1. Overall Summary 

Define, plan and lead the sales strategy for ABB ELDS products, systems and digital solutions within PSB & Residential & Renewable (PRR) segments across East 1 China Region (Shanghai, Zhejiang, Fujian). Secure sustainable order growth, revenue, margin expansion and market share by penetrating end-users, EPCs, design institutes, power-supply companies and key channel partners in PRR. Build, coach and deploy a high-performing PRR sales team (account managers, technical sales, channel reps) to exceed quantitative and qualitative targets while ensuring first-class customer experience and ABB compliance standards.

2. Key Roles & Responsibilities 

**Strategy & Target Setting** 

- Translate China PRR business plan into a measurable East2-China sales roadmap with clear FY/SFY order intake, revenue, margin and share ambitions. 

- Establish KPI tree (pipeline, hit-rate, CRM health, funnel velocity, price realization) and dashboards; review weekly & monthly. 

**Demand Generation & Opportunity Conversion** 

- Identify and prioritize high-value projects and MRO spend within target end-users; map economic buyers & technical influencers. 

- Lead front-end specification work with design institutes & EPCs to lock ABB ELDS into tender documents. 

- Drive systematic account penetration plans for Top-30 PRR customers in region; secure frame agreements / LTAs with multi-site customers. 

**Channel & Partner Management** 

- Select, contract and coach distributors/system integrators that possess PRR domain competence and cover secondary cities / remote plants. 

- Jointly build channel business plans, set quarterly sell-out targets and conduct quarterly QBRs. 

**Sales Force Excellence & Development** 

- Recruit, coach and retain PRR-focused sales talent; run 1-on-1 coaching, quarterly field-ride-alongs and annual capability assessment. 

**Risk & Compliance** 

- Monitor customer financial health (D&B, credit insurance) and project milestone payments; trigger early-warning process when needed. 

- Embed ABB Code of Conduct and ELDS cybersecurity requirements in all commercial engagements. 

3. Leadership & Behaviors 

- Integrity: Zero tolerance for shortcuts; role-model ABB core values. 

- Customer-centricity: Deep curiosity about customer production processes & pain-points; brings insights back to shape ABB offers. 

- Result orientation: Persistent drive to “own the number”; converts data into decisive action quickly. 

- Collaboration: Breaks silos-works seamlessly with PL, Operations, Service, Finance and external partners to speed up customer outcomes. 

-Talent Builder: Grows successors; provides candid feedback and creates psychological safety for innovation. 

4. Qualifications

-              Bachelor or above, majoring in Electrical Engineering or related is preferred.

-              At least 8 years’ working experience in sales for PRR segments, good understanding of the market of East 1 China Region (Shanghai, Zhejiang, Fujian).

-              At least 3 years’ people management experience.

-              Domain know-how and application know-how of MV Switchgears/Components.

-              Familiar with purchasing behavior of PRR customers, value-based selling & captured team selling capabilities are preferred.

-              Team spirit and good communication skills.

-              Good command in English.