Regional Marketing and Sales Manager - Northern and Central Europe

Global ELSE S&M Lead

As the Northern and Central Europe (NCEU) Region Marketing & Sales Manager, you will be responsible for driving profitable growth to meet or exceed assigned targets while focused on delighting our customers. You will be expected to mentor and develop a team of country leaders, ensuring successful implementation of cross-region initiatives, as well as developing local initiatives and strategies. You will guide your team to obtain and analyze installed base information to build pipeline opportunities and better understand market potential and build resource plans. Your success will be highly dependent upon the team supporting you and collaboration with other Electrification and ABB Businesses. The final key to your role will be recruiting, developing, and giving opportunities to world class talent in your region. The preferred candidate needs to be in the NCEU region. The countries under the M&S responsibility of this role are : Belgium, Czech Republic, Denmark, Finland, Germany, Hungary, Ireland, Netherlands, Norway, Poland, Slovakia, Sweden, Switzerland and United Kingdom.
Responsibilities
*Meet/Exceed Financial KPIs for the NCEU region
*Create, plan and implement an annual commercial service sales strategy by effectively utilizing ServIS (the approved Service database) to protect and grow our installed base while targeting our competitors' customers.
*Promote value add service offers supporting the entire Life Cycle Management (LCM), ensure the team sells the complete service portfolio: Care, Modernization and Advisory Services and participate in risk reviews and negotiations of major contracts.
*Ensure achievement of targets by providing valuable and innovative solutions to customers and initiating improvement plans as needed, establish long term relationships with key customers, stakeholders and decision makers by understanding their needs and requirements. Exhibiting high expertise in technical solutions and products will ensure customer risk mitigation while creating customer satisfaction.
*Support the team by participating in marketing and sales activities and provide feedback on opportunities for campaign development, engage, collaborate and provide feedback to product management to better understand local market needs for product and solution development, and resource alignment. Fully understand competitor offerings and market trends.
*Regularly update customer opportunities and financial status. Report any changes regarding risk to relevant ABB stakeholders.
*Drive overall commercial efficiency by relentlessly remaining engaged with Service Operations and Product Management to share market needs and voice of customer.
*Lead the team to execute commercial plans and keeping them accountable to deliver on their commitments.

• At least Bachelor's degree in Business studies, Engineering or equivalent work experience
• A minimum of 10 years in a similar role and experience in leadership in a Marketing & Sales function.
• Good knowledge of the market and trends in the NCEU region relevant to the services portfolio, deep knowledgement and understanding of key customers and Electrification installed based.
• Strong knowledge of Price management techniques and proven records of NPV achievements, ability to articulate and integrate marketing basics (5Ps and 4Cs) in commercial strategies.
• Strong interpersonal, change management and leadership skills, experience in remote working and managing at distance
• Strong communication skills with the ability to influence in a matrix organization

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