ABB Ltd._艾波比股份有限公司

Create and complete bids/estimations/quotations based on customer specification or customer requirements/budget in order to achieve both market competitiveness and high margin for the Company. Maintain and improve the balance between all ABB units and customers that are present in the area of responsibility. Main Accountabilities: Target • Formulates competitive bids/estimates/quotations, taking into account best available product mix and appropriate technical and commercial considerations for each individual situation. • Ensures tenders are well documented in a timely manner and with appropriate level of detail, including full and accurate costs. Preparation • Manages the preparation of all technical (e.g. defining the most suitable technology and product type(s)), financial (e.g. total price sheet, cash flow analysis) and if necessary project management (e.g. quantifies hours of engineering and commissioning) aspects of the bid/estimate/quotation, indicating prices and trading conditions. Coordination • In accordance with bid/estimate/quotation planning, ensures that inputs for editing activities are provided on time and according to established quality procedures. • Manages external services to support bid/estimation preparation such as translations and governmental approvals. Documentation • Collects and archives documentation regarding the offer/order and records assumptions and decisions taken during the development process. • Regularly reports the status of the bids/estimates/quotations using defined tools and collects and analyses the reasons for tenders being lost and won. Risk • Identifies potential risks in the bids, quotations and estimates, and in any related contract agreements across customers/channels. • Provides information and/or participates in the Risk Review process in accordance with ABB policy. Information coordination • Responsible for collecting and collating all information needed to prepare the proposal, including both technical and cost elements. Customer relations • Establishes and maintains effective customer relationships to understand customer needs. • Ensures a positive customer experience throughout the sales process. • Provides any necessary technical support to Sales Managers during technical meetings with customers. Supplier selection • Identifies potential vendors for equipment and materials required in the project and technically evaluates supplier offers to check match with specifications. • Collaborates with Supply Chain Management to coordinate requests to subcontractors.

Develop and maintain Analytics effective sales strategy in Taiwan in order to improve ABB market penetration and realize growth aspirations in the assigned scope. Set, plan and ensure execution of Analytics sales strategy within Taiwan, to achieve both qualitative and quantitative sales targets for products, and services in a profitable way: order growth, revenues, profitability, market share, sales productivity, and customer satisfaction. Monitor proactively sales performance, ensuring development and implementation of correction actions to secure business growth when and where needed. Proactively lead, develop and coach the sales organization (sales specialists within scope) to exceed the sales targets through high performance. • Creates, plans and implements local sales strategy and strategic business development initiatives for Analytics. • Defines key sales targets and establishes appropriate metrics and measurement tools to monitor performance. • Proactively anticipates and identifies shortfalls in performance and takes appropriate remedial action. Drives top line growth. • Identifies and evaluates opportunities with existing and potential new customers on a local basis, determines plans for implementation and allocates resources. • Builds and maintains strong relationships with key decision makers in customer and potential customer organizations. • Plans and implements customer surveys and acts on the results to ensure high levels of customer satisfaction. • Identifies, monitors and maintains/exceeds the sales market price levels, evaluating with Product Management pricing impact on the results. • Supports local sales organizations to ensure achievement of sales volume and product mix targets. • Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. • Identifies and manages potential risks relating to contract agreements across customers/channels including cyber security risks. • Develops, implements and reviews sales processes and tools, and all related training and development activities. • Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. • Coaches, motivates and develops direct and indirect subordinates within HR policies. • Drives and ensures know-how sharing and cross-collaboration.

