Sales Development Manager IMEA

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This Position reports to:

BL ED Product Marketing & Sales Development Manager

Your role and responsibilities (Mandatory)

In this role, you will have the opportunity to conduct proactive business development aligned with the division's strategy in countries where business conditions require increased attention and focus. Each day, you will provide business support, including expertise in products, applications, solutions, and segment and customer (group) support for the assigned product portfolio. You will also showcase your expertise by ensuring profitable business growth and sustainable deployment of the division's strategic plan.

The work model for the role is: Hybrid

This role is contributing to the Sales Development Regions, Business line Energy Distribution, Smart Buildings in India, Middle East and Asia Pacific.

Main stakeholders are country Marketing and Sales Managers, Product Marketing teams.

You will be mainly accountable for:

• Participates in the sales strategy discussions for the assigned region, agrees on short-term and long-term goals, and contributes to the execution of the sales budget of the Business Line.
• Creates the BL sales plans for the region, in coordination with the Local Sales organization and Business Line Management.
• Analyzes the customer needs and competitor offers through general market information and the information provided by the Local Sales organization.
• Ensures efficient marketing actions (e.g. product launches) and communications to the Local Sales organization and customers and communicates the value proposition of the products, systems, services, and packages.
• Supports the Local Sales organization/customers in determining the most technically appropriate and cost-effective solutions and in the preparation of demanding offers.
• Contributes to the creation of the global Marketing initiatives by collecting key ideas from the respective region.
• Responsible for defining the transfer price and selling products, systems, and service to the Local Sales organization, focusing on volume, mix, and profitability targets for the Business Line in agreement with the Strategic Pricing Manager.

Qualifications for the role:

• Minimum 10 years of experience in managing a portfolio/channel/Sales/ Key Account in the similar role, Background in Electrical Engineering or Business Administration/Finance
• Experience in Portfolio Management, Business Strategy, Market Intelligence, Go-to-market Strategy, Customer Experience Success
• Good Knowledge in Regulation & Legal Compliance, Pricing Excellence, Budget & Performance Targets
• Prior Experience in Account Management, Business Development & Adoption, Sales Enablement, General Sales Practices
• Experience in Solution/Application Sales Engineering, Channel Sales, Contract & Risk Management

More about us :

ABB Smart Buildings digitally transforms commercial, industrial, and residential buildings for the highest comfort, efficiency, safety, and security - enhancing quality of life in buildings of the future through safe, smart and sustainable electrification solutions, services and products.

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