Sales Manager, Discrete Automation & Motion Division at ABB

The Sales Manager will need to manage and support his/her sales team, and coordinate sales and marketing activities along with other units when necessary in order to ensure profitable sales. The primary objective is to coach and develop each individual in order to create the best sales force within the power and automation industry.

Tasks:
Your Primary tasks would be as below:

Market analysis: (regionally/globally)

• - Establishes targets and measures the attainment of targets for the department in line with the business segment’s strategy, and is responsible for the established sales projections together with the business segment’s management, the Product Manager and Senior Account Manager.
• - Establishes “customer plans” and sales strategies together with the business segment’s manager, and is responsible for the sales department’s personnel, projections and results.
• - Coordinates the collection and analysis of market information from the various members in the sales team and compiles a market analysis within the unit’s product area of responsibility, as well as initiating appropriate activities in order to reach the establishes targets.

Marketing:

• - Prepares business plans which cover business development, acquisition of enterprises and phases for after sales service in a defined market.
• - Ensures that the marketing communications are in line with the established sales strategy and that this is written down in an established sales plan.
• - Facilitates negotiations and develops the cooperation with channel partners (and/or other key participants), also including the production of cooperation agreements.
• - Ensures profitable customer and target group segmentation (e.g. end customer, OEM); coordinates appropriate activities along with the manager for the business segment.

Sales planning:

• - Establishes sales quotas and growth objectives for his/her sales team, broken down for each team member, and follows-up that the established targets have been achieved.
• - Ensures that the sales team is motivated when it comes to sales of the entire defined portfolio, and also takes into consideration the possibility to additionally sell service agreements.
• - Monitors and motivates the risk assessment team and coordinates with relevant stakeholders.
• - Implements and monitors the compliance the defined group-wide rules and processes.

Sales:

• - Facilitates the effectiveness of sales support via ensuring sufficient competency of each individual as a part of the Personnel Development Guide (PDG), and who is periodically reviewed in-between the annual development conversation.
• - Coaches and supports the team as well as each individual team member in formulating strategies, negotiating and closing sales.
• - Responsible for feedback to the manager for the business segment concerning sales development, distribution of resources and the current status of the market.

Post-sales:

• - Ensures that the team follows up customer satisfaction issues, and has access to sales support.
• - Ensures that won/lost analyses are made with completed business transactions.

Requirements:

• - Bachelor degree in Electrical Engineering or equivalent work experience. MBA from a reputable university/college inside or outside Nigeria is a plus ,
• - 6-8 years’ experience in technical sales management and/or experience in industrial automation systems. (Knowledge of motors, drives & UPS is a plus)
• - Having good knowledge of oil & gas and/or cement industries.
• - Having done business with multinational customers in oil & gas field.
• - Having good knowledge of ABB products and solutions is a plus
• - Customer-oriented, be willing to satisfy the customer & ensure continuity of customers’ processes. The candidate should demonstrate the kind of empathy that builds productive relationship with customers
• - Need to be a self-starter with ability to think/generate conceptual solution.
• - Show a high level of initiative that will place him/her in the best position to meet the demands for this position
• - Be able to think analytically, well organized and systematic to solve/support customer as quickly as possible, work independently as well as in a team.