Strategic alignment - Defines and implements the segment sales strategy and budget and ensures regular follow-up with
assigned area. Drives the growth of the top line in each target segment.
Targets - Defines appropriate local targets for the sales team for the segment, based on key objectives set by business
line. Ensures these are achieved through regular oversight, and definition and implementation of improvement plans as
needed.
Market Intelligence - Continuously assesses market trends, customers, competitors, industries, applications and country
analyses to identify and realize opportunities with existing and potential new customers within the target segment. Feeds
back to the Business Units/Product Groups on market trends, competitive landscape, market-pricing expectations,
channel strategy and local conditions to win.
Customer Relationship - Builds and maintains strong relationships at senior levels with the key customers, stakeholders
and other decision makers. Ensures effective marketing communications, in particular ABB’s value proposition. Agrees
with the Business Unit/Product Group the relevant metrics and focus on to ensure and grow customer satisfaction.
Volume, Profit and Cost - Ensures achievement of sales volume and targets by setting appropriate price and margin for
sales booked locally. Participates in negotiation of key contracts. Manages ongoing costs by using latest global tools and
processes to maximize efficiency within the team.
Risks - Ensures both self and team always act with the highest standards of integrity and Health and Safety. Supports the
risk management process by feeding back local information regarding financial status, change of ownership, etc. to
relevant internal partners. Understand cyber security risks.
People Leadership and Development - Ensures (with HR Manager support) that the area of responsibility is properly
organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR
policies. Drives and ensures knowledge sharing and cross-collaboration. Internal training on the applications to the team
members to increase competency.