Digital Sales Specialist

Digital Sales Specialist

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 position reports to

Regional Sales Director _ AMEA

Your role and responsibilities

In this role, you will have the opportunity to implement the defined sales strategy to improve ABB's market penetration and realize growth aspirations for ABB's Digital Solutions and Services. You will execute digital sales tactics and initiatives to achieve both qualitative and quantitative digital sales targets with a focus on sustainable order growth and customer satisfaction. The work model for the role is: Hybrid. This role contributes to the Process Industries Division in Longmeadow offices that serve the industrial domains of Mining, Pulp Paper, Metals, Cement, and Hybrid Industries. You will be responsible for:

1. Providing Sales Leadership consistently to support various team members in sales, proposals, and the indirect sales team to secure Digital orders and maintain profitability objectives.
2. Developing and executing a strategic plan to achieve sales targets and expand our customer base.
3. Continuously driving business development efforts by pursuing new opportunities.
4. Demonstrating expertise in multiple digital opportunities of various sizes across the portfolios with the ability to architect and design winning sales tactics.
5. Actively participating in monthly and quarterly business review meetings and contributing as a key participant to the Sales & Operation Planning meetings.
6. Driving sales activities to deliver or exceed assigned budget (targets) for Digital Orders.
7. Supporting local sales team members to ensure achievement of sales volume and product mix targets.
8. Identifying and evaluating opportunities with existing and potential new customers.
9. Determining Opportunity Capture plans and required resources to secure the Order.
10. Ensuring digital solutions and value propositions offered are tailored and aligned with customer requirements and business objectives.
11. Developing strategic partnerships with customers, consultants, partners, and solutions providers and effectively communicating the value proposition to stakeholders and decision makers.
12. Developing, implementing, and reviewing Digital sales processes and tools to support and develop the local Sales team members to actively and confidently sell digital solutions and services.

Qualifications for the role

• Bachelor's Degree in Engineering, Computer Science, Software Engineering, or related technical field.
• 10+ years' experience in the OT software industry with a focus on digitalization and Industrial Software with a strong understanding of relevant technologies and trends.
• Proven track record in Sales, Account management, Sales Management, strong customer focus, exposure to customer top management, consultative selling, driving results, and turning opportunities into sales successes.
• Proven experience in driving digital development for complex global organizations, ideally in a B2B environment.
• Deep experience in the industrial software environment.
• Strong knowledge of relevant solution areas such as operational excellence, process performance, asset performance management, sustainability solutions, connected workforce, and cyber security.
• Industry recognition and an established reputation within process industry customers and market insights to drive development of business growth tactics.
• Proven collaborator with the ability to drive success in both direct and matrix organization models.
• Ability to deliver complex deliverables under demanding timelines and also be flexible with changes while keeping the customer focused to stay within the scope of the engagement.
• Excellent networking skills.
• Change management experience is a strong plus.
• Fluency in English, both written and spoken.
• Availability to travel as required.

Benefits

• Retirement plan

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