Sales Manager

At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. Write the next chapter of your ABB story.

This position reports to

E-Biz Team Leader

Your role and responsibilities

Develops an effective (business area/division/product group) sales strategy within the specified market scope (global/regional) and maintains it, to improve ABB's market penetration and realize growth aspirations. Defines, plans, leads, and ensures the execution of sales strategy to achieve both qualitative and quantitative sales targets for products, systems, and/or services to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction. Monitors sales performance, proactively, ensuring the development and implementation of corrective actions to secure business growth when needed. Leads, develops, and coaches the Sales organization (other sales managers and sales specialists within scope) to achieve the sales targets, through high performance. Defines key sales targets and establishes appropriate metrics and measurement tools to monitor the performance. Anticipates and identifies the shortfalls in performance and takes appropriate remedial actions, proactively. Identifies and evaluates new opportunities with existing and potential customers, determines plans for implementation, and allocates required resources. Plans and executes customer surveys and acts on the survey results to ensure high level of customer satisfaction. Participates in the negotiation of key contracts. Identifies, monitors, and maintains/exceeds the sales market price levels, after evaluating the pricing impact on the results with the Product Management team. Supports Sales organizations to ensure the 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 (including cybersecurity) related to contract agreements across customers/channels. Develops, implements, and reviews sales processes and tools, and the related training and development activities. Promotes and enables collaboration in the division, across divisions, business areas, and teams to maximize results for ABB. Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams. Builds effective, competent, and high-performing teams. Reviews organizational effectiveness and performs competence assessments and continuous skill upgrades.

Qualifications for the role

• COLLABORATION / LEADERSHIP
• Builds and maintains strong relationships with key decision makers in existing and potential customer organizations.
• Manages the direct reports to achieve revenue and profitability targets.
• Ensures that their own area of responsibility is properly organized, staffed, skilled, and directed.
• Coaches, motivates, and develops direct and indirect reports within HR policies.
• Drives and ensures knowledge sharing and cross-collaboration.
• JOB SKILLS
• Portfolio Management
• Business Strategy
• Market Intelligence
• Go-to-market Strategy
• Customer Experience Success
• Regulation & Legal Compliance
• Pricing Excellence
• Budget & Performance Targets
• Account Management
• Business Development & Adoption
• Sales Enablement
• General Sales Practices
• Solution/Application Sales Engineering
• Channel Sales
• Contract & Risk Management

More about us

We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory