Automation Sales Specialist

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This position reports to

Local Division Mrktn &SalesMgr, QA Clstr

Your role and responsibilities

In this role you will be responsible for Sales of products/systems/services within a designated market in accordance with strategy. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. Proactively communicate with customer to ensure customer needs are understood and business opportunities utilized for penetration and expansion

This role belongs to Process Automation Business Area, located in Doha, Qatar.

The work model for the role in onsite.

You will mainly be accountable for:

• Selling Products/ Systems/Services to customers, focusing on volume, mix and profitability targets or assigned Business units.
• Establishing and maintaining effective customer relationships to understand customer needs, promoting customer understanding of full product/systems/services offering, and aligning to provide a solution.
• Preparing sales plans using company (SFDC) tools.
• Performing regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls.
• Creating added value for the customer and ABB and ensuring the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions).
• Ensuring efficient marketing activities and value proposition to customers.
• Leading the team to identify and drive the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.
• Managing administrative procedures in sales processes and supporting collection and project management activities when needed.
• Preparing offers in coordination with the bid and proposal team and/or the Sales Manager. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.
• Taking charge as Front-End Sales Manager to identify business areas, solutions an customer base and develop new clients in Oil & Gas industry.
• Taking responsibility to deliver order intake for individual and team budgets.
• Ensuring that sales operations are executed in accordance with company procedures and with a high degree of Integrity. Evaluate and manage the risks and opportunities during the bidding process.
• Negotiate contract terms that are most beneficial to ABB.
• Leading and supporting key pursuits, setting up the bid strategy, evaluating competitive pricing and negotiating deals.
• Taking lead role on Account Management of identified offshore onshore customers and provide full support on sales phase of the project and participate in key discussions during execution and service phase of the project.
• Review and analyze customer specifications - coordinate input from other departments to develop proposal responses to customer requirements
• Simultaneously process information on multiple and varied projects/initiatives, and respond effectively to changes in priorities .
• Utilize engineering data, drawings, customer specifications and related information to prepare price and cost estimates, requests for quotations for purchase of components, evaluate supplier quotations and summarize total price and cost estimates.
• Identifying and implementing key strategies in winning a project including proper selection of vendors.
• Identifying potential risks in the bids, quotations and estimates, and in any related contract agreements across customers/channels
• Visiting customers to build a lead and opportunity pipeline, run the negotiations with the customer and secure the business to the agreed margins, as well as ensure a high level of customer satisfaction throughout the sales process.
  
  
  

Qualifications For The Role

• Graduate Engineer in Electrical /Automation/ Equivalent Engineering (electrical automation major is preferred)
• At least 8 to 10 years of relevant experience in Oil & Gas Industry with at least 5 years of front- end sales experience.
• Knowledge of ABB Automation products and solution in Oil and Gas Industries.
• Sales experience in DCS/ Safety System(ESD/FGS), SCADA/RTU system of ABB and or other OEM system
• Awareness of ABB legacy Control System and Knowledge of Instrumentation System.
• International Sales Experience and or contract Negotiation Experience
• Hands on ABB sales Process and tools such as Salesforce, Risk Review ,SAP, Wizard, FCM,BOL etc.
• Be an analytical thinker, self-starter, resilient and highly adaptable- in line with ABB’s latest advance service & digital portfolio
• Knowledge in industrial communication protocols like Modbus RTU, TCP, OPC etc.
  
  
  

Benefits

• Retirement plan
  
  

More about us

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