1. ABB目前開放的職缺內容，請參考104上的職缺說明，如有符合身障朋友專長或興趣的工作機會，可主動投遞履歷表應徵，以增加面試機會。 2. 歡迎持身心障礙手冊人才主動投遞，有意應徵者請以104系統投遞履歷，並請在個人履歷上註明「欲從事的職務」，本公司將視個人學經歷媒合職缺，如合適該職務，將主動通知。

Design authority for an engineering discipline with low to medium complexity. Complete assignments on small projects or portions of larger projects, cost- effectively and in accordance with contract specifications, quality standards and safety requirements. • Evaluates, selects and applies standard techniques and procedures to perform engineering assignments. • Provides technical support for testing, installation and commissioning activities. • Prepares project documentation within one’s scope of deliverables. • Assists in preparing proposal/presentation of engineering projects/programs (provision of bills of materials, estimated engineering hours, etc.). • Supports Contract Managers in issuing claims (new/change in scope of work, cost impact, time impact, risk quantifications, etc.). • Provides quality solutions as per customer requirements and delivers within budget and contract. • Ensures adherence to safety standards and mitigation of potential risks. • Creates work plans and cost estimates in own area of responsibility and ensures quality deliverables on time and within targeted cost. Improves effectiveness of work plan in collaboration with other functions. • Completes risk and opportunity assessments and ensures implementation of resulting actions in one’s area of responsibility • Reports any contract/quality/program/cost issues to management along with recommendations for resolution. • Assists customers on technical issues, interacts with official contacts, contractors and other staff within his/her scope of deliverables. Assist communication pertaining to specific assignments or meetings. • Collaborates with the Supply Chain function to ensure that technical requirements for equipment or services are communicated and agreed on with potential suppliers. • Provides technical evaluation of supplier proposals, and accepts as fit for purpose supplied equipment or services. • Uses standard processes and tools applicable to one’s area of responsibility. • Ensures that engineering activities comply with required safety regulations and contractual requirements. • Reports processes and tools inefficiencies and suggests improvements ideas.

• Completes to project/service assignments and provides issue resolution with MG product and application knowledge and analytical skills according to engineering practices, princi-ples, and procedures. • Performs testing, installation, commissioning, and troubleshooting activities on site with hands-on skills and communicates with global team for field issue resolution when need-ed. • Customer Supports on technical issues and assists communication to understand their technical expectation as well as frequent travel to the customer sites. • Technical knowledge covers electromechanical integration • Reports any contract/quality/technical/cost issues to management along with opinions on resolution. • Supports Service Sales Managers in project status/issue reporting. • Ensures adherence to safety standards and mitigation of potential risks. • Leading and Support foreign engineer on-site test and maintenance services • Prepares project related documentation according to assigned scope of deliverables. • To be deeply involved rebuild our existing ServIS and agreement business for the coming years. • Ensure that the work is executed according to Service Contract/Agreement, ABB - OHS guide-lines, local safety regulations and customer site safety requirement.

• Completes to project/service assignments and provides issue resolution with DR product and application knowledge and analytical skills according to engineering practices, principles, and procedures. • Performs testing, installation, commissioning, and troubleshooting activities on site with hands-on skills and communicates with global team for field issue resolution when needed. • Customer Supports on technical issues and assists communication to understand their technical expectation as well as frequent travel to the customer sites. • Reports any contract/quality/technical/cost issues to management along with opinions on resolution. • Supports Service Sales Managers in project status/issue reporting. • Ensures adherence to safety standards and mitigation of potential risks. • Prepares project related documentation according to assigned scope of deliverables. To be deeply involved rebuild our existing IB and agreement business for the coming years. • Ensure that the work is executed according to Service Contract/Agreement, ABB - OHS guidelines, local safety regulations and customer site safety requirement.

