National Sales Manager - Strategic Accounts and Segments

ABB Schweiz AG; Montreal; On-site; CAD 100,000 - 130,000; Full time

Job summary

A leading company is seeking a National Sales Manager to drive growth and enhance customer relationships across Canada. The role involves developing strategies, leading negotiations, and building high-performing teams. The ideal candidate has extensive sales management experience and strong communication skills, with a focus on collaboration and customer satisfaction.

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.
• Lead negotiations for large contracts and manage market risks.
• Build high-performing teams and promote knowledge sharing.

Skills

Sales Management

Negotiation

Communication

Collaboration

Customer Focus

Tools

Excel

PowerPoint

Salesforce

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 is a position with grade

10

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 & Accounts is responsible for developing ABB's innovation and differentiation in the segment, organizing communication with influencers, and delivering value to customers by sales teams to achieve profitable and sustainable growth for ABB.

• Drive profitable revenue growth in each target industry segment and increase ABB Motion Market Share within the given segments and accounts.
• Define segment strategies by building the "playbook" to set targets and means to reach them, aligning with trade partners.
• Develop potential partnerships to optimize application impact on customers and build relationships with key external influencers and customers.
• Support collaboration with regional distribution and OEM sales organizations to maximize results and meet division sales targets.
• Create and implement industry segment strategies, identify major accounts, and ensure account and business plans are in place for growth.
• Anticipate results, identify performance gaps proactively, and take remedial actions to meet targets.
• Apply standardized marketing and sales processes and tools (e.g., Salesforce, account plans).
• Use operational intelligence and market analysis to inform strategies and feedback market developments to divisions.
• Develop and leverage value propositions for target segments, both internally and externally.
• Enhance ABB’s visibility in target segments through external communication and participation in events.
• Lead negotiations for large contracts, manage risks related to market trends, contracts, and pricing.
• Build high-performing teams, promote knowledge sharing, and provide guidance and coaching.

Qualifications for the role

• Minimum 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 organize and lead through sales excellence, collaboration, and coaching.
• Knowledge of contract negotiations, risk management, and legal terms.
• Exceptional communication, negotiation skills, integrity, customer focus, and a professional "can-do" attitude.
• Experience in building long-term C-level relationships and influencing industry.
• Willingness to travel 40% across Canada.

Benefits

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

More about us

****Referral bonus premium $1,500.00**** We look forward to receiving your application. For more about ABB, visit our website www.abb.com. ABB Canada has been recognized as one of Canada's Best Employers by Forbes for nine consecutive years. We are committed to a caring, inclusive workplace that respects employment equity and provides accommodations for applicants with disabilities. Our Military Reservist Policy supports Canada's Reserve Force members with flexible training and job security.