Senior Regional Sales Manager

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

You will be accountable for sales of PAPI Solutions in Process Automation Process Industries (PAPI), driving sales volumes and margins. Reporting to the Sales Manager, you will be accountable for defining and implementing the sales and marketing strategies for the respective HPR Product Line in the assigned geographic region and customers (US); ensuring that the specific Product Line / Division Unit substantially increases sales, margins, market share and customer satisfaction. Manage and lead sales activities in US region and support/manage resolution of specific customer problems.

Your responsibilities

• Strategy: Understands the key business drivers of the relevant customer accounts and special HPR applications in US. Understands business environment and interprets the impact and opportunity for ABB in the assigned region. Leads and participates in the developments of sales strategies for the specific customer accounts by providing the customer’s current business and long term plans
• Targets: Defines and proposes sales targets for the main customers (Accounts) and ensures their achievement with a structured follow up process. Sells products/solutions/services to customers, focusing on volume, mix and profitability given by PAPI. Responsible to lead and manage the local and pass through business for PAPI / HPR in US
• Sales and Marketing management: Research and analyze sales potential relating to OEM’s (Original Equipment Manufacturer), metal, mining and chemical customers
• Monitor industry trends, market activities and competitive environment to identify potential improvements as well as opportunities for new products and solutions
• Creates added value for the customers by ensuring a coordinated sales approach within the responsible region and areas (example Frame agreements)
• Market Knowledge: Monitors competitors activity with the account and ensures that appropriate response strategies are formulated and implemented. Gives input on market and price developments to global Product management/marketing
• Customer relations and satisfaction: Act as a consultant and understand the needs of the customer to evolve technical solutions across the table. Understands customer needs in the market by visiting customers
• Establish and maintain close dialogue with customer base and key prospects for the purpose of recommending best in class solutions (including service) and achieving defined sales targets
• In addition to his own projects, support the NAM (North America) team in pursuits of excellence
• Develops and implements product support and product training to ensure high customer satisfaction in the cooperation with Product Management and global business units Marketing and Sales
• Processes and Tools: Drives application of standardized Marketing & Sales processes and tools (example Salesforce)
• Standards and governance: Implements global standards, rules, tools, policies and processes related to Sales and operations and share functional best practices and lessons learned across the organization
• People leadership and development: Ensures that the area of responsibility is properly organized, staffed and directed. Builds in his/her area of responsibility and ownership an effective, capable and high performing organization. Develops talents and transfer specific knowhow related to HPR to teams
• Act as a coach and mentor to local ABB units including local engineering centers and local sales units
• Accompany NAM organization for complex negotiations to achieve results

Your background

• Bachelors degree required, preferably in Electrical or Mechanical Engineering
• 10 years experience in sales or working in Process Automation, preferably with a focus on power electronics
• Solid understanding of aluminum, steel, ferroalloy, electrochemical, graphitization and similar industries preferred
• Experience in any of the following would be beneficial: Tokamaks, Arc Heaters for Wind Tunnels, Power Supply for Test laboratory, Power Quality Solution for Island Operation and Green Steel Topics
• Good knowledge of electrical, power electronics and HV power equipment as well as indoor/outdoor substations and requirements related to green and brownfield
• plants
• Excellent communication skills and working methods to adapt to various cultures across the continents
• Proven senior stakeholder management with the ability to build and foster relationships
• Finely honed presentation skills
• Travel up to 50% may be required
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Healthcare plan
• Wellbeing program

More about us

Process Industries division delivers complete electrification and automation solutions, industry-specific products and lifecycle services across industries. Engineering and delivering automation solutions from device to monitoring and control make our customers get more out of their investment; digitalization solutions including collaborative operations and augmented reality help improve plant and enterprise productivity, reduce maintenance and energy costs. Our engineering, project management, services and solutions portfolio covers a wide range of industries - Mining, Pulp & Paper, Metals, Aluminum and Cement, Data centers and Food and Beverage. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website [please apply online] ABB in the United States requires employees to be fully vaccinated against COVID-19, or in specific and limited circumstances, be approved for a sincerely held religious belief or a medical/disability accommodation. Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: [please apply online] [please apply online] [please apply online] As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-[please apply online]. Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-[please apply online] or by sending an email to [please apply online]. Resumes and applications will not be accepted in this manner. #LI-Hybrid