Design authority for an engineering discipline with low to medium complexity. Complete assignments on small projects or portions of larger projects, cost- effectively and in accordance with contract specifications, quality standards and safety requirements. Evaluates, selects and applies standard techniques and procedures to perform engineering assignments.Provides technical support for testing, installation and commissioning activities.Prepares project documentation within one’s scope of deliverables. Assists in preparing proposal/presentation of engineering projects/programs (provision of bills of materials, estimated engineering hours, etc.). Supports Contract Managers in issuing claims (new/change in scope of work, cost impact, time impact, risk quantifications, etc.). Provides quality solutions as per customer requirements and delivers within budget and contract. Ensures adherence to safety standards and mitigation of potential risks. Creates work plans and cost estimates in own area of responsibility and ensures quality deliverables on time and within targeted cost. Improves effectiveness of work plan in collaboration with other functions. Completes risk and opportunity assessments and ensures implementation of resulting actions in one’s area of responsibility Reports any contract/quality/program/cost issues to management along with recommendations for resolution. Assists customers on technical issues, interacts with official contacts, contractors and other staff within his/her scope of deliverables. Assist communication pertaining to specific assignments or meetings. Collaborates with the Supply Chain function to ensure that technical requirements for equipment or services are communicated and agreed on with potential suppliers. Provides technical evaluation of supplier proposals, and accepts as fit for purpose supplied equipment or services. Uses standard processes and tools applicable to one’s area of responsibility. Ensures that engineering activities comply with required safety regulations and contractual requirements.Reports processes and tools inefficiencies and suggests improvements ideas.

Design authority for an engineering discipline with low to medium complexity. Complete assignments on small projects or portions of larger projects, cost- effectively and in accordance with contract specifications, quality standards and safety requirements. Evaluates, selects and applies standard techniques and procedures to perform engineering assignments.Provides technical support for testing, installation and commissioning activities.Prepares project documentation within one’s scope of deliverables. Assists in preparing proposal/presentation of engineering projects/programs (provision of bills of materials, estimated engineering hours, etc.). Supports Contract Managers in issuing claims (new/change in scope of work, cost impact, time impact, risk quantifications, etc.). Provides quality solutions as per customer requirements and delivers within budget and contract. Ensures adherence to safety standards and mitigation of potential risks. Creates work plans and cost estimates in own area of responsibility and ensures quality deliverables on time and within targeted cost. Improves effectiveness of work plan in collaboration with other functions. Completes risk and opportunity assessments and ensures implementation of resulting actions in one’s area of responsibility Reports any contract/quality/program/cost issues to management along with recommendations for resolution. Assists customers on technical issues, interacts with official contacts, contractors and other staff within his/her scope of deliverables. Assist communication pertaining to specific assignments or meetings. Collaborates with the Supply Chain function to ensure that technical requirements for equipment or services are communicated and agreed on with potential suppliers. Provides technical evaluation of supplier proposals, and accepts as fit for purpose supplied equipment or services. Uses standard processes and tools applicable to one’s area of responsibility. Ensures that engineering activities comply with required safety regulations and contractual requirements.Reports processes and tools inefficiencies and suggests improvements ideas.

Responsible for sales within Energy Industries in accordance with strategy. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. Main Accountabilities: ◆ Volume and Profit Sells products/systems/services to customers, focusing on volume, mix and profitability targets for assigned Business Units/Product Groups. ◆ Customer Relations Establishes and maintains effective customer relationships to understand customer needs, promote Customer understanding of full product/systems/services offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process. ◆ Sales Plans Prepares sales plans using company tools. Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls. ◆ Sales Creates added value for the customer/ABB and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions). Pre-requisition phase/feasibility study phase to influence customer towards ABB solutions. Accompanies projects during execution phase to generate follow-up sales. ◆ Offer Preparation Prepares offers in coordination with the sales support. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.

Responsible for sales within Energy Industries in accordance with strategy. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. Main Accountabilities: ◆ Volume and Profit Sells products/systems/services to customers, focusing on volume, mix and profitability targets for assigned Business Units/Product Groups. ◆ Customer Relations Establishes and maintains effective customer relationships to understand customer needs, promote Customer understanding of full product/systems/services offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process. ◆ Sales Plans Prepares sales plans using company tools. Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls. ◆ Sales Creates added value for the customer/ABB and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions). Pre-requisition phase/feasibility study phase to influence customer towards ABB solutions. Accompanies projects during execution phase to generate follow-up sales. ◆ Offer Preparation Prepares offers in coordination with the sales support. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.

