Job Description

Responsibilities:

• Achieving profitable order growth in line with service strategy for the designated account by taking steps in penetrating service portfolios by collaboration with specific portfolio champions by maximizing the penetration of assigned portfolios to market (across customer accounts)
• Development and maintenance of healthy opportunity pipeline in line with the growth plan and maintaining, high quantity of customer engagement tracked by visit reports, achieving minimum target for this KPI
• Responsible for the overall ABB revenue towards the defined accounts, overall responsibility for service sales and sales activities towards the ABB installed base, developing and implementing technical account management plan to cover all major installed base
• Defining sales strategy for the ABB installed base and developing an overall activity, evolution plan for the strategy, responsible for customer satisfaction for the defined account and the ABB Survey Program, screening of projects in early phase & secure RFQs to ABB for all target projects
• Expanding and developing a high-level service agreement with the defined account, ensuring customer player map is up to date and ABB relationship is developed as required, managing the cross divisional service initiative, working with the service sales / managers to develop a One Service approach
• Establishing long term customer relationships with key customers and decision makers by understanding their requirements, regulations and exhibiting high expertise in technical solutions and products, accomplishing a high level of quality, enhance value for our customers and represent ABB in the future-thinking digital solutions
• Key personnel from ABB for retaining existing customers and acquiring new customer base, collaborating with the key resources within the organization, identifying market potential from the installed base (IB), providing cost effective value-based solutions to the customers
• Defining the account pricing strategy, validating and approving all commercial and technical proposals for the defined account, participating in capture team, coordinating all marketing activities for the defined account, helping to coordinate all ABB's activities on the site, visiting site and holding regular site meetings

Requirements:

• Bachelors degree in Electrical/Electronics/Instrumentation engineering
• Minimum 5-10 years experience in Service Business in UAE especially with ADNOC and 5-10 years in Service Sales leadership position, along with good knowledge and understanding of service solutions applicable in energy industries. Good understanding of Oil and Gas business in UAE
• Detailed knowledge to ABB installed base and good general understanding of ABB offering. Customer focused. 5-year experience from project delivered and knowledge to sales process
• Strong customer focus, result-oriented, leadership, service mindset and ability to work across reporting lines
• Demonstrated capability to successfully collaborate with others in a boundary less fashion
• Good communication skills