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Sales and Marketing Manager – Europe

  • Job reference: UK0000040
  • Sector: Energy, Nuclear, Power
  • Location: Baden, Västerås, Stone
JOB PROFILE – Sales and Marketing Manager – Europe – Linxon

Shaping energy solutions to empower sustainable connectivity
We combine ABB’s deep technological knowledge and SNC-Lavalin’s project management expertise to create a company dedicated to substations – we are Linxon.

Linxon is a joint venture company set up by SNC-Lavalin and ABB to turnkey electrical AC substation projects. Linxon will undertake turnkey electrical alternating current substation projects related to renewable and conventional power generation, power transmission and transportation solutions. Turnkey solutions will include project design, engineering, procurement, construction, management, commissioning and after-sales support.

Mission Statement:

This role can be based from our Linxon offices in Baden - Switzerland, Vasteras – Sweden or Stone – UK.

The successful applicant to this role will be responsible for the sales and tendering activities of Linxon within the Europe Hub. In that respect the person manages the sales and tendering team, delivers the order intake at or above GM and cash flow target in the region with an acceptable project risk profile. The person also develops long term relationships and a high level of intimacy with customers and external stake holders in the region. While doing so, the Regional Sales Manager is expected to work closely with the Linxon Chief Sales Officer, Hub management team, local project office management, Linxon business development and ABB front end sales representatives to drive Linxon growth in the region in a sustainable way.
The regional sales manager must ensure that a strong culture of integrity and compliance permeates throughout the Hub sales and tendering community and that Linxon company directives in this area are fully implemented within the region.


Main Accountabilities:
Sales and tendering team:

Ensure the proper coverage of the market in the region by the sales and tendering team and that it is staffed with the right level of expertise. Drive the pursuit and closing of orders by the team across the region to achieve budget order intake at or above GM and cash flow targets. Grow the sales and tendering team expertise including putting in place relevant development, training and succession plans. Undertake performance appraisals according to the Linxon performance measurement process, set individual targets including those related to the annual bonus structure and promote good behaviors around teamwork, transparency and personal responsibility.

Cost:

Set the budget for the sales and tendering activities together with the Hub Europe Manager. Strictly monitor the costs consumed in sales and tendering activities and ensure a swift action to bring costs in line with budget where necessary. Approve travel for sales and tendering personnel in line with the Linxon travel policy and ensure expenses are properly documented and approved for payment.

Customer Relationships:
Ensure that for each geographical and segment area within the region a high level of customer intimacy is developed including the preparation and maintenance of a meeting plan for key customer decision makers. Make sure to involve Linxon and Hub management in customer meetings at the appropriate time and ensure they are fully briefed to make the maximum customer impact.

Sales and tendering processes and tools:
Ensure full adherence to the Linxon sales and tendering processes and the use of associated tools. In particular, ensure that opportunity screening and target pricing is diligently performed and that tender approvals involving Linxon board approval and above are fully prepared well in advance of the quarterly board meetings. Promote the consistent use of the company CRM system and timely reporting within the team and towards the Linxon and Hub management. Prepare monthly and quarterly sales forecasts, relevant sales and tendering metrics e.g. tender hit rate and the annual budget order forecast to facilitate Linxon and Hub management planning.

Market strategy:
Building on the Linxon company strategy drive the development and implementation of solid and sustainable Europe wide market development plans covering key customers and markets. Present and gain approval of these plans from Linxon and Hub management.

Communications:
Working with the Linxon global communications manager establish a clear market communications plan for Linxon in Europe which incorporates and builds on global Linxon communications activities. Identify branding requirements and to support customer and market interaction. Select key trade shows within the region where Linxon presence is essential and ensure return on investment is maximized for Linxon participation through proper planning and preparation.

Safety and Integrity:
Ensure full compliance of the Hub Sales and tendering team to the Linxon safety and integrity values and directives. Monitor and ensure regular trainings in these areas are undertaken by sales and tendering staff and that KPI’s such as hazard reporting are met. Promote a culture of caring for the wellbeing of colleagues and associates and pay special attention to ensuring travel is undertaken safely, with due care and according to the Linxon travel policies and procedures. Considering the customer facing nature of this important role the Hub Sales and Marketing Manager must lead by example on integrity, demonstrating excellence in behavior in this regard and ensuring zero tolerance for integrity breaches.

Knowledge, Skills, Experience:
- Senior manager with extensive sales experience (10+ years) large project or system business
- Capacity to lead by influence and drive successful outcomes
- Degree level educated in Electrical Engineering, Business or related disciplines
- Proven customer and market orientation with a history of delivering order growth
- Capable to maintain and develop customer relationships at senior management level
- Strong leadership and results orientation, paired with impressive communication and networking skills
- Fluency in English – both written and spoken
- Willingness to undertake extensive travel
- Ability to strategize and develop sustainable market delivery plans
- Comfortable in working to deadlines and meeting targets
- Proficient in Microsoft Office tools
- Display clear commitment to leadership on safety and integrity

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