Responsible for developing and implementation of sales strategy in Generation of mainly Central and Western region, Promotion of ABB IAPG Products and Sales of the whole portfolio of IAPG systems to Generation of mainly Centre and Western region customers to deliver results according to target set.
Understands the market, define market approach.
With potential to further extension of responsibilities to other markets and accounts or functions within IAPG Sales and Marketing
Develop and implement short-term and long-term strategic plans that insure BU maintains market leadership role in served markets (Centre and West but not limited to) / key customer (T Plus, TGK, RusHydro, Fortum, Unipro, Inter RAO, Enel etc.). Result orientation;
Able to professionally perform complete sales process from pre-sales and prospecting, project analysis and defining the strategy, all internal procedures, offering, negotiations, contractual work and keep customer relations for all project cycle;
Determine and establish long- and short-range business sales objectives. Influence effective and aggressive marketing programs to satisfy these needs and provide an opportunity for earnings growth;
Maintain a high level of interpersonal relations and professional competence in the interest of the business unit;
Meet all business unit management objectives including sales, sales mix gross margin and cost targets;
Support the implementation of global, CEE HUB and domestic initiatives;
Provide deep project risk assessment and implementation analysis with following preparation of overview and defence on the global management board;
Act in accordance with ABB regulations and directives, follow business processes required for project register and handle, risk assessment and review with the global community in favour of key account.
Technical university degree (MPEI preferred, but not obligatory);
Understanding of customer needs, experience in customer interface (Energy segment in Russia);
At least 7 years relevant experience within Russian energy sector (Utilities, Generation) in the role of high technology / electro technical products and systems supplier (manufacturer of EPC) or role of representative of Generation companies (governmental and private incl.
international), appreciated international business environment experience (big 5) in sales & marketing;
Product (DCS and Electrical Systems within Power Generation, Power Generation equipment, Transformers, LV / MV Switchgears) and Russian energy market knowledge (key players, structure, laws, personal contact base), ability to analyse and build a strategy short term and long term;
Acceptance and Ability to strictly follow internal regulations and specifics, business processes and procedures, volume of administrative / documentary / reporting work and subordination principles;
Communication and negotiation skills;
High level of responsibility and result orientation and hard-working;
Presentation skills in graphics (.ppt) and verbal on both English and Russian;
Fluent English and Russian.