Your role and responsibilities JOB PROFILE SUMMARY Develops an effective China PAEN Chemical automation sales strategy within the specified market scope in China with domestic and export EPC and maintains it, to improve ABB's market penetration and realize growth aspirations. Defines, plans, leads, and ensures the execution of sales strategy to achieve both qualitative and quantitative sales targets for systems, to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction. Monitors sales performance, proactively, ensuring the development and implementation of corrective actions to secure business growth when needed. Leads, develops, and coaches the Sales organization (sales specialists within scope) to achieve the sales targets, through high performance.
ROLES & RESPONSIBILITIES CORE RESPONSIBILITIES 61 Defines key sales targets and establishes appropriate metrics and measurement tools to monitor the performance. 61 Anticipates and identifies the shortfalls in performance and takes appropriate remedial actions, proactively. 61 Identifies and evaluates new opportunities with existing and potential customers, determines plans for implementation, and allocates required resources. 61 Plans and executes customer surveys and acts on the survey results to ensure high level of customer satisfaction. 61 Participates in the negotiation of key contracts. 61 Identifies, monitors, and maintains/exceeds the sales market price levels, after evaluating the pricing impact on the results with the Product Management team. 61 Supports Sales organizations to ensure the achievement of sales volume and product mix targets. 61 Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. 61 Identifies and manages potential risks (including cybersecurity) related to contract agreements across customers/channels. 61 Develops, implements, and reviews sales processes and tools, and the related training and development activities. 61 Promotes and enables collaboration in the division, across divisions, business areas, and teams to maximize results for ABB. 61 Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams. 61 Builds effective, competent, and high-performing teams. 61 Reviews organizational effectiveness and performs competence assessments and continuous skill upgrades.
LICENSE TO OPERATE / CORE VALUES 61 Ensures all staff (under scope) understand ABB’s core values and group safety and integrity standards and act accordingly. 61 Implements and ensures compliance with the ABB code of conduct, global and local standards, tools, policies, and processes in their assigned area. 61 Ensures adherence to all internal and statutory regulations and policies pertaining to the teams in scope. 61 Ensures integrity and compliance with ABB values and ethics in all activities across all teams in scope. 61 Accountable for the health and safety of all employees and contractors for the teams in scope, and continuous improvement in Health, Safety, and Environment (HSE) processes and integrity performance.
COLLABORATION / LEADERSHIP 61 Builds and maintains strong relationships with key decision makers in existing and potential customer organizations. 61 Manages the direct reports to achieve revenue and profitability targets. 61 Ensures that their own area of responsibility is properly organized, staffed, skilled, and directed. 61 Coaches, motivates, and develops direct and indirect reports within HR policies. 61 Drives and ensures knowledge sharing and cross-collaboration.
Qualifications for the role JOB SKILLS 61 Market intelligence Mininal 8 years system sellling of chemical automation control sytem, like DCS, SIS, GDS, OTS, APC, etc. Mininal 3 years experience having been a sales leadship role managing a sales team. 61 Go-to-market Strategy Capabilities of planning and exeucting go-to-market strategy by collabration with sales, supporting team. 61 Customer Experience Success Significant work experience of Chemical industry in China and solid commercial and financial experience, experience of managing USD10M+ automation business. 61 Pricing Excellence Pricing benchmark know-how of Control sytem of Oil Gas and Chemical indsutries, especially in greenfiled fine chemical segment, comptence of defining pricing strategy of chemical control system. 61 Business Development & Adoption Proven experience of identifing 61 Contract & Risk Management