Cluster Sales Manager - Middle East & North Africa

Cluster Sales Manager - Middle East & North Africa

At 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. Write the next chapter of your ABB story. This role is Direct to VP LBL PAPI & Functionality to BL Mining Global Head of Sales.

This is a position with grade

11

This position reports to

Direct to VP LBL PAPI & Functionality to BL Mining Global Head of Sales.

Your role and responsibilities

1. Accelerate Process Industries Mining business growth as Cluster Sales Manager. Front end the market as a senior sales representative and lead a team directly or indirectly to achieve and exceed the assigned Mining sales targets through high performance.
2. Primary focus is on penetration and capturing maximum share of customer investments. Lead sales strategy discussions & agree on short and long-term growth plans. Analyze the customer needs and competitor offerings through general market information.
3. Lead the whole sales process starting from early engagement with decision makers at End-users, OEM's and EPCMs at all levels. Responsible for active prospecting, developing & winning opportunities. Understand the return on investment, mining processes, customer organizational structure, operational challenges and buying behavior of mining industry. Use value-added capture team strategies with comprehensive key player maps for targeted opportunities. And finally lead risk reviews and the negotiation process.
4. Establish and lead ABB teams for best in class customer experience by becoming a trusted advisor. Frequently travel to customer sites. Take responsibility of Net promoter score & Customer Complain Resolution Process usage & follow-up for timely resolution.
5. Collaborate with portfolio and bid & proposal teams to develop strategic pursuit plans and prepare value proposals as required. Actively participate in review/analysis of customer specifications, go/no go review, ensure on-time response, provides target market price and position ROI as part of our offerings.
6. Create, maintain and share monthly updates of sales plans using Sales Force. Gather timely feedback on customer budget and ABB offer position.
7. Improve portfolio visibility by engaging in workshops, customer presentations, active participation in industry events, application training classes, competitive intelligence, MarCom, social media, etc.
8. Coaches, motivates and develops direct and indirect subordinates within HR policies. Drives and ensures know-how sharing and cross-collaboration.

Qualifications for the role

• Ideally, you'll hold a Degree in Engineering, Technology and/or Project Management (Bachelor's or Technology).
• Approx 10 years of experience in process industries (Mining, Metals, Paper Aluminum & Cement) large project, value add solution sales, managing external and internal stakeholders. Navigating market including OEM, EPC, EPCM, Consultant and End Customers.
• Experience and understanding of electrification, automation & digitalization solutions for mining and process industries plus applications such as grinding, hoisting material handling & decarbonization.
• Strong entrepreneurial, interpersonal, negotiation collaboration, and communication skills with customers and co-workers are critical. Must always look for win-win solutions.
• Strong skills in MS Office and various web-based applications.
• Experience with Salesforce, SAP, accounting / financial transactions, contractual law.
• Fluent English.
• Spoken & Written Arabic and/or French would be an extra asset.

More about us

We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory