Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.

ABB Energy Industries (IAEI) drives growth for customers while supporting safe, efficient and profitable operations with strong global execution capacity, an extensive service footprint and capabilities, and innovative digital leadership.


Plan and ensure execution of the Local Business Line 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.

The Canadian Sales Manager role leads the sales organization for the ABB Energy Industries which consists of Power & Water, Chemicals and Refining, and Oil & Gas automation, electrical and telecommunications systems and service for the entire Canadian Market. This role serves as the leader overseeing all sales activities relating to the Automation, Electrical and Telecommunications Service and Systems Business. The role will have direct and indirect sales resources reporting in to address the various customer segments (end-user plant sites, end user corporate centers, developers, EPCs and engineering firms).

Your responsibilities

• 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.
• Identifies opportunities at existing and potential new customers within defined geographical area and determines plans for acquisition and allocates resources.
• Coordinates the flow of information for sales activities and transactions, including leads, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitors and provides reports to the Marketing and Sales organization on market intelligence.
• Takes ownership of the sales processes, and all relevant training and development plans, actions and programs.
• The role directly manages a team of account managers and Sales Managers is accountable to meet or exceed sales targets for the Canada region. Sales goals include growth of both installed base (Existing Business) and non-installed base (New Systems Business).
• Develop customer loyalty through customer focus and service. Bring to market new digital solutions and services that solve customer problems and improve plant processes and operational productivity. Build customer relations at high levels across the region and participate in negotiations of key pursuits.
• Develop territory alignments and account assignments that produce the most cost-effective method to saturate target accounts with best-in-class sales coverage. Implement metrics to monitor sales performance and forecasting accuracy and hold the sales team accountable to deliver on targets.
• Set selling strategies and standards and participate in the development of account/business plans with direct reports that drive relationship building and opportunity identification. Periodically review the approved plans with direct reports for execution and participate in the development of Capture Strategies with direct reports on high profile project opportunities. Provide coaching to sales account managers on sales practices that leverage ABB solutions and promote the ABB brand.
• Conduct monthly forecast reviews across the region of assigned accounts with direct and indirect reports to ensure accuracy. Conduct monthly sales meetings to review market conditions, process improvement opportunities and team objectives with direct reports. Ensure accuracy of data reporting and forecasting into the sales tools (SFDC) and monitor progress to track visits, opportunities and monthly targets.
• 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.
• Living ABB’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background

• Bachelor's Degree in business administration or engineering plus 12 to 16 years of relevant Oil and Gas; Power & Water; and energy industries experience including at least 5 years’ experience in sales and Sales Management Roles.
• An understanding of the control, electrical and telecommunication system market including knowledge of the competition and what customers desire from an automation and electrical systems vendor supplying state of the art technology and project engineering services.
• Practical understanding of the Canadian Oil and Gas, Power Generation and Water Waste Water Markets including regulatory pressures and market conditions is preferred.
• Excellent attention to detail and ability to manage multiple deadlines simultaneously.
• A collaborative, solutions-oriented approach and strong communication skills.
• Travel requirement – Varies but could be up to 50%.