West Regional Sales Manager – Building Automation Solutions

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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.
ABB’s Electrification business is a leading provider of a full range of protection, control and measurement solutions – enabling safer and smarter electricity flow from substation to the point of consumption. We deliver products and systems designed to connect, protect and control electrical systems, ensuring reliability, efficiency and safety for equipment and personnel.

For our Marketing, Sales and Product Management team, understanding the full potential of our technology and the trends in our markets is highly rewarding. In addition, helping customers all over the world improve efficiency, save resources and reduce emissions gives our work a powerful sense of purpose.

This role reports to the Smart Buildings Solutions Leader. As a Regional Sales Manager, you will be responsible for managing a sales team and the handling of products and systems within a designated territory. Build long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities within the building automation space and asset management, trying to leverage and sell the holistic ABB (Asea Brown Boveri) offering in buildings.

Your responsibilities

• Volume and profit: Lead the Sales team in the assigned territory, drive the growth and sales development strategy, work with the sales team to plan budgets and volumes.
• Identify the right customers for ABB Building Solutions segment in the assigned geographical area.
• Certify the identified customer assuring compliance commercially and technically.
• Generate demand & a pipeline of opportunities working with the key stakeholders that later can be routed to ABB customers.
• Identify, generate and manage sales funnel in the assigned geographical area.
• Sells products & systems to customers, focusing on volume, mix and profitability targets for assigned business Units / Product Groups.
• Customer relations: Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product & systems / services offering and align to provide a solution.
• Ensures a positive customer experience throughout the sales process with full acceptability for the customer relation & experience.
• Sales plans: Prepares sales plans using company tools as well as performs regular status reviews and proposes recovery plans in cases of potential order shortfalls.
• Sales: Ensuring full achievement of the agreed targets of ABB Building Solutions offering in the assigned territory.
• Creates added value for the customer and ABB and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques.
• Communicates details in accordance with ABB offering and strategy (delivery time, payments as well as general terms and conditions).
• Demand generation for customers & ABB by identifying potential solution sales opportunities and working with the various stakeholders in the project / opportunity to ensure the acceptance of ABB solution offering.
• Marketing: Ensures efficient marketing activities and value proposition to customers.
• Ensure full utilization and success of all the marketing activities and tools prepared and agreed with the marketing team.
• New market opportunities: Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.
• Administration: Manages administrative procedures in sales processes and supports collection and project management activities when needed.
• Manages the team and their responsibilities, targets and development.
• Offer preparation: Prepares offers in coordination with the bid and proposal department and / or the Marketing Manager.
• Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.

Your background

• Bachelor’s degree preferably in Engineering or Business Administration with minimum 7 years of related experience in marketing, business development, account management, or field engineering.
• Advanced degree in engineering or business highly desired.
• Building Automation Sales & Marketing experience.
• Exceptional analytical, communication and leadership skills.
• Senior Account Management experience, preferably with Building management system (BMS) companies.
• Must be willing to travel 50-60% of time within assigned territory.
• Ability and willingness to obtain and maintain a valid driver’s license
• Candidates must already have a work authorization that allows them to work for ABB in United States.

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.

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:
http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf
http://www1.eeoc.gov/employers/poster.cfm. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

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 1-888-694-7762.

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