National Director of Sales

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This Position reports to:

Your role and responsibilities

To achieve our high growth ambition, we are strengthening our NEMA Motor Distribution Team. The National Director of Sales for Distribution will develop and maintain a highly effective sales channel strategy for the NEMA Motor market to improve ABB's market penetration and realize its growth aspirations. He/she plans and ensures the execution of NEMA Division sales strategy to achieve both qualitative and quantitative targets for the assigned channel in a profitable way with a focus on orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction at a national level. He/she monitors the channels performance proactively, ensuring development and implementation of correction actions to secure business growth when and where needed. He/she is also responsible for leading, developing, and coaching the related Channel Sales organization, and closely collaborating with the respective Division Managers.

Responsibilities:

• Defines and implements the Canadian market channel sales strategy, in accordance with the marketing and sales strategy and ensures regular follow-up to achieve them. Defines key sales targets and establishes appropriate metrics and measurement tools to monitor the performance.

• Promotes, support and enables collaboration with the Key Account Management and OEM sales organizations to maximize results for NEMA Division and ensure achievement of division mix sales targets.

• Creates, implements, and reviews channels strategy for the assigned area aligned with NEMA Division growth plans. Partnering with the channel managers, identify market white spots and ensures that the channel partners are identified and prioritized to cover these white spots.
  • Identifies and evaluates the channel partners in collaboration with the Channel Managers.

• Define and drive partner business plans & share of wallet growth actions are in place and are executed by a market-oriented organization to deliver results. Drive annual performance assessment and forecast process for channel partners.

• Anticipates results and identifies gaps in performance, proactively, to take early remedial action and ensure that the targets are achieved.

• Drives the application of standardized marketing & sales processes & tools (Salesforce, account plans, executive sponsorship programs, etc.)

• Ensures appropriate communication, promotion, and training activities are in place for the channel(s).

• Builds effective, competent, and high-performing teams. Drives and ensures knowledge sharing across the organization. Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams.

  Collaboration with Global Channel Sales Management to align growth strategy and best practices.

Qualifications for the role

• 10+ years in sales leadership, including direct sales, account management, and business development.

• Strong commercial acumen with expertise in distributor models, G2M strategies, contracts, and risk management.

• Proficient in Excel, PowerPoint, and Salesforce (SFDC) for data-driven decision-making.

• Excellent communicator and negotiator with a customer-first mindset and willingness to travel 40% across Canada.

ABB's NEMA Motors Division is the global leading electric NEMA motors manufacturer. With more than 4,500 employees across the globe and seven manufacturing locations that produce more than 1.6 million motors every year, the division powers its customers from many industries with safe, reliable energy-efficient and effective solutions.

NEMA Motors Division is a trusted leader with the shortest lead time and the broadest modularized product offering.

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ABB is an Equal Employment Opportunity and Affirmative Action employer for protected Veterans and Individuals with Disabilities at ABB.

ABB values the dedication, commitment, and expertise of our employees. As an Employment Equity Employer, we believe in an inclusive and diverse workforce. We are committed to ensuring that our policies and practices align with the Employment Equity Program, aiming for a workforce that is truly representative of the four designated groups:

• Women

• Indigenous peoples

• Members of visible minorities

• Persons with disabilities

ABB is dedicated to providing reasonable accommodation for applicants with disabilities and encourages candidates to self-identify during the application process.