National Sales Manager - Strategic Accounts and Segments

oilandgasjobsearch.com; Canada; On-site; CAD 90,000 - 130,000; Full time

Job summary

A leading company is seeking a National Sales Manager to drive growth in target segments across Canada. The role involves developing sales strategies, building partnerships, and leading high-performing teams. The ideal candidate will have extensive sales management experience and strong negotiation skills. This position offers a chance to influence industry trends and enhance customer relationships while promoting ABB's values of diversity and collaboration.

Benefits

Retirement plan

Accident insurance

Healthcare plan

Wellbeing program

Qualifications

• Minimum of 10 years experience in direct sales or sales management.
• Strong organizational and leadership skills.

Responsibilities

• Drive profitable revenue growth in target industry segments.
• Develop partnerships to optimize application impacts on customers.
• Lead or participate in negotiations of large contracts.

Skills

Sales Excellence

Negotiation

Leadership

Communication

Tools

Excel

PowerPoint

SFDC

Job description

National Sales Manager - Strategic Accounts and Segments

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.

Reporting Line

Local Division Manager

Your role and responsibilities

To achieve our high growth ambition, we are strengthening our "One Motion - One Face" approach with our customer interactions. This end-to-end simplified customer-centric model, from transactional to value-add selling is ABB's marketplace differentiator. The National Director of Sales for Segment & Accounts is responsible for developing ABB's innovation and differentiation in the segment, organizing communication with influencers, and delivering value to customers through sales teams to achieve profitable and sustainable growth for ABB.

1. Drive profitable revenue growth in target industry segments and increase ABB Motion Market Share within these segments.
2. Define segment strategies by building the "playbook" outlining targets and means to reach them, and set ambitions for the segment.
3. Develop partnerships to optimize application impacts on customers, build relationships with key external influencers and customers, and leverage ABB's strengths to identify new business opportunities.
4. Support collaboration with regional distribution and OEM sales organizations to maximize results and meet division sales targets.
5. Create, implement, and review industry segment strategies, ensuring key accounts are prioritized with appropriate plans for growth.
6. Anticipate results, identify performance gaps proactively, and take remedial actions to meet targets.
7. Apply standardized marketing and sales processes and tools, such as Salesforce and account plans.
8. Utilize operational intelligence and market analysis to identify trends, practices, and competitor strategies, providing feedback to divisions.
9. Develop and leverage the value proposition for the target segment, both internally and externally.
10. Enhance ABB's visibility in target segments through external communication, participation in customer events, and trade fairs.
11. Lead or participate in negotiations of large contracts, including legal and commercial agreements, managing market and risk factors.
12. Build high-performing teams, promote knowledge sharing, and provide guidance and coaching for team development.

Qualifications for the role

• Minimum of 10 years experience in direct sales or sales management.
• Proficiency in Excel, PowerPoint, and SFDC.
• Experience in business development, account management, and cross-selling.
• Strong organizational and leadership skills, with a focus on sales excellence and collaboration.
• Understanding of contract negotiations, risk management, and legal terms.
• Exceptional communication, negotiation skills, integrity, and a customer-focused attitude.
• Ability to build long-term relationships with C-level executives and influence industry trends.
• Willingness to travel approximately 40% across Canada.

Benefits

• Retirement plan
• Accident insurance
• Healthcare plan
• Wellbeing program

More about us

We look forward to receiving your application. Discover more about ABB at www.abb.com. ABB Canada has been recognized as one of Canada's Best Employers by Forbes magazine for nine consecutive years, and is ranked among Canada's Top 100 Employers, Montreal's Best Employers, and others. We are committed to a diverse, inclusive, and supportive workplace, respecting employment equity and providing accommodations for applicants with disabilities. Our Military Reservist Policy supports Canada's Reserve Force members, offering flexibility and job security during military training and activities.