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 Power Grids (PG) offers power and automation products, systems and service solutions across the generation, transmission and distribution value chain - enabling a stronger, smarter and greener power grid.

The industry sales manager will sell the entire Power Grids portfolio through direct and independent sales representatives to the target industries, transport, and infrastructure accounts. The incumbent is responsible for achieving both qualitative and quantitative targets for products, systems, software, and services in a profitable way, while proactively leading and developing and coaching the sales representatives to exceed the sales targets and ensure high levels of customer satisfaction.

The industry sales manager reports to the industry sales lead, part of the power grids sales and marketing organization.

Your responsibilities

• Creates, plans and implements sales strategy, selling, and business development initiatives. Creates the annual territory sales plan (and specific account plans, when required) with the sales representatives.
• Establishes sales targets and ensures sales achievement through regular oversight and definition and implementation of improvement plans as needed. Ensures achievement of sales volume and product mix targets by setting appropriate prices and margins.
• Identifies opportunities at existing and potential new customers within defined geographical area, determines plans for acquisition, and allocates resources.
• Supports the development of strong relationships with customers and at senior levels at key customers. Builds and maintains strong relationships with key decision makers. Participates on negotiations of key contracts
• Ensures the major accounts in the territory are identified and prioritized. May act as Account Manager for one or more major accounts.
• Analyzes customer needs and competitor offers through general engagement with the customers. Ensures efficient marketing actions (e.g. product launches) and communication sales representatives and customers and communicates the value proposition of the products, systems, service and packages.
• Monitors customer financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks relating to contract agreements across customers and channels.
• 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 engineering/business/commerce
• Technical sales background and training / sale certifications an asset
• 3+ years of technical sales management experience with a proven track record in sales growth
• 3+ years of prior complex technical sales experience in the target industries
• understanding of the business drivers, client value requirements to be met
• Proven negotiation skills and selling value