Automation Sales 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.That's our story. Make it your story.
This position reports to

Local Division Mrktn &SalesMgr, QA Clstr

Your role and responsibilities

In this role you will be responsible for Sales of products/systems/services within a designated market in accordance with strategy. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. Proactively communicate with customer to ensure customer needs are understood and business opportunities utilized for penetration and expansionThis role belongs to Process Automation Business Area, located in Doha, Qatar. The work model for the role in onsite.You will mainly be accountable for:•\tSelling Products/ Systems/Services to customers, focusing on volume, mix and profitability targets or assigned Business units. •\tEstablishing and maintaining effective customer relationships to understand customer needs, promoting customer understanding of full product/systems/services offering, and aligning to provide a solution.•\tPreparing sales plans using company (SFDC) tools. •\tPerforming regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls. •\tCreating added value for the customer and ABB and ensuring the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions).•\tEnsuring efficient marketing activities and value proposition to customers.•\tLeading the team to identify and drive the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.•\tManaging administrative procedures in sales processes and supporting collection and project management activities when needed.•\tPreparing offers in coordination with the bid and proposal team and/or the Sales Manager. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.•\tTaking charge as Front-End Sales Manager to identify business areas, solutions an customer base and develop new clients in Oil & Gas industry.•\tTaking responsibility to deliver order intake for individual and team budgets.•\tEnsuring that sales operations are executed in accordance with company procedures and with a high degree of Integrity. Evaluate and manage the risks and opportunities during the bidding process.•\tNegotiate contract terms that are most beneficial to ABB.•\tLeading and supporting key pursuits, setting up the bid strategy, evaluating competitive pricing and negotiating deals.•\tTaking lead role on Account Management of identified offshore onshore customers and provide full support on sales phase of the project and participate in key discussions during execution and service phase of the project.•\tReview and analyze customer specifications - coordinate input from other departments to develop proposal responses to customer requirements•\tSimultaneously process information on multiple and varied projects/initiatives, and respond effectively to changes in priorities .•\tUtilize engineering data, drawings, customer specifications and related information to prepare price and cost estimates, requests for quotations for purchase of components, evaluate supplier quotations and summarize total price and cost estimates.•\tIdentifying and implementing key strategies in winning a project including proper selection of vendors.•\tIdentifying potential risks in the bids, quotations and estimates, and in any related contract agreements across customers/channels•\tVisiting customers to build a lead and opportunity pipeline, run the negotiations with the customer and secure the business to the agreed margins, as well as ensure a high level of customer satisfaction throughout the sales process.

Qualifications for the role

Graduate Engineer in Electrical /Automation/ Equivalent Engineering (electrical automation major is preferred) At least 8 to 10 years of relevant experience in Oil & Gas Industry with at least 5 years of front- end sales experience. Knowledge of ABB Automation products and solution in Oil and Gas Industries.Sales experience in DCS/ Safety System(ESD/FGS), SCADA/RTU system of ABB and or other OEM system Awareness of ABB legacy Control System and Knowledge of Instrumentation System. International Sales Experience and or contract Negotiation Experience Hands on ABB sales Process and tools such as Salesforce, Risk Review ,SAP, Wizard, FCM,BOL etc. Be an analytical thinker, self-starter, resilient and highly adaptable- in line with ABB’s latest advance service & digital portfolio Knowledge in industrial communication protocols like Modbus RTU, TCP, OPC etc.

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