National Sales Manager - Strategic Accounts and Segments

ABB Schweiz AG; Burlington; On-site; CAD 90,000 - 120,000; Full time

Job summary

A leading company is seeking a National Sales Manager to drive revenue growth and develop strategies for key segments. This role involves building relationships, leading negotiations, and ensuring sales excellence across Canada. The ideal candidate will have extensive experience in sales management and a strong ability to collaborate with teams. Join a diverse and inclusive workplace recognized as one of Canada's Best Employers.

Benefits

Retirement plan

Accident insurance

Healthcare plan

Wellbeing program

Qualifications

• Minimum 10 years of experience in direct sales or sales management.
• Experience in business development, account management, and cross-selling.

Responsibilities

• Drive profitable revenue growth in target industry segments.
• Define strategy and build relationships with key customers.
• Lead negotiations of large contracts and manage associated risks.

Skills

Communication

Negotiation

Sales Excellence

Collaboration

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.

This position reports to

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 & Account is responsible for developing ABB's innovation and differentiation in the segment, organizing communication with influencers and delivery of value produced to customers by sales teams in a consistent manner to achieve profitable and sustainable growth for ABB.

1. Drives the profitable revenue growth of the top line in each target industry segment. Increase ABB Motion Market Share within the given Segments and Accounts.
2. Defines the strategy of the segments by building the "playbook" in order to show the targets and the means to reach them to the trade players. Defines the ambition of his business in the segment.
3. Proposes and develops potential partnerships to optimize the impact of these applications on customers. Builds relationships with key external influencers/key customers and leverages ABB’s strengths to capture new business opportunities.
4. Promotes, supports, and enables collaboration with regional distribution and OEM sales organizations to maximize results for Motion Canada and ensure achievement of division sales targets.
5. Creates, implements, and reviews industry segment strategy for the assigned area. Ensures major accounts are identified, prioritized, and that account and business plans are executed to grow share of wallet.
6. Anticipates results and identifies gaps in performance proactively to ensure targets are achieved.
7. Drives the application of standardized marketing & sales processes & tools (Salesforce, account plans, etc.).
8. Activates operational intelligence, benchmarking, and analysis to identify industry trends, practices, product gaps, and competitor strategies.
9. Develops the value proposition for the target segment and ensures internal and external leverage.
10. Reinforces ABB’s visibility in the target segment(s) through external communication, participation in events, and trade fairs.
11. Leads or participates in negotiations of large contracts, managing associated risks.
12. Builds effective, high-performing teams, sharing knowledge across the organization, providing guidance, and coaching/mentoring team members.

Qualifications for the role

• A minimum of 10 years of experience in direct sales or sales management.
• Strong skills in Excel, PowerPoint, and SFDC.
• Experience in business development, account management, and cross-selling.
• Ability to structure and drive an organization through sales excellence and collaboration.
• Understanding of contract negotiations, risk management, and legal terms.
• Exceptional communication and negotiation skills, high integrity, customer focus, and a professional attitude.
• Experience in building C-level relationships and industry influence.
• Ability to travel 40% of the time across Canada.

Benefits

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

More about us

We look forward to receiving your application. To learn more about ABB, visit www.abb.com. Recognized as one of Canada's Best Employers by Forbes for nine consecutive years, ABB Canada is committed to a diverse and inclusive workplace, supporting employment equity and providing accommodations for applicants with disabilities. Our Military Reservist Policy offers flexibility for Reserve Force members, ensuring career continuity while supporting national defense initiatives.