Parts and Repair Sals SpecialistAt ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions.
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This position reports to US Life Cycle Services Parts and Repair
Your role and responsibilities In this role, you will drive service sales process in collaboration with the US LCS Parts and Repair Director. Generates service sales opportunities and secures profitable sales for DCS, QCS and Drives Spare Parts Solutions for PAEN, PAPI and PAMA customers. Focuses on Installed Base (IB) penetration (IB) and sells the entire Service product portfolio in collaboration with other ABB service units. Builds long-term customer relationships and ensures immediate response to specific customer needs and issues.
The work model for the role is: hybrid
You will be mainly accountable for:
Penetrates into IB, promotes various upgrade, retrofit, and value-add solutions to the benefit of the customer(s) and ABB.
Focuses on the entire service portfolio to secure profit for assigned business / product groups.
Generates service sales leads and develops new market opportunities by utilizing market trend information and through identifying and exploring potential new service portfolios.
Sells entire service product portfolio to expand ABB Spare Parts business.
Acts as a marketer/salesperson of ABB's service products and solutions during marketing activities (campaigns, trade fairs, exhibitions, conferences, customer meetings).
Translates the needs of customer into relevant ABB Service offerings and solutions.
Establishes long-term customer relationships by understanding their requirements and applicable regulations and by demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM).
Documents customer feedback and ensures customer satisfaction throughout the sales process.
Contributes to risk assessments related to price and quality.
Registers required information into the appropriate customer database.
Reports leads/opportunities, manages, and updates pipeline in CRM.
Updates and monitors sales proposals and tenders and follows-up on proposal statistics.
Communicates contract details in accordance with ABB offering and strategy and manages administrative sales processes.
Utilizing the database to grasp the existing installed base, and identifying and developing sales opportunities
Preparing and reviewing sales plans and proposing recovery actions when needed
Developing and executing quarterly Parts and Repair promotions to drive business and maintain customer awareness
Qualifications for the role
- 8 years of experience in sales or business development
- Sound knowledge of DCS, QCS and Drives parts in support of Pulp & Paper, Oil, Gas, Chemicals, Life Sciences, Power Generation, Water and Analytics Industries
- Knowledge of SAP, ServIS (installed base), SFDC (CRM), Excel
- The ability to develop and manage customer relationships
- A collaborative, solution-focused approach, and strong written and spoken communication skills
- A Bachelor's Degree (or equivalent experience) (i.e. Business, Engineering, Finance, etc.)
- Proficient in English
- US Citizen
- Occupational Health and Safety (OHS)
- Technical support and services
- Process improvement and optimisation
- Data Management
- Portfolio Management
- General Sales Practices
- Marketing, Sales and Product Management\Customer Centricity
- Knowledge of internal ABB tools: My Control System MCS-DC (SPDC), Spare Parts Analysis
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