Global Capture Team Leader, Process Industries

Vor 4 Tagen

Basel, Schweiz ABB Vollzeit

**Global Capture Team Leader, Process Industries**:
**Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.**:
In this role you will be responsible to formulate and lead capture teams focusing on the mining industry to maximize ABB offerings and hit rate for the sponsored Global Strategic Projects (GSPs). By defining the “winning” strategy, use deep domain know-how to develop value proposition and determine actions. Create Customer & Project player maps. Manage the process from inception to close, while fostering high levels of internal and external collaboration and openness.

**Your responsibilities**:

- Research customer needs / success factors and risks involved. Formulate overall potential winning strategies to maximize system and product volumes for ABB.
- Understand the ‘Total and Available Market Size' for ABB and estimate ABB’s potential order targets.
- Define the team ‘requirements’ depending on the project scope. Proposes the ideal team members. Prepares and leads business management kick off meetings.
- Identify customer key contacts and create player maps. Form deep relationships and drives early engagement with customers.
- Monitor competitor’s activity and ensures that appropriate response strategies are formulated and implemented. Provide input to Business on market price developments. Formulate and maintain a thorough competitive assessment.
- Utilize standard ABB “Capture Team Selling” tools and processes. Utilize SFDC, Player Maps and Chatter Tools. Ensure good communications on progress and challenges to all relevant stakeholders.
- Sustain ABB interest in the pursuit through any delays and the long pursuit cycle (2 years minimum) for all relevant stakeholders.

**Your background**:

- Approx.15 years relevant sales / project management / capture team / large project experience in the mining sector
- Understanding of project/sales pursuit best practices among the mining industry and/or EPC serving the mining sector
- Demonstrated ability to capture business
- Excellent organizational skills and ability to meet deadlines
- Refined skills in communication, negotiation and stakeholder management
- Demonstrated ability to drive results by successfully navigating complex setups (geography, organizational, etc.)
- Proven ability to translate customer requirements into actionable solutions

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