Trách nhiệm chính

• Build and execute a territory and industry development plan for the assigned market, with clear target accounts, applications, partners and sales actions.
• Proactively identify new factories, expansion projects, modernization programs and production challenges that may create demand for robotics and automation.
• Approach and develop relationships with business owners, plant directors, factory managers, production, engineering, maintenance, procurement and finance stakeholders.
• Create new leads and qualify whether the customer has a genuine automation need, an addressable application, an investment path and a realistic project timeline.
• Develop existing accounts by identifying additional production lines, plants, applications and lifecycle opportunities.
• Visit customer sites and study the current manufacturing process, product flow, cycle time, production volume, quality requirements, labor content, ergonomics, safety risks and space constraints.
• Ask structured questions to clarify the customer problem, expected output, technical requirements, decision criteria, budget process and project stakeholders.
• Identify repetitive, hazardous, quality-sensitive or capacity-constrained tasks that could benefit from robotic automation.
• Document the existing process and define the desired future state together with the customer.
• Determine what information, samples, drawings, layouts, process data or trials are required before a solution can be proposed.
• Translate production needs into an automation concept and application requirement that can be evaluated by ABB Application Engineering and qualified partners.
• Help select the appropriate robot family, payload, reach, mounting arrangement, controller, software and major peripheral requirements at the sales concept level.
• Advise customers on relevant applications including arc welding, spot welding, machine tending, material handling, palletizing, assembly, dispensing, grinding, polishing, deburring, painting, inspection and packaging.
• Coordinate technical feasibility reviews, simulations, cycle-time checks, demonstrations, sample testing or proof-of-concept activities when required.
• Explain solution assumptions, limitations, interfaces, responsibilities and required customer inputs in clear business language.
• Position the complete value of the proposed solution, including productivity, quality consistency, safety, flexibility, scalability, uptime and total cost of ownership.
• Own the opportunity from lead qualification through solution development, proposal, negotiation, order closure and commercial handover.
• Maintain a healthy pipeline and convert customer activities into clearly defined next steps, owners and target dates.
• Prepare opportunity strategies, stakeholder maps, competition assessments and win plans for important projects.
• Update customer, activity, opportunity, forecast and follow-up information accurately and on time in Salesforce in accordance with ABB processes.
• Conduct regular pipeline reviews, identify order shortfall risks and implement recovery actions.
• Provide timely and realistic forecasts based on customer evidence, project maturity and decision progress.
• Prepare or coordinate technical-commercial proposals with Application Engineering, Product Marketing, Service, Operations, Finance, Legal, Project Management and external partners.
• Ensure each offer clearly defines scope, technical assumptions, exclusions, delivery responsibility, schedule, pricing, margin, payment terms, validity and commercial conditions.
• Communicate delivery times, payment requirements and general terms and conditions accurately and consistently.
• Negotiate based on customer value while protecting profitability, contractual position and execution feasibility.
• Identify commercial, technical and contractual risks early and escalate them through the appropriate ABB review process.
• Support order clarification, internal handover, delivery follow-up, payment collection and issue resolution when required.
• Identify and develop System Integrators, Machine Builders, OEMs and specialist technology partners that can support the priority industries and applications.
• Conduct joint customer visits and align the partner, ABB Robotics and customer on application scope, responsibilities, solution architecture and commercial approach.
• Support partners with product positioning, application discussions, opportunity planning, workshops, demonstrations and proposal development.
• Build an effective solution ecosystem covering welding, vision, grippers, end-of-arm tooling, force control, safety, PLC/control and other required peripherals.
• Monitor partner capability, responsiveness and opportunity progress, and involve the appropriate ABB resources where additional support is needed.
• Monitor manufacturing investments, factory expansion, customer technology priorities, competitor activity and changes in market demand.
• Share customer feedback, win/loss insights and application trends to support ABB Robotics go-to-market planning and portfolio positioning.
• Work with Marketing to define target audiences, campaign topics and follow-up actions for the priority industries.
• Participate in exhibitions, seminars, Tech Days, customer workshops and other demand-generation activities, and convert relevant leads into qualified opportunities.
• Contribute practical application knowledge to customer presentations, case stories and industry-focused content.
• Provide a professional and consistent customer experience throughout the sales process and remain accountable for coordination until a clear handover is completed.
• Act with integrity and comply with the ABB Code of Service, HSE requirements, information security rules, applicable laws and internal policies.
• Recognize safety considerations during factory visits and application discussions, and engage qualified safety or engineering specialists for detailed risk assessment.
• Protect confidential customer and ABB information and avoid commitments outside the approved technical, commercial or contractual authority.

Yêu cầu

• Bachelor's degree in Mechanical Engineering, Mechatronics, Automation, Electrical Engineering, Manufacturing Engineering, Industrial Engineering or a related discipline.
• Practical exposure to industrial machinery or manufacturing processes such as CNC machines, plastic injection molding, metalworking machinery, welding equipment, packaging machines, assembly lines or factory automation is strongly preferred.
• Ability to understand technical drawings, layouts, specifications and process descriptions sufficiently to coordinate with customers and engineering teams.
• At least 3 years of experience in B2B technical sales, solution consulting, business development or application sales within industrial machinery, equipment, automation or manufacturing technology.
• Experience serving customers in Metal Fabrication, Automotive & Auto Parts, Electronics, Plastics & Packaging or General Manufacturing is preferred.
• Experience working with factories, engineering teams, production teams, maintenance departments, procurement, System Integrators, Machine Builders or OEMs is an advantage.
• Previous robotics experience is beneficial but is not mandatory for candidates who demonstrate strong industrial knowledge, consultative selling ability and learning agility.
• Fluency in English is required; proficiency in additional languages, such as Chinese or Japanese, is an advantage.
• Consultative and value-based selling, including discovery, qualification, value articulation and business-case development.
• Prospecting, account development, pipeline management, forecasting, proposal management, negotiation and closing.
• Structured problem solving and the ability to convert complex production issues into clear actions.
• Confident communication and presentation skills with both technical and commercial stakeholders.
• Ability to coordinate cross-functional teams and external partners without losing ownership of the customer outcome.
• Working knowledge of Microsoft Office; Salesforce or comparable CRM experience is an advantage.
• Professional English for technical documents, email, presentations and regional or global meetings.
• Willingness to travel within Vietnam and internationally as required.
• High standards of integrity, ownership, customer focus, teamwork and continuous learning.

Yêu cầu ưu tiên

• Previous robotics experience is beneficial.
• Proficiency in additional languages such as Chinese or Japanese.
• Working knowledge of Microsoft Office; Salesforce or comparable CRM experience.
• Experience with System Integrators, Machine Builders, OEMs and specialist technology partners.

Mức lương

• Thỏa thuận

Hình thức làm việc

• Hybrid working

Thông tin khác

• Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.