Job description
As a Sales Specialist, you will be part of the Industrial Automation and Power Generation Business Units (BU) based in Nairobi, Kenya. ABB is the World leader in Industrial Automation (IA) division delivers integrated solutions for control, plant optimization, and industry-specific application knowledge and services to help process industry customers worldwide to meet their critical business needs in the areas of operational profitability, capital productivity, risk management and global responsibility. These industries include oil and gas, power, chemicals and pharmaceuticals, pulp and paper, metals, cement, minerals, marine and turbocharging.
Tasks
As a Sales Specialist you will be responsible for leading the sales of Control & Instrumentation (Power Generation & Water) in Kenya, Tanzania & Uganda proactively, to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction and act as the primary point of contact between the assigned
Power Generation & Water customers and the Power Generation Business Unit. Assigned Power Generation customers are power plants & water (treatment, pumping, desalination, waste, etc.) plants with or without an existing installed base of ABB Control Systems & Electrical and the potential to expand the products and services sold at these sites. Assigned territory for the position will be in the Kenya, Tanzania & Uganda. You are also responsible to grow his installed base of customers by prospecting the assigned territory for conversion opportunities. Your tasks as a Sales Specialist will include the following:
Develop and maintain good, trusting relationships within the engineering, maintenance, and operations groups of their assigned customers.
Consult with customers regarding their near and long term operational objectives and the health or effectiveness of their control systems in order to promote how IAPG product, service, and system offerings can improve their plant.
Be recognized as the biggest advocate for your customers within BU Power Generation & Water. This includes promoting ideas and escalating resolution of issues that will result in higher customer satisfaction and loyalty.
Develop, execute and drive capture strategies for opportunity-specific sales pursuits. Achieve input and buy-in from Management. Support the proposal development process by communicating strategies and key customer issues and by being responsive to the proposal team. Lead risk review process when needed.
Maintain an accurate sales forecast within current forecasting tools (Sales Force Dot Com).
Understand the organizational, cultural, and competitive landscape of your customers well enough to know our strengths and weaknesses and be able to anticipate opportunities and threats to our business. Be able to summarize this overall account picture to Management.
Work with other ABB Business Units to uncover broader system and services offerings.
Assist Sales Management and other BU Team Members in preparing the necessary information (MS-Power Point slides, MS-Excel spreadsheets, etc.) to support meetings with customers and BU Management.
Contribute to and fully utilize ABB Branding, Global Marketing and Local Marketing Initiatives.
Opportunity Screening: Ensure quality screening of Projects and provide meaningful inputs to RR process and drive CTS.
Risk: Monitor client financial status and reports any changes regarding risk to relevant internal partner teams. Identify and manage potential risks relating to contract agreements across customers or channel.
Service Growth: Develop and drive growth initiatives with the Local Product Groups. Recognize white spots and build and support business. Manage entries into new markets in line with BU Strategy.
Sales strategy: Create, plan and implement service & sales strategy, and strategic sales and business development initiatives, in alignment with global & Service strategy.
Achieve sales targets in respect of both budgets and sales efficiency.
Information sharing: Coordinate the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluate data to ensure achievement of goals. Monitor and provide reports to the Marketing organization on market intelligence.
Requirements
National Diploma or Bachelor Degree in Engineering, Instrumentation & Control or Electrical Engineering.
6 or more years of experience in marketing & sales of C&I in power generation in power generation & automation market.
Experience of Sales in Power Generation projects.
Previous experience of technical Sales business a plus.
Excellent written and verbal presentation skills are required. Should be fluent in Swahili & English with
