Posted on :
8 Apr, 2014
Ventyx, an ABB company, is the leading enterprise software and service partner for the world’s asset intensive industries. The world relies on you to make the most of the resources that matter. We know your challenges and understand where your markets are headed. That’s why you can count on us to deliver solutions that help you minimize risk, maximize profits, and strategize for the future.
As a Area Sales Manager, you will be responsible for growing Ventyx Network Control (NC)’s customer base within a specific region.
Your tasks will include the following:
•Sales activities for all prospective customers within the market.
•Sales activities and account management activities for all current customers.
•Formulate and implement focused sales tactics.
•All Sales qualification & management for all existing and prospective customers. For existing customers a strict collaborative engagement model with the Global Customer Support representative for the customer must be adopted.
•Analyzing and monitoring sales performance, return on investment, cost of sale and initiating corrective action with a client where necessary.
•Present to clients, outlining NC’s approach to solutions and services.
•Participation in win/loss review.
•Ensure each sale delivers targeted levels of margin.
•Providing input into corporate and tactical marketing for the assigned territory.
•Follow up of marketing plans and advertising campaigns within the region.
•Arrange regular regional events involving clients and prospects.
•Adherence to the pricing and margin policies.
•Provide input for coordination of market research and market intelligence data within the region.
•Develop monthly forecasts revenue in conjunction with the VP Sales EMEA/APAC.
•Provide input to Professional Services Organisation on expected consulting requirements.
•Manage relevant inter-organizational relationships within Ventyx to facilitate the furtherance of business objectives.
•Implement systematic performance improvements.
•Translate tactical objectives into plans, processes and actions.
•Foster development & implementation of agreed concepts, principles and strategies, methodologies, processes, awareness and training, in support of knowledge management initiatives relevant to Sales in the assigned territory.
•Identifying and analyzing, treating & monitoring risks arising from the operation of the sales in the assigned territory.
As a member of NC’s sales management team, the incumbent also has a responsibility for achieving overall sales performance goals within the territory.
Ideally, you will hold a B.S.C degree in Engineering, Computer Science, or Business Management or a related discipline with more than 5 years successful sales experience with preference for project sales.
•In depth knowledge of the market.
•Previous solution sales experience in the OT or IT industry.
•Established contacts, networks and partners within the region are highly desirable.
•Fluency in one local language & English.
•Strong motivational and persuasive skills.
•Strong Negotiation & contract management skills.
•High level of understanding of the variety and implications of the business models and drivers in NC’s target industries.
•Ability to extract, analyze, distil and interpret business impacts, trends and opportunities for a wide range of audience groups.
•An existing or the ability to rapidly form a general understanding of the NC solutions suite of products for discussion with our clients/prospects.
•A sound appreciation of business solutions and technologies in the same market space as NC.
•Demonstrated abilities managing lobbyist, partners & channels.
•Communication – strategic / tactical / written / oral.
You can expect to join a dynamic, challenging and professional environment. If you require any further information, please email enquiry.recruitment@ABB_ZA01. We are looking forward to receiving your application.