The role of Sales Manager will be a part of the Robotics and Motion (RM) Division based in Doha; Qatar. ABB is the World leader in Robotics and Motion (RM) offering a wide range of products and services including drives, motors, generators and robots.
Key applications include energy conversion, actuation, automation, standardized manufacturing cells for applications such as machine tending, welding, cutting, painting, finishing, palletizing and packing, and engineered systems for the automotive industry.
In this role, you will be developing ABB Channel Partners network and blueprint to drive sales growth in line with BU Strategy and Go-
To-Market recommended approach.
Abide with ABB Safety and Integrity Guidelines with zero tolerance.
Drive coordinated go-to-market strategy to strengthen and develop ABB partner’s network.
Identify, lead and authorize ABB Partners in line with ABB policies and guidelines.
Sales budgeting for drives offering portfolio in line with market potential per segment.
Spearhead market intelligence activities to uniquely position ABB to gain additional market share.
Deliver line of sight orders and orders mix per segment, channel and portfolio element with the targeted GM%.
Interpret the strategy of Local Business Unit and translate the corporate expectations into activities and solid actions to drive sales growth.
Prepare annual sales plans as per partner and product line.
Generate solid sales pipeline with high information quality and balanced nature to deliver budget commitment.
Continuous pipeline management with partners.
Submit monthly and quarterly forecast for orders with high accuracy.
Work closely with sales team to better position partners in key focus segments to sell and promote drives products and Product Life Cycles.
Drive sales actions to ensure efficient portofolio utilization for drives products and Product Life Cycles.
Market sizing and channels to market identification for drives products and Product Life Cycles.
Identify, plan and execute customer-focused events and product launches to better position drives products portofolio along with connected Product Life Cycle based solutions.
Plan and execute Partner’s training programs as needed according to ABB strategy and guidelines.
Develop priorities map in line with Local Business Unit Strategy to ensure business continuity and growth.
Lead the partners to develop individual and specific sales plans.
Target setting for partners including financial targets and product line targets.
Performance review with partners on regular basis.
Control operational sales cost vs growth.
Work closely with the Hub and Area Sales Managers.
Protect and grow ABB market share and position.
Lead the partners on the ground according to player map and market stakeholders including consultants, Engineering, Procurement and Constructions, Original Equipment Manufacturers, and End-Users.
Exemplary customer relationship management coupled with active portfolio management and positioning.
Translate global and regional high-level strategies into local pragmatic actions.
Identify partnership opportunities and participate in the definition of partnership agreements.
Coordinate with different functions to grow the partners business.
Cross functional collaboration with different corporate teams.
Ensure customer satisfaction through best in class partners performance in the market.
Support Operations Team and also support in cash generation.
Increase ABB hit rate by at least 10%.
Support in proposals and offers development.
Ideally you should have a bachelor’s degree in electrical engineering with a minimum 5-10 years of experience in drives and product life cycles (PLC) business.
Experience in ABB drives is a plus. You should be able to develop existing clients and business platform. Ability to lead multicultural teams with diversity in knowledge, competence and skill.
You should have multinational mindset and corporate understanding skills.