National Sales Manager - Strategic Accounts and Segments

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

Local Division Manager

Your role and responsibilities

To achieve our high growth ambition, we are strengthening our "One Motion - One Face" approach with our customer interactions. This end-to-end simplified customer-centric model, from transactional to value-add selling is ABB's marketplace differentiator. The national Director of sales for segment & Account is responsible for developing ABB's innovation and differentiation in the segment, organizing communication with influencers and delivery of value produced to customers by sales teams in a consistent manner to achieve profitable and sustainable growth for ABB. • Drives the profitable revenue growth of the top line in each target industry segment. Increase ABB Motion Market Share within the given Segments and Accounts. • Defines the strategy of the segments by building the "playbook" in order to show the targets and the means to reach them to the trade players. Defines the ambition of his business in the segment. • Proposes and develops potential partnerships to optimize the impact of these applications on customers. Builds relationships with key external influencers/key customers and leverages ABB's strengths to capture new business opportunities. • Promotes, support and enables collaboration with the regional distribution and OEM sales organizations to maximize results for Motion Canada and ensure achievement of division mix sales targets. • Creates, implements, and reviews industry segment strategy for the assigned area. Ensures that the major accounts in the segments are identified and prioritized. Ensures proper account, business plans share of wallet growth actions are in place and are executed by a market-oriented organization to deliver results. • Anticipates results and identifies gaps in performance, proactively, to take early remedial action and ensure that the targets are achieved. • Drives the application of standardized marketing & sales processes & tools (Salesforce, account plans, executive sponsorship programs, etc.) • Activates operational intelligence, benchmarking, and analysis to identify industry segment trends, practices, product gaps, competitor strategy, etc. Feeds back to the divisions on market developments and requirements. • Develop the value proposition for the target segment and ensure they are leveraged, both internally and externally. • Reinforces ABB's visibility in the target segment(s) by strengthening external market segment communication, in coordination with the Marketing Communication team and by participating in dedicated customer events and segment trade fairs. • Leads or participates in the negotiation of large contracts including legal and commercial international frame agreements. Identifies and manages risks related to market trends, contract agreements, and pricing across segments. • Builds effective, competent, and high-performing teams. Drives and ensures knowledge sharing across the organization. Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams.

Qualifications for the role

• A minimum of 10 years of experience in direct sales or sales management
• Strong skills in Excel, PowerPoint and SFDC.
• Experience of business development, account management and cross-selling
• Ability to structure and drive an organization through sales excellence, collaboration and manager coach attitude.
• A clear grasp of contract negotiations, risk management, and commercial and legal terms
• Exceptional communication and negotiating skills, high personal integrity and a customer-focused mindset and a professional "can-do" attitude
• Experience and ease in building C-level long-lasting relationships and being an industry influencer
• Ability to travel 40% of the time across Canada.

Benefits

• Retirement plan
• Accident insurance
• Healthcare plan
• Wellbeing program

More about us

We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. For the ninth consecutive year, ABB Canada has been recognized as one of Canada's Best Employers by Forbes magazine. Consistently ranked as one of Canada's Top 100 Employers, Montreal's Best Employers, Canada's Best Employers for Young People, Canada's Greenest Employers and a long-time recipient of the Women in Governance Parity Certification, ABB's culture and commitment is to provide a caring workplace where everyone collaborates, feels valued, respected, included and supported. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process. ABB's Military Reservist Policy offers Canada's Reserve Force members the flexibility to undergo military training and activities while maintaining job security, seniority, pay, benefits, and privileges as ABB employees, including up to 15 paid working days per year for training, as well as extended leave for operations both in Canada and abroad, ensuring seamless career integration with our nation's defense forces.