Markus G.

ABB’s Measurement & Analytics division is among the world’s leading manufacturers and suppliers of smart instrumentation and analyzers. The division (1+ BUSD OR, 4.000+ employees) operates in more than 60 countries with 15 factories and around 50 service support centers. Responsible for Divisional Sales Operations strategy and its execution Responsible for business processes (opportunity/quotation/order management), digitalisation and automation of sales processes (from CRM Salesforce.com to ERP SAP), user/champion/super user enablement, productivity, and performance improvements, sales tool enhancements Responsible for implementation and compliance with global and local standard, rules, tools, policies, and processes related to sales operations Manager of divisional operations team in India (65+ team members) with 4 direct reports plus lead of divisional Sales operation community (9); team in India developed from 20 to more than 65 resources since 2019. Divisional champion for CRM (Salesforce.com), quotation platform (Conga/Apttus) Key achievements (present): established core M&S business and demand management processes; rolled out user/champion/super user enablement and sales automation programs; successfully managed transition to sales automation; established customer experience, productivity and data quality improvement programs; implemented order status transparency dashboard (sales unit and factory orders); standardised cross-functional business processes; delivered sales tool improvements; standardised data analytics for sales operations; transition of operational activities from countries to divisional common operations team in India; extended scope of sales support services of common operations team which tripled in team size since my start Mentor in Business Area "Process Automation" Mentoring Program

The role of Business Process Manager for "Opportunity and Sales Pipeline Management" is in "Robotics and Motion" division and in ABB FACE program (double-hatted). "Robotics and Motion" division provides products, solutions and related services that increase industrial productivity and energy efficiency. Its motors, generators, drives and robotics provide power, motion and control for a wide range of automation applications. The ABB FACE program (Future ABB Customer Experience) is a business-led program established in Group Function "Marketing & Sales" with the objective to make it easier for customers to do business with ABB. At the core of the program, Salesforce.com is rolled out Group-wide as CRM platform in order to enable a 360-degree view of our customers in order to serve customers better. Responsible for opportunity and sales pipeline management process, lead conversion and operational forecasting process, process digitalisation (Salesforce.com), user enablement and adoption, data analytics and performance management Key achievements: successfully enhanced, improved core business processes (Salesforce.com) on Group level (27.000+ users, 400.000+ active sales opportunities) and “Robotics & Motion” business level (6.000+ users, 80.000+ active sales opportunities) with demonstrated business impact; improved user satisfaction, adoption and enablement; established data analytics process, reports and dashboards

The role is in "Robotics and Motion" division which provides products, solutions and related services that increase industrial productivity and energy efficiency. Its motors, generators, drives and robotics provide power, motion and control for a wide range of automation applications. Development and execution of segment growth plans (countries, accounts) Planning and management of sales activities for: selected end customer projects, prioritized sales opportunities across different channels to market, installed base Market data analysis (incl. trends, competition), business planning (incl. factories) Target: order intake growth: >10% p.a. (portfolio: LV/MV motors/generators/drives, service business) Key achievements: segment sales more than doubled; segment focused organization established; products/factories on Approved Vendor Lists (AVL) of major customers; market intelligence build up

The role is in "Discrete Automation and Motion" division which provides products, solutions and services that improve industrial productivity and energy efficiency. Motors, generators, drives, programmable logic controllers (PLCs), power electronics and robotics provide power, motion and control for a wide range of automation applications. Key achievements: developed strategic business growth plans (portfolio, geographic presence, customer segments), supported successful plan implementation (e.g., for conventional power segment); market/ business potential assessments (M&A related); prepared business reviews (regional, global, C-level)

The role is in the ABB group-wide Water Industry Sector Initiative which aims to coordinate and align business and activities to the water sector. The water sector is one of the key industry sectors for ABB with business activities from all Divisions. The Initiative also aims at identifying and realising additional organic and inorganic growth potentials in alignment with the ABB businesses. Key achievements: developed, executed Group-wide business growth plans (enabling 8% growth in Group-wide segment sales); structured segment focused organizational set-ups (country level); delivered regular market analysis; delivered budget plans, run progress reviews; planned, delivered customer/end user/market development initiatives; identified, assessed, prepared investment opportunities and related Divisional or Group-level decisions

The role is in ABB’s Power Generation Business Unit which is a leading provider of integrated power and automation solutions for conventional and renewable power plants, and water applications. The portfolio includes turnkey electrical and automation systems, including instrumentation, all supported by a service offering to optimize performance, reliability, and efficiency, while minimizing environmental impact. Key achievements: sales of engineered system solutions (electrical, instrumentation, automation) for “water” segment incl. bid preparation, negootiation; developed strategic customer relations

The role is in ABB Corporate Research (Research Center in Ladenburg, Germany). In each of ABB’s corporate research centers scientists strive to develop cutting-edge technological achievements that will help strengthen ABB’s business. Corporate research specialists collaborate closely with ABB business units, leading universities and partners to challenge the limits of science and deliver the innovation that drives the Group's success. Key achievements: technology solutions/prototypes; delivered successul R&D projects (multi-year, 1+ MUSD budget) incl. customer pilots; market & competitor analysis; intellectual property; technology screening and transfer