1. Service sales strategy
Creates, plans and implements service sales strategy by increasing the installed base (IB) penetration, effectively utilizing ServIS (the approved Service database).
Promotes value add service product offerings supporting Life Cycle Management (LCM).
2. Volume and profit
Achieves service sales volume by ensuring the team sells entire service portfolio. Participates in negotiations of major contracts to secure service sales volume.
3. Service sales targets
Ensures achievement of service sales targets, providing cost effective solutions to the customers and initiating improvement plans as needed.
4. New opportunities
In collaboration with the Service sales team generates and identifies service sales leads by analyzing the IB potential and targeting those new IB opportunities from emerging trends with the Service solutions available.
Determines account and acquisition plans to support growth.
5. Customer approach
Establishes long term customer relationships with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products.
Ensures customer satisfaction issues are registered and responded to by team.
6. Sales process
Supports the team by participating in sales activities when needed.
Responsible for feedback on sales development, distribution of resources for service sales activities and the current status of the market.
Collaborates with Business Units and account teams to position different service offerings. Evaluates and shares relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team.
7. Health, safety and integrity
Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks
relating to contract agreements across customers / channels. Drives health and safety practices in own unit.
8. People leadership and development
Drives sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized, and staffed.
Coaches the team in formulating sales plans, in negotiating, and in developing customer segment expertise. Actively demonstrates one ABB approach and guides direct and indirect subordinates.