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  • Job reference: RMS0201908

Sales Specialist - Electrical

  • Sector: Oil & Gas
  • Location: Aberdeen
  • Job type: Permanent
  • Date posted: 02/11/2018
  • Duration: staff
This vacancy has now expired.
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The Role:
Role Outline
Responsible for Electrical Service Sales of the Full Portfolio of Electrical Services to the Oil and Gas Industries, including: Opportunity Identification,Technical Audits, Power System Studies, Lifecycle & Obsolescence extension/Upgrades, Advanced Services and Condition Based Maintenance, etc.

Main Accountabilities

To deliver the business targets for Advanced Electrical Services to the Oil, Gas and Chemicals Industries
 To support the growth of Electrical Services throughout the total ABB portfolio of electrical products and advanced services
 To target growth from ABB and 3rd Party Installed Base of Electrical Systems and Products: Generators, HV/LV Switchgear, Transformers, Machines, Drives, Control and Protection Systems and conditioning monitoring
 To engage the entire UKCS (predominantly Aberdeen) O & G client base, specifically Technical Authorities (TA), Responsible Electrical persons (REP) Procurement & Supply Chain (PSCM) and electrical engineers across all UKCS customer accounts.
 To acquire new contracts (product, studies, solutions and healthcare) and ensuring contract renewal at the appropriate margin 3 months in advance of renewal date
 To support the development of the Electrical Service Strategy and create a framework that supports the delivery of the whole Electrical Service portfolio.
 To understand the industry challenges to effectively position new advanced solutions articulating the real operational and economic benefits (minimal downtime, maximum availability and reliability)
 To present technical solutions demonstrating the ROI ( quantifying payback) as part of our Advanced Services Solutions
 To target the installed base (using ServIS) with the right solutions identifying the equipment lifecycle status on a regular basis with all customers installed base equipment
 Identify key accounts on installed base and propensity to spend, and manage key customers on a regular basis to meet their perception/expectation of the Service value
 Champion the introduction of new services around predictive and prescriptive maintenance.
 Track and upload all opportunities and site visit reports within SalesForce on a weekly basis, Minimum number of client meetings expected to be 10 per week.

Position Interactions
 Customer representatives at all business levels, influencers and decision makers (Oil Producers and EPC's)
 Technical and Certifying Authorities
 Industry Associations (OGTC, OGA, OGIC, O&GUK, FPAL etc.)
 Service Sales Manager IAOG
 LBU Service Managers
 Divisional, HUB, BU Service & Operations/Product Managers
 Spares/Logistics Manager
 Customer Interface Engineers (CIE)
 UK Account Managers (Service)
 Systems/Projects (St Neots)
 Portfolio Managers and Subject Matter Experts (SME)
 Proposals Manager and proposal teams

 Achieving the desired growth from the Electrical Portfolio in the Oil, Gas Industry against defined budget and KPI's
 Manage cooperation across and within the BU's to deliver the whole Electrical Portfolio to the Oil and Gas Industry
 Effectively working with sales teams in other BU's to align our sales activities around target accounts
 To become the change agent/Customer trusted advisor, to support the cultural change in electrical maintenance that supports the transition shift to reliability centred approach
 The introduction and presentation of new service products that differentiate ABB from its competitors
 Ensuring value is added at the point of sales avoiding under-pricing services
 Developing a counter strategy to the existing Aberdeen base electrical competitors

The Company:
Our client is a leader in power and automation technologies that enable utility and industry customers to improve performance while lowering environmental impact. They operate in around 100 countries employing over 145,000 people.

About Fircroft:
Fircroft has been placing people in specialist technical industries for approaching half a century, focusing on mid to senior level engineers for contract and permanent roles worldwide. By applying for this job you give consent for Fircroft to contact you, via email & telephone, to discuss your application along with future positions and Fircroft's services.

Fircroft is registered as a Data Controller with the Information Commissioner as required under the General Data Protection Regulation 2016/679. Fircroft will only process your personal data for the specific purposes of managing your application.

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