Area Sales Manager
ABB
Total years of experience :13 years, 7 Months
Division: Low Voltage Products (LP)
Business Unit: Building Automation & Wiring Accessories
o Lebanon: in direct charge with all partners and all type of customers (MEP contractors, developers, consultants, architects, IDs ….etc.)
o Jordan: frequent visits (quarterly basis) to follow the business through the existing market partners and ABB colleagues based in the regional office in Amman
o Iraq: remote follow up with partners to follow the business, directly or through the responsible colleagues in the regional office
o Palestine: remote follow up with partner to follow the business, directly or through the responsible colleagues in the regional office
o Syria: Good relation with our partner there. However, all commercial activities still banned by ABB
Roles and responsibilities:
1) Develop the market business by:
- providing all support (commercial, marketing, and technical) needed to existing partners and update their projects’ pipeline on monthly basis
- opening new sales channels to existing partners by close contact to key MEP contractors and consultants
- assigning new partners (distributor/system integrator) where applicable to expand the geographical coverage and increase the market share
2) Manage the implementation of strategies designed to fulfill customer needs while achieving maximum profit margin and ensuring customer satisfaction
3) Develop the market intelligence by following competitors’ activities
4) Organize marketing activities in cooperation with the corresponding partner by arranging local events (seminars/presentations/exhibitions) or by visiting the feeder factories
5) Prepare and assign budget to ABB partners in accordance with LP budget in Near East region
6) Market study and comprehensive business plan when launching any new product or assigning a new partner
7) Frequent visits to key consultants to maintain good relation and make sure ABB products are always specified
8) Recommend and implement market price level based on market intelligence of competition
9) Prepare ABB Offers and follow orders booking and customers’ dues collection
10) Recoding and updating all offers/opportunities/complains using ABB tools
11) Develop and maintain close working relationships with clients
12) Interact with relevant parties to negotiate sales, resolve disputes, and quality-related issues
1) Build strong relations with the key decision makers at major investors, clients, consultants, contractors, …,
2) Understand competitor strategies and their approach to the market
3) Prepare Go-to-Market strategy
4) Develop a strong database of clients, consultants, contractors, panel builders, investors with decision making process involved in coordination with Marketing and exchange the information to the sales effectively,
5) Strategic action plan with time frame to address top customers to capture maximum business available and cover geographically the market place to ensure covering the white spots,
6) Measure percentage of ABB share compared to competitors with each client to enhance our share,
7) Identify potential new customers to the existing list,
8) Coordinate with the Marketing, Sales, technical team for the targeted projects with its status and actions required to be initiated for closing the orders,
9) Initiate and motivate with the market information on a daily basis the front end sales to keep them aggressive and vigilant in the market to drive the strategy,
10) To measure the achievements on a monthly basis on the agreed above mentioned strategic action plan and take corrective actions
Roles and responsibilities:
1) Selling electrical material to electrical contractors, developers, and projects owners.
2) Follow up projects, whenever needed, with owner reps and projects’ owners in person.
3) Frequent update of projects’ pipeline of my clients
4) Reaching the sales target set by the management
5) Manage clients’ balances (receivables situation and collection update) and respect company’s credit policy
Products range
- Home Automation systems (KNX & other protocols)
- Wiring devices
- Disconnect (isolating) switches
- Electric panel boards and components
- Door Entry System
- Cable trays (cable management systems)
- Power, telephone, data & coaxial cables
- Plastic Materials (Conduits, Junction Boxes, ….etc
Unit: Video & Audio Door Entry System
Roles and responsibilities:
• Technical support for wholesalers, retailers, contractors, developers, and consultants
• Update the techno-commercial know-how for all customers and installers on due basis through local seminars or factory visits
• Supervising inventory management, supply chain and orders fulfillment
• Develop system design through supplier’s software tool, to extract a clear bill of material and wiring diagram
• Prepare Offers and lead the negotiation with clients to close the deal
• Follow up with contractors, consultants, developers and projects’ owners
• Full coordination with the technical department of the supplier in Italy
• Full coordination with the supplier’s area sales manager in the MEA region