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This Position reports to:
Sales Manager

As Global Operations, you will drive sales growth by supporting the Global Sales Office in the design of tools, processes, and improvements deployable across regions.

This is a newly created role in ABB Machine Automation will report to the Chief Sales Officer.

Part of the role will be to design the best layout for the team -direct and indirect reporting lines in aligning to the different regional needs.

The leader will have an impact on the acceleration of process improvements for sales, driving consistency and best practice sharing globally. Supporting the transformation of an extreme decentralized sales model to a balanced centralized model to drive efficiencies and decrease workloads and redundancies.

This team will be accountable to drive excellence in commercial operations including standardizing business reviews, forecasting, sales targets and performance metrics, and sales enablement. Driving improvements and adoption of modern selling tools, including customer satisfaction scores. This team is also responsible for ensuring adoption and compliance with key sales processes ie: risk reviews, contract negotiation terms and conditions, third party mgmt. and other contractual agreements.

Your Role and Responsibilities:

• Shapes and deploys the global Commercial Operations strategy in collaboration with the CSO, designing the operating model and aligning end-to-end sales processes (Lead to Order) with global targets.
• Drives global consistency and operational excellence , standardizing processes across regions, optimizing resource use, and enhancing inquiry-to-delivery and after-sales support functions.
• Leads performance management and forecasting excellence , establishing and tracking KPIs, ensuring data quality, Salesforce adoption, and accurate pipeline visibility to accelerate conversion.
• Partners cross-functionally with Operations, Finance, and Marketing , leading integrated business planning, interlocking on key initiatives, and coordinating customer success programs, campaigns, and lead generation efforts.
• Builds a high-performance sales organization , overseeing onboarding, sales enablement, gap analysis, coaching, and the implementation of tools and processes to support transformation and growth.
• Ensures governance, compliance, and executive visibility , representing the CSO office in internal and external forums, leading SIP effectiveness reviews, pay-for-performance modeling, and supporting global strategic projects.

Qualifications:

• Bachelor ' s degree in Engineering, Business, or related field, with at least 15 years of progressive experience in roles such as sales, commercial operations, customer success, or sales consulting.
• Proven experience in business strategy development, go-to-market execution, market intelligence, and navigating alternative sales channels like e-commerce, distribution, and partner programs.
• Familiarity with customer feedback tools (e.g., NPS, VoC), account management, and business development strategies focused on adoption and long-term growth.
• Strong background in managing budgets and performance targets, with exposure to pricing tools, contract negotiation, and legal compliance.
• Hands-on experience with onboarding acceleration, sales communication platforms, and new technology training to drive sales force effectiveness.
• Demonstrated success in building teams or functions from the ground up, leading change management efforts, and driving sales team transformation initiatives.

B&R Industrial Automation is a manufacturer of automation technology and ABB's global center for machine and factory automation. B&R was founded in 1979 by Erwin Bernecker and Josef Rainer and has its headquarters in Eggelsberg, Upper Austria. Today, B&R is a leading global solution provider for automating machines and factories and is responsible for machine automation in ABB's Robotics & Discrete Automation division.

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