Marketing & Sales Support Manager | ABB Industries Muscat, Oman

Marketing Jobs, Sales Jobs — By Samer Marzouq on November 11, 2009 at 7:02 am

Position: T&D Substations (BU code 2880) Marketing & Sales Support Manager Oman market

Reports to: FES manager Oman

Functionally reports to: PSS-2880 GMU Managers of AEIND and CHPAU (i.e. two responsible 2880 units for Oman)

Market size: 540 MUSD (2010) à to be assessed by this dedicated 2880 contact

Budgeted Demand Order Volume: 56 MUSD (2010)

Objective of the position

The Marketing and Sales Support Manager, fully embedded into the FES organization of Oman, is the extended arm of the two 2880 market responsible units AEIND and CHPAU and is accountable to support the Front End Sales organization in driving sales and services of T&D Substations and the ABB Power Systems portfolio in Oman.

The position builds and manages effective sales and tendering support and is characterized by direct customer contact together with Front End Sales. The M&S Support Manager takes full responsibility for the sales process (screening, tendering, negotiation, closing, hand-over to execution) in line with the applicable business models with ABB Power Systems.

Main tasks
Assess market size and segmentation
Identify market players
Screen upcoming projects
Propose possible project setups / possible partners
Identify qualified products and make proposal which products shall be qualified
Define other success factors for the 2880 market in Oman
Actively support and be deeply involved in tender process
Secure and exceed budgets for order intake and net / gross margins, optimizing sales volumes and channels
Define and evaluate market size and segmentation
Establish dominating and potential players and decision makers
Map customer sourcing processes and buying behavior
Define target projects and drive tender screening, Risk Review and Won-Lost processes
Identify suitable project set-ups and partners
Ensure pre-qualification of required ABB product portfolio
Identify required success factors for ABB in Oman
Initiate necessary FES actions to optimize order intake
Develop / ensure the right sales support organization size and competence within the Local Business Unit and FES
Implement margin transparency
Appoint and develop functional reports in consultation with GMU Manager, Local BU Manager & FES
Support implementation and use of ProSAM/ProSales and other applicable marketing and sales tools
Ensure continuous improvement in sales processes and cost to sell (tender costs)
Develop new customers and market segments and ensure profitable increase of local volume
Improve access to markets through external channel partners such as contractors, system integrators, OEM’s, distributors, etc.
Encourage One Team approach for individual sales projects
Deliver market intelligence and product requirements to GMU
Help balance footprint and cost base through implementation of Regional Engineering Center structure and support / drive development of Local Support Centers
Enhance supply chain management on a global, regional and sub-regional scale and leverage low cost country sourcing
Ensure market coverage, share and penetration in line with agreed strategic objectives
Work in accordance with ABB procedures using applicable tools
Participate in project tendering as applicable
Analyze customers’ specifications, both from a sales and operational excellence dimension
Serve as interface with customers, colleagues, partners and project participants on sales matters
Ensure Customer Satisfaction and responsiveness to customers

Personal Characteristics and Skills
Business minded
Strong leadership/interpersonal skills
Positive Attitude and Common Sense
Ability to manage/work with virtual (cross border/culture) teams
Able to handle conflict resolution
Good understanding of Customer needs / Good Customer relations
Strong ability to influence people, building trust and credibility
Negotiation skills
Presentation and communication skills
Display integrity and an open attitude
Time management
Understanding projects, project finances and cost initiatives
Understanding Terms and Conditions
Computer literate
Problem solving skills
Decisive
Good command of English language