular ABB's value proposition. Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates, and conducts customer negotiations.
  • Customer knowledge - Develops, maintains, and shares detailed knowledge of the customer's business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
  • Volume and profit - Sells products/solutions/services to customers, focusing on volume, mix and profitability targets set by the business and support by participates in negotiation of key contracts.
  • Market activity - Monitors competitors' activity with each account and ensures that appropriate response strategies are formulated and implemented.
  • Sales & Marketing - Creates added value for the customer on ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy. Coordinates the use of internal or external resources (e.g. technical, advertising, and marketing) to provide value added services to accounts.
Your background
  • Ideally, you'll hold an Engineering Degree, with Automation and Electrical background.
  • More than 12 years proven working experience.
  • More than 7 years in the local Saudi Market.
  • General knowledge on Automation control & Instrumentation systems (800xA, S Plus, Freelance ) and Electrical (Power Factor Improvement, e-Houses, Excitation, Flam Scanner, Protection & SWGR's .. etc).
  • Solid organizational skills including attention to detail and multi-tasking skills and time scheduling.
  • Solid client-facing and internal communication skills
  • Solid written and verbal communication skills
  • Strong working knowledge of Ms Excel & word.
  • Experience with customers like EPCs dealing with Saudi Aramco, SABIC, SWCC, SEC, Marafiq, AcwaPower, RC .. etc.
  • More than 10 years of proven working experience in sales & marketing knowledge and more than 5 years as Leader position in sales role with excellent knowledge on Control & Safety systems (Hardware and Software) related to Automation and Electrical Solutions.
  • Good communication, leadership, initiative, and negotiation skills.
  • Critical thinking and analytical skills.
  • Must be precise, organized, flexible & autonomous.
  • English (fluently) & Arabia (good) to (Read, Write & Communicate).
More about us

We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website
Work model: remote #LI-remote
Work model: hybrid #LI-hybrid
Work model: on site #LI-onsite

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