Sales Support Manager, Commercial operations
ABB
Zaventem, Brabant, Belgium
10 uur geleden

Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.

ABB Electrification business (EL) is a leading provider of a full range of protection, control and measurement solutions - enabling safer and smarter electricity flow from substation to the point of consumption.

We deliver products and systems designed to connect, protect and control electrical systems, ensuring reliability, efficiency and safety for equipment and personnel.

The Sales Support Manager, Commercial operations leads the pre-sales functions (from inquiry, to the point of receiving an order) and is responsible for ensuring customers receive timely, accurate and consistent responses.

He will lead teams with varying responsibilities and is accountable for implementing global processes, best practices and solutions across the Inquiry to Order process to meet and exceed external and internal customer’s expectations.

The Sales Support Manager, Commercial operations is also accountable for end of line metrics. Example : forecasting accuracy, timely and complete quote, clean orders % (executable backlog), NPS (Net Promote Score), Salesforce.

com data quality and value creation KPIs.

Your responsibilities

  • Prepare optimization plans to increase operational excellence and external / internal customer’s satisfaction across the inquiry to order process.
  • Leads a team of quotation and tendering experts providing technical and product quotations support : generate products / systems configurations, market special price agreements, direct and indirect quotations, transfer special price agreements to FFs, collect and manage public tendering documentation (based on customers and sales engineers input).
  • Focuses on sales forecasting accuracy, timely and complete quote, clean orders % (executable backlog), NPS (Net Promote Score), SFDC data quality KPIs, minimize the # of manual sales order changes due to inconsistent master data.
  • Support Sales Engineers on leads, contacts, accounts and opportunities management, accounts segmentation, accounts planning, forecasting and overall data quality.
  • Administers locally the Global OEMs sales contract, lead the preparation and ensures the implementation and administration of any local sales contract / policy / campaign.
  • Ensures quotation groups follow all necessary processes, local contractual requirements and risk reviews in a timely manner.
  • Lead detailed gap analysis across the sales sup-port processes and provide solutions to reach and exceed expected service level at optimized costs by utilizing lean six-sigma assessment methods and tools.
  • Propose new / updated KPIs and distribute sales support dashboard to measure the local achievements vs targets and to provide input for continuous improvement within the sales community.
  • Ensure that the area of responsibility is properly organized, staffed and directed. Builds an effective, capable and high performing organization.
  • Live ABB’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.
  • Your background

  • More than 5 years of experience in a leadership role in Sales and / or Sales Support, with a proven ability to anticipate customer needs and market trends. ·
  • Knowledgeable in the electrical industry field with a strong understanding of the distribution systems / products.
  • Strong, well-developed communication, influencing, coaching and leadership skills.
  • Strong analytical skills and experience in gathering and analyzing market intelligence.
  • Established mindset towards continuous improvement and process refinement, with working knowledge of Lean Six Sigma methodologies.
  • Demonstrated change agent.
  • Engineering background preferably Electricity or equivalent through experience.
  • Fluent in Dutch and English (spoken and written).
  • Proficient with Salesforce.com and Microsoft office products.
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