Jobs in UAE - Enterprise Software Hub Sales Manager at ABB – UAE

Enterprise Software Hub Sales Manager at ABB – UAE

Job Description:
Your main responsibilities will include: –
1. Enterprise Software Sales & Marketing Strategy : Responsible for identifying, assessing and creating markets, and channels growth plans for all areas related to Enterprise software in the HUB and particular for the growth areas/white spots. Drives and follow up on BU/PG strategic initiatives. Drive and develop a go to market strategy.

2. Sales Objectives/targets: Responsible for achieving assigned Demand and Supply order targets for Enterprise software and energy portfolio management offering. Implement and follow up on market and channel plans for all areas in the HBU. Establish sales targets and ensures sales achievement through regular oversight and definition and implementation of improvement plans as needed per segment per operating unit. Proactively anticipate results and identifies gaps in order to take early remedial action and ensure the target achievement.

3. Customer / Channel Acquisition and relations: Identify and develop opportunities at existing and potential new customers, develop new channel partners to enable growth in different areas. Develop and implement a general account plan for the HUB as well as specific account management plans for selected accounts in the regions, follow up and follow proper governance for implementation.
• Build and develop strong relationships with customers and partners.
• Responsible for follow up, analyzing and acting on the results of customer satisfaction in order to ensure high levels of customer satisfaction.

4. Collaboration: Secure coordination of HUB-wide sales activities related to Enterprise software.

Work in close cooperation and full coordination with the:
– HUB Sales and Marketing Manager
– Enterprise Software GPG Marketing and Sales Manager
– Enterprise Software operating unit manager in MEA
• Work and assure coordination with Domestic sales organization, growth initiative leaders in BU, other BUs, Account Managers, and other HUBs as applicable to maximize chances and value to achieve targets.
• Coordinate the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluate data to ensure area goal achievement.

5. Volume, Profit and Cost: Lead and develop the Enterprise software sales teams – define their target and follow up.
• Coordinate with the local sales organizations to ensure achievement of sales volume, portfolio, channels and market mix targets.
• Ensure achievement of Enterprise software sales volume and portfolio mix targets for HUB and BU by setting appropriate price and margin for individual sales opportunities in line with BU/PG strategy.
• Drive efficiency for complete HUB sales force and secure productivity Year over Year in HBU.

6. Marketing activities: Create and communicate updated qualitative market and competitive analysis.
• Lead quantification of existing markets per country, size of available, offered markets and anticipated demand orders.
• Define and implement market activities such as strategic campaigns.
• Define and follow up on the overall Marketing and Communication activities in the HUB.

7. Governance and tools: Drive and implement BU, division and PG sales processes and guideline (e.g.) sales gates, capture teams, risk review, safe island etc.
• Ensure consistent implementation and usage of tools (e.g. SalesForce.com) in the sales processes.
• Coordinate with the channels to market within the PG and BU to ensure consistent market approach and efficiency.
• Manage the sales support and administrative procedures within the sales process.

Job Requirements:
•Minimum 10 years of experience In Middle East and Africa Market (specially in energy, mining, utilities, authorities, transport and/or infrastructure and industry segments) responsible to grow Enterprise software & Energy Portfolio management.

•Bachelor or Master in Engineering discipline, Information technology or software-related.

•Strong network of customers within key segments in MEA markets.

•Virtual team environment experience.

•Willingness to travel.

•Needs to know the ME culture and speak Arabic and English (French is a plus).

•Excellent presentation and communication skills.

•Soft skills – people person, enthusiastic, dynamic, customer-focused, effective communicator.

•Should have a successful track record of closing key deals with major customers.

•Able to lead a team across the board travel up to 50% of the time.

•Should have multinational organization work experience.

To Apply:
https://new.abb.com/jobs/details/AE67856129_E3

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