Job Description

Solution Sales Manager Local Division, Malaysia

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.

The Solution Sales Manager Local Division Malaysia co-develops Go-To-Market Strategy, aligning with the Local Division Manager, Hub Asia Leadership and ABB’s Corporate goals. You will be responsible for driving revenue, develop and implement effective strategic plans, increasing market share, building & maintaining customer relationships with a focused drive towards business profitability. You will also need to build & maintain good working relationship with the country sales team and broader stakeholders (i.e. Hub Sales Operations, etc) to identify, work on sales opportunities and assisting sellers in driving opportunities to closure. Reporting to Local Division Manager, you are required to drive strategic Account Management & Planning methodology, identifying opportunities for early engagement with customers and drive & promote ABB’s key value differentiator. You must possess strong influencing, problem-solving and negotiation skills. You must have a good understanding of the Asia Energy market demand and customer purchasing behavior. You must possess leadership qualities to motivate, advise & mentor your sales team and ensure a highly effective team of sales managers.

Your responsibilities

• You shall collaborate with the Marketing Leadership to develop a branding & positioning strategy on ABB’s capabilities as an Integrated Solutions provider for Electrification, Controls/Automation, Telecommunications and Digitalization (ECTD).
• You shall develop and execute strategic plan to achieve sales targets and expand ABB’s install base.
• Work closely with colleagues on cross-Local Division opportunities and other internal stakeholders.
• Analyze pipeline and lead data, deliver periodic reporting to the Local Division Manager and Hub Leadership by providing key business insights; typical reporting relates to Account Management, Pipeline Generation, Market Segmentation, Win/Loss, etc.
• Establishes sales objectives by forecasting & developing annual sales quotas for the Local Division.
• Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product/systems/ services offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process.
• Coach sales resources to make winning decisions, plan better, and effectively allocate resources based on customer needs and potential for growth.
• Creates added value for the customer and ABB and ensures 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).
• Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR policies. Drives and ensures know-how sharing and cross-collaboration.
• Living ABB’s core values of safety, compliance and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background

• Major in Automation or Electrical Engineering or any equivalent qualification.
• 15 years working experience as EPC sales in Power Generation, Chemical and/or O&G industry.
• Proven management records with great people skills with exceptional analytical, communication and leadership skills.
• Experience of independently handling Cluster sales, territories and delivering sales growth and profitability.
• Practical understanding of the control system market (DCS) and what customers desire from a control systems vendor supplying state of the art technology and services.
• Experience in Channel Network Management & channel development.
• Ability to influence at all levels with excellent negotiation and conflict management skills.
• Strong computer skills; SalesForce CRM, Excel, Word, PowerPoint, and Configurators.

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. #LI-Hybrid