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