Service Delivery - In collaboration with the Service Sales Manager and/or Service Manager implements Service sales
strategy. Penetrates IB, promotes various upgrade, retrofit and value add solutions to the benefit of the customer and
ABB. Understands the channel strategy and the establishment of related prices and prepares sales plans, reviews them,
and proposes recovery plan(s) when needed. Regularly updates installed base in ServlS (the approved Service
database) with the changes made at site.
Volume and Profit - Utilizes IB database to understand the existing installed base (IB) and identifies and develops sales
opportunities for Service products and solutions to penetrate the existing IB/new IBs in the market. Focuses on the entire
Service portfolio to secure profit for assigned Business/Product Groups.
New Opportunities - Generates Service sales leads and develops new market opportunities by utilizing market trend
information, identifying, and exploring potential new service portfolios. Takes a One ABB approach to leverage other
colleagues' portfolios.
Customer Approach - Establishes long term customer relationships by understanding customer requirements and
applicable regulations and demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle
Management (LCM). Registers customer feedback and ensures customer satisfaction throughout the sales process.
Sales Process - Plans and performs the right number of weekly sales visits, reporting them on CRM. Reports
leads/opportunities, manages and updates pipeline in CRM.
Sells entire service product portfolio to expand ABB footprint in the designated area(s). Charts out and monitors sales
proposals, tenders and follows up proposal statistics. Prepares ABB's Service offerings based on customer need and in
coordination with the local Service Sales Manager and/or Service Manager. Communicates contract details in accordance
with ABB offering and strategy. Manages administrative sales processes.
Marketing - 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