Account Manager (Energy Industries, Hochiminh)

Account Manager (Energy Industries, Hochiminh)

ABB Limited
2-5 years
Not Specified

Job Description

Account Manager (Energy Industries, Hochiminh)
Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

Promote and sell Automation Solutions related to Distributed Control Systems (DCS), ICSS, Cybersecurity Management, Power Management Systems, Alarm Management and other advanced solutions of ABB in greenfield, brownfield and install base of our automation in energy industries vertical segments - Power & Water, Oil & gas and chemical & refining industries, etc Develop a close relationship with key customers in each segment. Identify customer needs, pain areas and propose solutions in coordination with the sales manager and tendering team to overcome the customer challenges. Ensure a high level of customer satisfaction through proactive positioning, technical selling, and services to specific customer needs. Identification of sales opportunities in the assigned accounts or segments by getting involved since the conceptualization stage. Support the development of Solution business in the country Reporting to Local Sales & Service Manager and supporting the development of Solution business in the countryYour responsibilities

  • Following the company strategy and implement the growth initiatives for the assigned segments as below:
  • Promote retrofit solutions for both automation and electrical portfolios
  • Service Maintenance Agreements, HW & HMI Life Cycle Management, PLC Replacement, Cyber Security, Excitation services, Spares, and Field Service in the installed bases.
  • Developing the growth Initiatives with pipeline with 2 Years of foresight.
  • Monitoring each opportunity for award to ABB by having a detailed understanding of the Customer budgeting and approval process.
  • Visiting the site and collect all the site information. Input data into ServIs. Get a site assessment report for install base in coordination with service engineers and create stepwise evolution/upgrade plan working closely with service tendering team. Initiate future opportunities by presenting and convincing the customers for budget creation as per the site assessment report.
  • Developing opportunities against identified targets per initiative. Collaborate with Service Manager and provide accurate Monthly Forecast. Achieve sales targets in respect of both budgets and effective sales techniques. Develop opportunities for achieving goals for 2022 and beyond.
  • Follow the pipelines closely and ensure sales achievement through regular customer interaction and customer visits. Ensure each install base allocates a budget per opportunity generated.
  • Supporting the development of strong relationships with key customers. Build and maintain strong relationships with key decision-makers within the Install base.
  • Ensuring achievement of sales volume and product mix targets by setting the appropriate market price. Participate in negotiations as deemed necessary.
  • Coordinating the flow of information for sales activities and gather customer/execution feedback on the performance of past projects.
  • Monitoring client financial status and report any changes regarding risk to relevant internal partner teams.
  • Identifying and manage potential risks relating to contract agreements across customers/channels.
  • Collaborating across all functions and other senior colleagues, take advice as required and ensure prompt submission of visit reports and Sales Reports to Service Leader. Uphold ABB Value at all times.
Your background

  • Bachelor's Degree in Engineering, Instrumentation & Control Engineering with automation solution selling experience in the Power Utilities or other relevant energy industries.
  • Minimum 10 years of experience in the complex solution selling process.
  • Previous experience of Bailey (ABB) DCS system, Symphony Plus or System 800xA systems will have added advantage. Functional knowledge of DCS is required.
  • Understanding electrical products, solutions such as Excitation systems, Switchgear (Low voltage, Medium Voltage), Protection systems and the ability to understand and sell the integrated solution (ECT) shall be an added advantage, a Team Player with a strong focus on customer relationships.
  • Excellent written and verbal presentation skills are required and fluency in English - verbal and written
  • Excellent customer relations within the energy segment - power, water, oil & gas, chemical & refining, etc
  • The job requires extensive travelling, meeting customers, building up customer relations, making presentations, convincing customers, building winning strategies.
  • A fast learner and proactive attitude, a fair understanding of Commercial terms and conditions, ability to use is preferable.
More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website Recruitment Agencies please be aware that this role is being managed by the internal ABB Talent team directly. We will reach out to our preferred agency partners should we require support. Your adherence to our process is appreciated.

About ABB Limited

ABB Ltd (German: ABB AG, French, Italian, Romansh: ABB SA),formerly ASEA Brown Boveri, is a Swedish-Swiss multinational corporation headquartered in Västerås, Sweden, and Zürich, Switzerland.operating mainly in robotics, power, heavy electrical equipment, and automation technology areas. It is ranked 341st in the Fortune Global 500 list of 2018 and has been a global Fortune 500 company for 24 years.Until the sale of its Power Grids division in 2020, ABB was Switzerland's largest industrial employer.ABB is traded on the SIX Swiss Exchange in Zürich, Nasdaq Stockholm and the New York Stock Exchange in the United States.

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