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Drive service sales process in collaboration with the Service Sales Manager and / or Service Manager. Generate service sales opportunities and secure profitable sales within the designated area(s).
Focus on installed base penetration (IB) and sell the entire Service product portfolio in collaboration with other ABB service units.
Build long term customer relationships and ensure immediate response to specific customer needs and issues.
1. Service sales delivery
In collaboration with the Service Sales Manager and / or Service Manager implements Service sales strategy. Penetrates IB, promotes various upgrade, retrofit and value add solutions to the benefit of the customer and ABB.
Understands the channel strategy and the establishment of related prices and prepares sales plans, reviews them and proposes recovery plan(s) when needed.
Regularly updates installed base in ServIS (the approved Service database) with the changes made at site.
2. Volume and profit
Utilizes ServIS to understand the existing installed base (IB) and identifies and develops sales opportunities for Service products and solutions to penetrate the existing IB / new IBs in the market.
Focuses on the entire Service portfolio to secure profit for Power Grids.
3. New opportunities
Generates Service sales leads and develops new market opportunities by utilizing market trend information, identifying and exploring potential new service portfolios.
Takes a One ABB approach to leverage other colleagues’ portfolios.
4. Customer approach
Establishes long term customer relationships by understanding customer requirements and applicable regulations and demonstrating in-depth technical service product / solutions knowledge to promote Life Cycle Management (LCM).
Registers customer feedback and ensures customer satisfaction throughout the sales process.
5. Sales process
Sells entire service product portfolio to expand ABB footprint in the designated area(s). Charts out and monitors sales proposals, tenders and follows up proposal statistics.
Prepares ABB’s Service offerings based on customer need and in coordination with the local Service Sales Manager and / or Service Manager.
Communicates contract details in accordance with ABB offering and strategy. Manages administrative sales processes.
Acts as a marketer / salesperson of ABB’s service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings).
Translates the needs of customer into relevant ABB Service offerings and solutions.
7. Health, safety and integrity
Contributes to risk assessments related to price and quality. Registers required information into the appropriate customer database.
Ensures technical reliability, safety and cost-effective solutions to satisfy customer’s needs. Complies with health and safety directives.