Sales and Business Development Manager, Medium Voltage
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This position reports to
Senior Vice President, Sales
Your role and responsibilities
In this role, you will develop and maintain an effective sales strategy for the Product Group Medium Voltage System Drives globally and perform active business development - in line with the Product Group strategy - in the United States and other identified market segments to improve ABB's market penetration and realize profitable growth targets for the Medium Voltage Drive business. Set, plan, and ensure the execution of the Product Group sales strategy globally to achieve both qualitative and quantitative sales targets for products in a profitable way: order growth, revenues, profitability, market share, sales productivity, and customer satisfaction. Monitor sales performance proactively, ensuring the development and implementation of corrective actions to secure business growth when and where needed. Proactively lead, develop, and coach the sales organization (aligned with the Division Sales Team) to exceed the sales targets through high performance. The work model for the role is: #LI - Remote This role contributes 50% to the Global Market and 50% to the US Market. You will be mainly accountable to: • Sales and Business Development Strategy - Creates, plans, and implements global sales strategy with a strong focus on strategic business development and go-to-market model for the Product Group Medium Voltage System Drives. Defines, develops, and executes the strategies and business plans for the United States and other identified markets in collaboration with the local sales & marketing teams, Global Division Sales, and Product Group functions, in line with the overall System Drives Division strategy to achieve defined targets. • United States Market Development - Creates, plans, and ensures implementation of the go-to-market model in the United States for a Medium Voltage Drive product business aligned with the product value propositions and positioning per the product marketing strategy. Supports growth of the top line in the United States and finds and creates new business opportunities. Guides and supports the United States System Drives sales team and ensures the right capability is in place. • Customer relations - 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. Participates in the negotiation of key global contracts. • Volume, profit and cost - 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. Sales process - Develops, implements, and reviews sales processes and tools in alignment with the Global Division Sales Excellence function and all related training and development activities. Measures "cost to quote/sale", sets targets, and defines actions to improve efficiency in close collaboration with local sales units. 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. Our team dynamics: You will join a dynamic, talented, and high performing team, where you will be able to thrive.
Qualifications for the role
- BS/MS Degree
- 12+ years of professional experience in sales & marketing
- Previous experience and proven track record in sales management roles
- In-depth knowledge of drives and motor markets and applications
- Strong leadership, sales management, and change management capabilities with a proven track record
- Ability to work and excel in a demanding, customer-centric, outcomes-based environment required
- Candidates must already have a work authorization that would permit them to work for ABB in the US
- Get exposed to cutting-edge technology in Motion and have a visible impact on the future
- Be yourself: join one or many of our Employee Resource Groups and make a difference!
- Work in a company with a strong technology legacy and deeply rooted in local communities
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