Description:
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.
In this role you will be responsible for driving the development and managing new OEMs under the assigned applications area Motion Drive Products in United States. This involves such aspects as a range of strategic and tactical activities, including the formulation and execution of a robust account strategy fostering profitable growth of accounts, and elevating our market penetration within the designated application area.
Your responsibilities
- Develop solution sales activities for and demand of Low Voltage Drives at key OEM accounts on the defined application area (Identify, Develop potential OEM accounts target account list and prioritize prospects based on potential revenue and strategic fit. Develop, prioritize and execute a 1-3 years business development strategy to engage with targeted OEM (Original Equipment Manufacturers) accounts. Implementing short and long term business plan and actions. Maintain a deep understanding of the account's decision makers, processes, applications, product development plans, and the competitive market landscape.)
- Maintain regular OEM hunt pursuit and account summary reports for the assigned OEMs accounts
- Drive sales activities and account plans through SFDC (salesforce.com)
- Meet or exceed assigned sales budget and account development pipeline in the assigned OEM
- Collaborate with application engineer team assigned to the respective application of focus
- Collaborate with other ABB Divisions and the industry team to develop sales opportunities
- Work with Global teams/ LSUs(Local Sales Unit) to coordinate activity with target OEMs
- Negotiating and making offers in accordance with company procedures
- Stay tuned with industry trends, market dynamics, and competitive landscape. Identify emerging opportunities, threats, and potential partnerships that can enhance our position. Drive internal and marketing initiatives in line with the business strategies
- Support Product Management & Marketing teams with specific value propositions from each of the application sales teams
- Ensure compliance with all safety and work rules and regulations.
- Provide input and recommendations for the current and future product pipeline, based on customer needs
- Contract negotiations with assigned OEM ensuring favorable terms and conditions while protecting the interests of our organization. Collaborate with operation, legal and finance teams to finalize agreements
Your background
- Bachelor degree (engineering preferred) and 8 years of relevant experience working as sales/ business development.
- Travel 50% required
- Experience in sales/business development with variable speed drives, motors and automation solutions highly preferred
- Sound knowledge of OEMs their revenue models and G2M strategies as well as proven track record in exceeding sales targets in competitive markets
- Strategic thinker with strong analytical and problem-solving abilities as well as self-motivated, goal-oriented, and able to work independently with minimal supervision
- Understanding of customer needs, experience in customer interface and Negotiation and influencing skills, with a demonstrated ability to close high-value deals.
- Strong skills in Excel, PowerPoint, and Microsoft office platform and SFDC.
- Candidates must already have a work authorization that would permit them to work for ABB in the US