北京招聘

Main Accountabilities

1. Sales targets and sales management

The primary objective of the sales manager is to ensure China teams deliver budget commitments for the Grid Automation business through working and coordinating with the broad local sales teams as well as working in close collaboration with regional solution line sales covering specific portions of the portfolio.

He or she will be accountable to drive the sales activities for Grid Automation and implementation of action plans to meet the yearly budgets, and to ensure accurate monthly, quarterly and yearly sales forecasts are reported and met.

The sales manager will need to ensure proper
engagement of the organization along the entire sales process, from demonstrating
the value of our solutions to customers, ensuring their features are aligned to
customer needs for procurement process, ensure anticipation and preparation of
bids, setting of appropriate sales / capture teams until contracts are signed.
2. Strategy and market coverage

The sales manager is expected to:

Develop with the relevant teams an extensive knowledge of the markets and players and ensure relationships are developed with key accounts to promote the entire Grid Automation portfolio

Drive the implementation of the Hub Business Line strategies and initiatives defined for each country and ensure appropriate sales and marketing efforts across the organization

Ensure appropriate channels to markets are develop, whether these are direct third party, internal or channel / system integrator sales for each portion of the portfolio

Grow the market coverage and grow the pipeline of opportunities across the entire portfolio, and actively develop new markets (customers / solutions) through implementation of a systematic and sound strategy
3. Collaboration and development

This position requires a high level of leadership and coordination, within the Grid Automation Business Unit as well as with the wider ABB’s organization at all levels to leverage in country presence, notably Power Grid’s Front End Sales.

He or she will ensure that the local teams are provided with necessary tools, training and receive appropriate support from the broader organization (regional, global) to implement the defined sales strategy and meet the country sales objectives.

He or she will have to manage the interactions for Grid
Automation with all the local sales resources within China as well as engage
the regional resources when necessary.

Challenges

· Manage sales and growth action plans in China with the extended teams

· Drive the broad organization through the entire sales cycle to meet the sales objectives

· Implement local strategy and actively grow the pipeline and market coverage for the Grid Automation portfolio

Knowledge , Skill and Experience

1. Experience:

Ideally 10 years experience in managing sales and sales teams the T&D / Power industry in China with relevant experience in the Grid Automation portfolio – in particular Grid Edge / Enterprise Software

Successful track record in value added selling and working in a large organization

2. Education:

Engineering degree relevant to the T&D / Power industry or a degree in Business Administration with a strong track record and exposure to those industries.

3. Skills

Leadership skills to be able to be persuasive and rapidly command credibility and respect to be able to drive sales actions

Possess excellent presentation and communication skills (oral and written) and be well-versed in representing the company externally

Ability and willingness to develop sufficient knowledge of the wide Grid Automation portfolio (technical and commercial) and solutions are to be demonstrated and offered successfully

Strong analytical and relationship development skills are required to cope
with a wide variety of complex information.

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