Job Description

Sales Support Manager

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

As Sales Support Manager, you are responsible to establishing and maintaining a centralized support for coordination, harmonization & support of Sales Force processes, methods, tools, best practices & KPI. Adapt and implement sales support strategy for ASIA in accordance with the global support strategy. Proactively lead, develop and coach the Sales Support team including Business Intelligence, Sales Enablement and Key Account Management strategies Reporting Hub Solution Sales Manager for PAEN Solution Business.

Your responsibilities

• Creates, implements and reviews local sales support strategy. Responsible to drive Hub & LD solution sales strategy in collaboration with O&G, C&R and P&W Segment Managers, Solution Sales Manager and extended stakeholders.
• You will support the Segment Managers for P&W, O&G and C&R to develop a sustainable long term growth strategy including New Energies play such as CCUS, Hydrogen, BESS, etc with a clear 3 years & 5 years outlook. You will be working closely with the Segment Managers and the extended team.
• Defines key targets and ensures these are achieved for the customer support. Establishes a system to monitor all Account Manager’s budget vs actuals and SIP payouts.
• Plan, execute & maintain sales forecasting & sales cadence :
  • commercial progress, commercial pacing, account management, council support, SII budget forecast.
  • Own sales KPI reporting activities – i.e. hit rate, say-do, pipeline growth, budget vs actuals.
  • Defining sales process steps to improve conversions, shorten sales cycles, and maximize wins.
  • Defining sales process steps to improve conversions, shorten sales cycles, and maximize wins.
• Establish, own & drive account planning methodologies:
  • Each Country macro & micro outlook – current, 3 years & 5 years outlook within Energy space, ABB’s IB, ABB’s key stakeholder, etc.
  • Establish all key accounts within the Country with macro & micro outlook, opportunities, IB, investment & business plans, stakeholder matrix, C-suite engagement, etc.
• To lead and collaborate with the relevant Segment and Hub Marketing Leadership and develop a branding & positioning strategy on ABB’s capabilities as a preferred Integrated Solutions provider for Electrification, Controls/Automation, Telecommunications and Digitalization (ECTD). You will identify and map out potential key technical paper speaking seminars, events and plan to participate, working closely with the Hub & Global Marketing Leadership, Product Leadership and Hub Tendering team.
• Assigns and allocates resources to develop Sales growth activities, building business intelligence for each country within the Energy segment, account management planning & strategy and sales enablement.
• Builds & deliver training plan, ensuring budget allocation for the Sales Support, Account Manager & Technical Sales Support team.
• You will champion ABB’s commitment to fostering a culture where Compliance & Integrity is woven into the fabric of everything we do.

Your background

• Engineering degree and 10+ years of experience in Energy Industry area.
• 10+ years of experience as a Sales Support Leader.
• Experience in Asia Pacific customer base – Power & Water, Oil & Gas, and/or Chemical & Refinery Industries.
• A collaborative, solution-oriented approach with strong communication skills (written/spoken).

Benefits

• Life insurance
• Flexible work practices
• Accident insurance
• Paid Parental leave (gender neutral)
• Sick pay

More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste. We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website www.abb.com. Recruitment Agencies please be aware that this role is being managed by the internal ABB Talent team directly. We will reach out to our preferred agency partners should we require support. Your adherence to our process is appreciated. Work model: hybrid #LI-hybrid