Segment Manager
1 month ago
We are seeking a highly skilled and experienced Segment Manager to join our team at ABB. As a key member of our sales and marketing team, you will be responsible for developing and executing a highly effective sales strategy for the Motion Divisions Water & Wastewater market.
Key Responsibilities- Define the industry strategy for the Motion Divisions - Products & Services (Drives - VFD's & Motors) and position the business approach for the highest growth potential in the Water & Wastewater market.
- Lead the implementation of customer account planning, covering the sales and product strategy and the segment specific value proposition, and support the ABB Sales Units in reaching the sales targets.
- Define pursuits requiring capture teams & implement pursuit/lead teams, participate in pursuits, drive specifications- and influence activities and the winning strategy, and support the global account sales team where needed.
- Act as the Global Account responsible for Motion division (Drives and Motors) towards targeted accounts (EPCs, Project OEMs & strategically selected End-Users), lead FA updates, develop supply agreements with key End-Users and support the sales units in pursuits with those accounts.
- Develop, in close co-operation with Management, the industry related value proposition and marketing material, as well as Sales training material, define market communication concepts and ensure their execution via the market communication team.
- Take personal ownership of key growth accounts and target growing the Water & Wastewater market (budget) year over year for the division.
- Develop a strong industry sales community within the sales units in our core markets (in close co-op with other divisional disciplines), with the required application know-how and sales skills to best serve the local customers, drive and ensure active know-how sharing and cross-collaboration.
- Identify key customer needs and closely work with Product Management to support the development of segment specific product offerings, solutions, and packages.
- Maintain a project pipeline through Salesforce.com CRM tool, keep an accurate opportunity funnel to assist sales forecasting.
- Bachelor's degree (engineering or technical degree preferred) and 8 years of relevant sales/business experience or 10 years of relevant sales/business experience is required.
- Industry knowledge and experience in the Water and Wastewater markets essential.
- Proven commercial experience in leading business development, account management and cross-selling strategies required.
- Technical knowledge in Drives (VFD's) and/or Motors and related equipment/systems is preferred and knowledge & experience in Motor Control Center's (MCC), relating to the Water and Wastewater markets, is desirable.
- A collaborative, solutions-focused approach, with strong communication and customer/partner relationship-building skills, is essential.
- Ability to travel 50% of the time across Canada.
ABB Drive Products is a technology leader serving industries, infrastructure and machine builders with world-class drives and softstarters. With our products, global scale and local presence, we help our customers to improve energy efficiency, productivity and safety. Our people and culture are the foundation of our success. We all together make the difference for our customers every day.
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
For the 8th year in a row, ABB Canada has been recognized as one of Canada's top employers by Forbes Magazine. Also named as Canada's Top 100 Employers, Montreal's Top Employers, Canada's Top Employers for Young People, Canada's Greenest Employers and in 2021 Best Candidate Experience Award (CandE Award), ABB's culture and commitment are to provide a caring workplace where everyone collaborates, feels valued, respected, included and supported. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process.
ABB's Military Reservist Policy offers Canada's Reserve Force members the flexibility to undergo military training and activities while maintaining job security, seniority, pay, benefits, and privileges as ABB employees, including up to 15 paid working days per year for training, as well as extended leave for operations both in Canada and abroad, ensuring seamless career integration with our nation's defense forces.
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