Industry Segment Sales Manager - Energy

Senior Vice President, Sales

As the Industry Segment Sales Manager - Energy, you'll primarily be supporting the System Drives Sales Teams in identifying and engaging sales opportunities in an early stage to build a project demand funnel and additionally supporting the engagement and build-up of long-term relationships with End-users. The Segment Sales Manager's mandate is to maintain a deep domain expertise: Understanding of the segment industry trends, customers, prospects, competitors, applications and maintain a detailed market understanding.
The work model for the role is: Hybrid #LI-Hybrid
You will be mainly accountable for:
*Market Analysis & Strategy: Activates operation intelligence, benchmarking, and analysis to identify Industry segment trends, practices, product gaps, competitor strategy, etc. Understands relevant regulations and standards (e.g. on cyber security) in the selected market segments to capture new business opportunities. Supports System Drives Sales teams to maintain a detailed market mapping, incl. customers, prospects and competitors in the local market. Supports creation of local segment strategy and 3-year plan. Supports action planning and implementation of strategy/growth plan
*New Market Opportunities & Customer Relationship: Identifies and drives the development of new market opportunities in the designated segment and ensures know-how sharing and cross-collaboration. Follows investments and upcoming large projects. Creates, shares End-user projects and opportunities. Builds long-term opportunity pipeline. Drives demand creation and early spec and influencing towards end-users. Builds and maintains strong relationships at senior levels with the key stakeholders in turn, building long-term opportunity pipeline. Ensures we are on AVL list of key customers.
*Domain Expertise: You know the details of customers, legislation, trends in the market, pricing and have detailed knowledge of applications and the added value of ABB products and services in these. Actively use your knowhow to support the System Drives Sales teams in their pursuits and regularly train and coach the Regional Sales teams in your specific segment.
*Operational Sales: Supporting large projects in the pursuit: Sales strategy, positioning, setting up capture team, collaboration with other LSUs. Coordination of international project pursuits. Support with project specific Comments and Deviations from specifications. Takes the lead in creating offers together with the front-end sales and bid & proposal department. Also provides support for technical and financial aspects of offers, including prices and terms and conditions.

• Bachelor's Degree with minimum 10 years experience OR Associate's Degree with minimum 12 years experience in the segment, in a Technical / Sales Support role for electrical equipment ideally with motors and drives.
• Preferred Experience Includes: Commissioning or technical specialist role, Salesforce Software and presentation skills for C-Level industrial customers.
• Expected travel of 25 - 50%
• Candidates must already have a work authorization that would permit them to work for ABB in the US.

ABB System Drives is the market leader in high-power, high-performance drives, drive systems and packages for industrial process and large infrastructure applications, and a leading supplier of power conversion equipment for renewable energy and other applications. The Division offers global support to help customers, partners and equipment manufacturers with asset reliability, performance improvement and energy efficiency in mission critical applications.
We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
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