Sales Excellence Manager

2 days ago

SaintLaurent, Canada ABB Full time

**Sales Excellence Manager**:
**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 Business Area Manager-Motion Canad

**Your role and responsibilities**:
As the Sales Excellence Manager for ABB Motion Canada, you will be the driving force behind developing a high-performing sales organization to ensure sustainable, professional growth and market leadership. Reporting directly to the Vice President of ABB Motion Canada, your mission is to implement and embed world-class sales methodologies, tools, and processes, enabling the sales organization to proactively create value for customers and capture market share. A key aspect of this role is fostering a culture of accountability, continuous improvement, and innovation within the sales team. By collaborating with local leaders and leveraging ABB Motion’s global sales excellence resources and initiatives, you will ensure alignment with global best practices while tailoring strategies to the unique needs of the Canadian market. This role is about building a robust local sales organization capable of delivering exceptional results year after year. Building a High-Performing Local Sales Organization: - Design and execute a comprehensive sales excellence roadmap to develop the Canadian sales organization into a well-oiled, high-performing “selling machine.” - Implement sales strategies and processes that focus on proactive selling, value creation, and long-term customer relationships. - Develop and monitor sales KPIs, ensuring data-driven insights and actions to optimize performance and outcomes. - Drive consistency in pipeline management, account planning, and consultative selling to achieve sustainable and predictable growth. Sales Transformation & Excellence: - Lead the transformation of the sales function by embedding state-of-the-art tools, CRM systems, and analytics to drive efficiency and impact. - Shift the sales culture from reactive to proactive, focusing on strategic account management and value-based selling. - Promote innovation selling, equipping the team to position ABB Motion’s advanced solutions as enablers of customer success and differentiation in the market. - Ensure the organization adopts global methodologies while tailoring approaches to the specific needs of the Canadian market. Empowering Sales Leadership: - Mentor and coach sales leaders, building their capabilities in people management, strategic selling, and team performance optimization. - Establish clear accountability frameworks for sales leaders, ensuring ownership of results and alignment with organizational goals. - Foster a high-performance sales culture that prioritizes excellence, collaboration, and growth. Collaboration with Global and Local Stakeholders: - Act as the primary local point of contact for ABB Motion’s global sales excellence initiatives, ensuring alignment and adaptation of global best practices. - Leverage insights, tools, and methodologies from ABB Motion’s global sales community to enhance local effectiveness while maintaining a localized approach. - Build strong cross-functional relationships with marketing, product management, operations, and customer support to ensure alignment and synergy in achieving sales objectives. Strategic Leadership & Market Insights: - Partner with the VP and local division leaders to align sales strategies with broader business goals and growth opportunities. - Provide actionable market insights and competitive intelligence to inform strategy and decision-making. - Serve as a trusted advisor to the leadership team, ensuring the sales function is fully integrated into strategic planning and execution.

**Qualifications for the role**:

- Bachelor’s degree in business, engineering, or a related field; MBA or advanced degree is a plus.
- 8+ years of experience in sales management, sales operations, or sales excellence roles, preferably in industrial sectors such as Motion, Drives, or Motors.
- Proven track record of building and transforming sales organizations to deliver sustainable growth and high performance.
- Expertise in sales processes, CRM systems (e.g., Salesforce), and analytics to drive data-driven decision-making and optimization.
- Demonstrated ability to lead sales transformations, including embedding proactive, value-driven selling approaches.
- Experience in mentoring and developing sales leaders, fostering accountability, and driving cultural change.
- Strong interpersonal and communication skills, with the ability to influence and collaborate across diverse teams and functions.
- Experience with global organizations and the ability to localize global initiatives effectively is an asset.
- Background in Lean/Six Sigma or

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