Tender Quotation Specialist- Vietnam Factory

Mission Statement

As a Tender/Quotation Specialist for Distribution Transformer Factory – Vietnam, you will be part of Indian Operation Center in India (INOPC), aiming to develop a global value chain, where key business activities, resources and expertise are shared across geographic boundaries to optimize value for Hitachi Energy customers across market.

You will support tendering activities of Distribution Transformer Factory in Vietnam & play a pivotal role in ensuring seamless bid submission and order booking. Work location will be based out of Chennai, TamilNadu.

Your Responsibilities

Market Analysis

• Update market intelligence (assess business potentials within current segmentation, competition, price levels by knowing the competition) in close cooperation with Front End Sales as well as other Sales Organizations in assigned markets
• Feedback to Front End Sales and/or Product Management and/or R&D and/or Technical Department on new market influences
• Drive identification and development of new leads and prospects together with Front End Sales
• Collect and analyze customer data to support development of quotation based on the customer situation
• Collect and analyze market data to develop sales and marketing strategy for key markets in assigned area.
  
  

• Together with Front End Sales to conduct marketing activities such as visit to key markets, participating customer seminars, road shows, conferences…
• Communicate the value proposition of the offer to Front End Sales and the end customer
• Assure updated and correct marketing / product information to Front End Sales and end-customer.
• Educate Front End Sales in the Local Business Unit portfolio
• Develop the business through close cooperation with Front End Sales Account Manager, or directly with end customer where appropriate, to identify sales opportunities at an early stage
• Create won-lost analysis by track and monitor quotations (e.g. projects lists, volume of offers, provide feed-back of offers)
• Feedback on portfolio gaps and future customer needs to support R&D processes
  
  

• Understand customer needs and identify opportunities in close cooperation with Front End Sales
• Promote and sell the Local Business Unit portfolio of products and services and/or to be responsible for plant visits by Front End Sales personnel and/or end customers in line with Business Unit and divisional strategies
• Proactively identify business opportunities in assigned markets by using appropriate tools
• Initiate the formation of and lead project teams for larger business deals
• Participate and initiate in Business Unit and/or divisional cross-selling teams
  
  

• Supports or collect and analysis customer data by using the appropriate tools
• Together with Front End Sales and Engineering as well as other related functions at the factory to develop most suitable solution for each tender in both technical and commercial matters to satisfy customer needs.
• Together with Front End Sales convince the customer, drive negotiations and close the deal - ensure customer satisfaction throughout the complete sales process
• Drive development of quotation based on the customer situation
• Conduct risk reviews (e.g. ensure Local Business Unit price quality).
• Register accurate input in risk review database (applicable for system sales only)
• Track and monitor quotations (volume of offers, won-lost analysis, provide feedback of offers to the BU, price-analysis per customer and product, etc.)
• Act as product champion vis-à-vis Front End Sales
  
  

• Closely cooperate with Project Manager to assist in communication, negotiation with other ABB affiliates’ Front End Sales, other Sales organizations and customers when required.
• Actively involve with Project Manager to meet with customers, other ABB affiliates personnel during FAT witness to get better understanding, information of customer needs, market development to find out future opportunities.
• Contribute to after sales for the products. Identify new sales opportunities
  
  

• Bachelor's degree in engineering, with 2 to 5 years of professional experience in Distribution Transformer Tendering or Front End Sales.
• Familiarity with Microsoft Excel, Word
• Proficiency in English language.
• Preferred who have worked in sizable and well-structured organization