Regional Sales Director Digital _AMEA

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You will be working as a Regional Sales Director Digital_AMEA and will be the part of Process Automation Business Area for Digital based in, Dubai, UAE. In this role you will be reporting to Regional General Manager and will be responsible to provide strategic direction, leadership, management and coordination of Sales function for the digital Business Line in the region. Develop and maintain a highly effective Digital sales strategy in order to improve ABB market penetration and realize growth aspirations for the entire Process Industries industrial software portfolio. Plan and ensure execution of BL Digital group sales strategy within the region, to achieve both qualitative and quantitative targets for assigned digital sales portfolio in a profitable way: orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. Monitor proactively assigned digital sales performance, ensuring development and implementation of correction actions to secure business growth when and where needed. Responsible for leading, developing and coaching the related digital sales organization (other digital sales managers and digital sales specialists within scope) proactively.

This position reports to

Division Digital Lead

Your responsibilities

• Provide sales Leadership consistently at high quality to regional sales, proposals and indirect sales team to drive BL Digital order and profitability growth
• Develop and execute strategic plan to achieve sales targets and expand our customer base
• Continue to drive business development efforts by pursuing new opportunities in the region
• Demonstrate expertise in multiple small/medium/large digital deals across the portfolios with the ability to architect and design winning sales strategy.
• Actively participate in monthly and quarterly business review meetings and be a key participant to the sales & operation planning meetings.
• Define key sales targets and establish appropriate metrics and measurement tools to monitor performance.
• Proactively anticipate and identify shortfalls in performance and takes appropriate remedial action.
• Own and meet/exceed assigned budget/targets for Digital sales for the region (OR, recurring OR)
• Drive sales across all solution lines in the region and meet/exceed %GM target
• Support local sales organizations to ensure achievement of sales volume and product mix targets.
• Identify and evaluate opportunities with existing and potential new customers on a regional basis, determine plans for implementation and allocate resources.
• Ensure digital solution(s) and value proposition are aligned with customer requirements and business objectives. This is done by combining industry best practices, product knowledge, and business acumen & collaborate with consulting team for solutions & industry.
• Develop strategic partnership with customers & solution providers and effectively communicate the value proposition through proposals and presentations
• Monitor client financial status and report changes regarding risk to relevant internal partner teams.
• Identify and manage potential risks relating to contract agreements across customers/channels including cyber security risks
• Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed.
• Provide direction and mentoring to direct & indirect sales team and ensure monthly budget commitments are met
• Develop, implement and review sales processes and tools, and all related training and development activities.

Your background

• Bachelor’s Degree in Engineering, Computer Science Software Engineering or related technical field
• Master’s Degree in Business Administration or technical field would be an advantage
• 15+ years’ experience in the OT / software industry with focus on digitalization and Industrial Software, and deep understanding of relevant technologies and trends
• Proven track record in Sales Management, strong customer focus, exposure to customer top management, consultative selling, driving results and turning opportunities into sales successes
• Proven experience in driving digital development for complex global organizations, ideally in a B2B environment (Process, Energy, software, technology, automation)
• Deep experience in the industrial software environment; Division-specific industry exposure (industrial automation/advanced software/…) preferred; experience and background in either one or more of the Division industrial domains of Mining, Pulp & Paper, Metals, Food & Beverage
• Strong knowledge of relevant solution areas: operational excellence, process performance including simulation, asset performance management, sustainability solutions, connected workforce and cyber security solution areas
• Industry recognition and an established reputation within process industry customers and market insights to drive development of business growth tactics
• Proven collaborator with the ability to drive success in direct and matrix organization
• Ability to deliver complex deliverables under demanding timelines. Be flexible with changes and keep the customer focused and stay within the scope of the engagement.
• Excellent networking skills matured in a highly international organization, “leading by influence”
• Change management experience is a strong plus
• Fluency in English, both written and spoken, additional language a plus
• Availability to travel internationally as required

More about us

Process Industries division delivers complete electrification and automation solutions, industry-specific products and lifecycle services across industries. Engineering and delivering automation solutions from device to monitoring and control make our customers get more out of their investment; digitalization solutions including collaborative operations and augmented reality help improve plant and enterprise productivity, reduce maintenance and energy costs. Our engineering, project management, services and solutions portfolio covers a wide range of industries – Mining, Pulp & Paper, Metals, Aluminum and Cement, Data centers and Food and Beverage We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website www.abb.com. Work model: hybrid #LI-hybrid