Responsible for sales within MO product - Drive (Variable speed drive) in accordance with strategy. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. • Volume and Profit Sells products/systems/services to customers, focusing on volume, mix and profitability targets for assigned Business Units/Product Groups. • Customer Relations Establishes and maintains effective customer relationships to understand customer needs, promote Customer understanding of full product/systems/ services offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process. • Sales Plans Prepares sales plans using company tools. Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls. • Sales Creates added value for the customer/ABB and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions). • Offer Preparation Prepares offers in coordination with the sales support. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions. • Marketing Ensures efficient marketing activities and value proposition to customers. • New market opportunities Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration. • Administration Manages administrative procedures in sales processes, and supports collection and project management activities when needed. • Offer preparation Prepares offers in coordination with the bid and proposal department and/or the Marketing Manager. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.

Mission Statement: Plan and ensure execution of channel team in MODP/SD Division, sales strategy for assigned area, to achieve both qualitative and quantitative targets for products, systems and/or services in a profitable way. Responsible for leading and developing and coaching the Sales organization proactively, to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction. Main Accountabilities: 1. Sales strategy Creates, plans and implements sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy. Achieves sales targets in respect of both budgets and sales efficiency. 2. Sales targets Establishes sales targets and ensures sales achievement through regular oversight and definition and implementation of improvement plans as needed. 3. Customer acquisition Identifies opportunities at existing and potential new customers within defined geographical area and determines plans for acquisition and allocates resources. 4. Information sharing Coordinates the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitors and provides reports to the Marketing and Sales organization on market intelligence. 5. Customer relations Supports the development of strong relationships with key customers. Builds and maintains strong relationships with key decision makers. Ensures efficient marketing communications. 6. Volume, profit and cost Ensures achievement of sales volume and product mix targets by setting appropriate price and margin for sales. Participates on negotiations of key contracts. Manages ongoing costs. 7. Risk Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks relating to contract agreements across customers/channels. 8. Sales process Takes ownership of the sales processes, and all relevant training and development plans, actions and programs. 9. People leadership and development Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR policies. Drives and ensures know-how sharing and cross-collaboration.

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world. This Position reports to: Channel Manager Your role and responsibilities In this role, you will have the opportunity to be responsible for the sales of products/systems/services within a designated market/division, in line with the division strategy. Each day, you will achieve both qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction. You will also showcase your expertise by identifying and developing new sales opportunities. The work model for the role is: hybrid This role is contributing to the Smart Building and Smart Power in Taiwan. Main stakeholders are customers. You will be mainly accountable for: Communicating to the customers about details related to delivery time, payments, and general terms and conditions, in line with ABB’s offering and strategy. Ensuring efficient marketing activities and communicates value proposition to customers. Identifying and driving the development of new market opportunities in the designated market. Managing administrative procedures in sales processes and supports cash collection and project management activities, when needed. Qualifications for the role Possess an enhanced knowledge of / You are qualified in / Highly adept in Electrical and Control Product (low voltage breaker, contactor) Middle level of English and Chinese ability

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world. This Position reports to: Channel Manager Your role and responsibilities In this role, you will have the opportunity to be responsible for the sales of products/systems/services within a designated market/division, in line with the division strategy. Each day, you will achieve both qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction. You will also showcase your expertise by identifying and developing new sales opportunities. The work model for the role is: hybrid This role is contributing to the Smart Building and Smart Power in Taiwan. Main stakeholders are customers. You will be mainly accountable for: Communicating to the customers about details related to delivery time, payments, and general terms and conditions, in line with ABB’s offering and strategy. Ensuring efficient marketing activities and communicates value proposition to customers. Identifying and driving the development of new market opportunities in the designated market. Managing administrative procedures in sales processes and supports cash collection and project management activities, when needed. Qualifications for the role Possess an enhanced knowledge of / You are qualified in / Highly adept in Electrical and Control Product (low voltage breaker, contactor) Middle level of English and Chinese ability

