Systems Integration Sales Manager

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This role will drive long-term profitable growth of System Integration Unit (SIU) inside of BL analytical . Successful candidate will work directly with all SIUs on bidding strategy, product positioning and overall pursuit of these opportunities to maximize hit rates and deliver our growth plan according to market needs and Business Line strategy and targets for Process Automation Business Area in Shanghai, China,

This position reports to

Area Sales Manager

Your responsibilities

• Identifying, tracking and driv ting a successful award an Americas list of SI projects while serving as the capture team lead on key must win projects
• Spending significant time with customers and understand their needs and explain the ABB Value messages to increase our direct business. Developing both the short and long-term project capture plans direct with these end users
• Utilizing US FES and channels where appropriate to help create / increase penetration
• Developing strategic growth and business plans that drive and supporting long-term profitable growth, tracking and reporting performance metrics within the SalesForce (SFDC) tool
• Working with and leverage the entire ABB organization to bring maximumize impact on IPAMA product pull through and winning SI projects
• Maintaining a portfolio of SI project opportunities within SFDC and drive regular cadence with capture teams to position ABB in the best possible way to winThis includes entering/initiating SFDC opportunities as well as regular reporting in SFDC of trips and customer interactions.
• Developing “must win” project targets based on specific strategic criteria and administer the bid vs. no-bid process on these opportunities including documentation
• Will lead a monthly Sales cadence for SIU Management Review Sales Review.
• Collaborating with SI customers and end users to understand market needs and pricing.
• Be able to explain Analytical system integration and the basics of analytical products / services and value messaging.
• Must be able to communicate both the ‘big picture’ and the ‘little details’ to a widespread virtual team, motivate them to action, and manage their activities (without the benefit of direct report relationships)
• Seeking to understand and drive inclusion of products on SI and EPC AVLs
• Willing to work directly with the EPC Strategic Account Manager on large projects to develop and drive strategy for winning

Your background

• Engineering Higher education is valued especially in a technical field such as mechanical or electrical engineering, but not necessary if the candidate has the direct and proven industry experience and tenure as noted above
• BS degree in a technical and or business discipline and/or work experience equivalency.
• At least 5 10 years of experience in Process Analytical sales / analytical products / project sales or project integration.
• Leadership experience in sales, engineering and operational projects.
• Experience in strategic and operational planning.
• Ability to anticipate customer needs and market trends.
• Strong, well-developed verbal communication, influencing, coaching and leadership skills.
• Be able to explain Analytical system integration and the basics of analytical products / services and value messaging.
• Must be able to communicate both the ‘big picture’ and the ‘little details’ to a widespread virtual team, motivate them to action, and manage their activities (without the benefit of direct report relationships)

Benefits

• Life insurance
• Disability insurance
• Accident insurance
• Sick pay
• Meal allowance

More about us

ABB's Measurement & Analytics division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers. With thousands of experts around the world and high-performance digital technology, ABB's team is dedicated to making measurement easy for its industrial and energy customers to let them operate more efficiently and profitably. We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website.