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- Develop an effective sales strategy for indirect business within China’s process automation market and implement it to improve ABB's market coverage and realize growth aspirations. Define, plan, lead, and ensure the execution of sales strategy to achieve both qualitative and quantitative sales targets for products, systems, and services to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction. Build and maintain a strong network of system integrators and distributors to effectively cover pursue target markets and territories. 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 to achieve the sales targets, through high performance. - Defines key sales targets and establishes appropriate metrics and measurement tools to monitor the performance. - Anticipates and identifies the shortfalls in performance and takes appropriate remedial actions, proactively. - Identifies and evaluates new opportunities with existing and potential customers, determines plans for implementation, and allocates required resources. - Ensures that detailed business plans with channel partners are in place and regular follow-ups are conducted. - Participates in the negotiation of key contracts. - Identifies, monitors, and maintains/exceeds the sales market price levels, after evaluating the pricing impact on the results. - Supports Sales organizations to ensure the achievement of sales volume and product mix targets. - Monitors client financial status and business practices and reports any changes regarding financial or integrity related risk to relevant internal teams. - Identifies and manages potential risks (including cybersecurity) related to contract agreements across customers/channels. - Develops, implements, and reviews sales processes and tools, and the related training and development activities. - Promotes and enables collaboration in the division, across divisions, business areas, and teams to maximize results for ABB. - Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams. - Builds effective, competent, and high-performing teams. - Reviews organizational effectiveness and performs competence assessments and continuous skill upgrades.
- Must-have Skills: - Proven Sales Team Leadership Skills - Fluent in English and Chinese - Market Intelligence - Go-to-market Strategy - Channel Sales - Customer Experience Success - Account Management - Pricing Excellence - Budget & Performance Targets and Follow-up - Regulation & Legal Compliance - Business Development & Adoption - Sales Enablement - General Sales Practices - Contract & Risk Management - Stakeholder management; need to stablish good working relationships with multiple sales teams who contribute to overall target - Nice-to-have Skills: - Process Automation experience, Experience working for MNC in engineering/technical industry, Mainly looking for experience in PAEN Industries (Chemical, Energy, Oil & Gas, Refining, Water/Wastewater, Pharmaceuticals or similar). Experience in Metals, P&P, Mining, F&B, Cement, and other PAPI industries also relevant. - Experience working for automation competitors
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