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world. This Position reports to: Channel Manager Your role and responsibilities In this role, you will have the opportunity to be responsible for the sales of products/systems/services within a designated market/division, in line with the division strategy. Each day, you will achieve both qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction. You will also showcase your expertise by identifying and developing new sales opportunities. The work model for the role is: hybrid This role is contributing to the Smart Building and Smart Power in Taiwan. Main stakeholders are customers. You will be mainly accountable for: Communicating to the customers about details related to delivery time, payments, and general terms and conditions, in line with ABB’s offering and strategy. Ensuring efficient marketing activities and communicates value proposition to customers. Identifying and driving the development of new market opportunities in the designated market. Managing administrative procedures in sales processes and supports cash collection and project management activities, when needed. Qualifications for the role Possess an enhanced knowledge of / You are qualified in / Highly adept in Electrical and Control Product (low voltage breaker, contactor) Middle level of English and Chinese ability

安全檢查、報告撰寫、主管交辦事項

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world. This Position reports to: Sr. Service Sales Manager Your role and responsibilities In this role, you will have the opportunity to drive service sales processes, generate service sales opportunities and secure profitable sales within the designated areas. Each day, you will focus on Installed Base (IB) penetration and selling the entire Service product portfolio. You will also showcase your expertise by building long-term customer relationships and ensuring immediate response to specific customer needs and issues. The work model for the role is: Hybrid This role is contributing to the Motion Service Division in Taiwan. Main stakeholders are customers You will be mainly accountable for: Penetrating into IB, promoting various upgrades, retrofits, and value-add solutions to the benefit of the customers and ABB. Understanding the channel strategy and the establishment of related prices, and preparing sales plans, reviewing them, and proposing recovery plan(s) when needed. Generating service sales leads and developing new market opportunities by utilizing market trend information and through identifying and exploring potential new service portfolios. Acting as a marketer/salesperson of ABB’s service products and solutions during marketing activities (campaigns, trade fairs, exhibitions, conferences, customer meetings).

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world. This Position reports to: Sr. Service Sales Manager Your role and responsibilities In this role, you will have the opportunity to drive service sales processes, generate service sales opportunities and secure profitable sales within the designated areas. Each day, you will focus on Installed Base (IB) penetration and selling the entire Service product portfolio. You will also showcase your expertise by building long-term customer relationships and ensuring immediate response to specific customer needs and issues. The work model for the role is: Hybrid This role is contributing to the Motion Service Division in Taiwan. Main stakeholders are customers You will be mainly accountable for: Penetrating into IB, promoting various upgrades, retrofits, and value-add solutions to the benefit of the customers and ABB. Understanding the channel strategy and the establishment of related prices, and preparing sales plans, reviewing them, and proposing recovery plan(s) when needed. Generating service sales leads and developing new market opportunities by utilizing market trend information and through identifying and exploring potential new service portfolios. Acting as a marketer/salesperson of ABB’s service products and solutions during marketing activities (campaigns, trade fairs, exhibitions, conferences, customer meetings).

Responsible for sales of products/systems/services within a designated market in accordance with the division strategy. Achieve both qualitative and quantitative sales targets in a profitable way: order growth, revenues, profitability, market share and customer satisfaction. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. Main Accountabilities: • Sells products/systems/services to customers, focusing on volume, mix and profitability targets for assigned Divisions. • Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product/systems/ services offering, and align to provide a solution. • Ensures a positive customer experience throughout the sales process. • Prepares sales plans using company tools. • Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls. • Creates added value for the customer and ABB and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. • Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions). • Ensures efficient marketing activities and value proposition to customers. • Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration. • Manages administrative procedures in sales processes, and supports collection and project management activities when needed. • Prepares offers in coordination with the bid and proposal department and/or the Marketing Manager. • Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.