National Sales Manager - Strategic Accounts and Segments

ABB Schweiz AG; Saint-Laurent-de-l'Île-d'Orléans; On-site; CAD 100,000 - 125,000; Full time

Job summary

A global technology leader is seeking a National Sales Manager for Strategic Accounts and Segments in Canada. The ideal candidate will have over 10 years of experience in direct sales management, excellent negotiation skills, and the ability to drive profitable growth in various industry segments. This position requires frequent travel across Canada and offers a robust benefits package including a retirement plan and healthcare coverage.

Benefits

Retirement plan

Accident insurance

Healthcare plan

Wellbeing program

Qualifications

• A minimum of 10 years of experience in direct sales or sales management.
• Strong skills in Excel, PowerPoint and SFDC.
• Experience in business development and account management.
• Ability to drive organization through sales excellence.
• Exceptional communication and negotiating skills.

Responsibilities

• Drive profitable revenue growth in target industry segments.
• Define segment strategy and build a playbook.
• Develop potential partnerships to maximize impact.
• Build relationships with key external influencers.
• Create and implement industry segment strategy.

Skills

Direct sales experience

Sales management experience

Excel proficiency

PowerPoint proficiency

SFDC proficiency

Communication skills

Negotiation skills

Customer-focused mindset

Job description

Overview

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.

Position details

This position is graded at 10 and reports to the 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 delivering value produced to customers by sales teams in a consistent manner to achieve profitable and sustainable growth for ABB.

• Drives profitable revenue growth of the top line in each target industry segment. Increase ABB Motion Market Share within the given Segments and Accounts.
• Defines the segment strategy by building the "playbook" to show targets and the means to reach them with trade players. Defines the ambition of the business in the segment.
• Proposes and develops potential partnerships to optimize the impact of applications on customers. Builds relationships with key external influencers and key customers and leverages ABB’s strengths to capture new opportunities.
• Promotes, supports and enables collaboration with regional distribution and OEM sales organizations to maximize results for Motion in Canada and ensure achievement of division mix sales targets.
• Creates, implements, and reviews industry segment strategy for the assigned area. Prioritizes major accounts and ensures account and business plans with share-of-wallet growth actions are in place and executed by a market-oriented organization.
• Anticipates results and identifies gaps in performance, taking early remedial action to ensure targets are achieved.
• Drives standardized marketing & sales processes & tools (Salesforce, account plans, executive sponsorship programs, etc.).
• Uses operational intelligence, benchmarking and analysis to identify segment trends, practices, product gaps, and competitor strategy; provides feedback to divisions on market developments and requirements.
• Develops the value proposition for the target segment and ensures it is leveraged internally and externally.
• Reinforces ABB’s visibility in the target segments by coordinating with Marketing & Communications and participating in customer events and segment trade fairs.
• Leads or participates in negotiations of large contracts including legal and commercial international frame agreements. Identifies and manages risks related to market trends, contract terms, and pricing across segments.
• Builds, mentors, and leads high-performing teams; promotes knowledge sharing and coaching across the organization.

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, collaboration and a coachable attitude
• Clear grasp of contract negotiations, risk management, and commercial/legal terms
• Exceptional communication and negotiating skills, high integrity, customer-focused mindset and a can-do attitude
• Experience building C-level relationships and being an industry influencer
• Ability to travel 40% of the time 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 www.abb.com. ABB Canada has been recognized as one of Canada\'s Best Employers by Forbes magazine for the ninth consecutive year, among other accolades. ABB is committed to an inclusive workplace and Employment Equity, including accommodations for applicants with disabilities. ABB also supports the Military Reservist Policy for employees who serve in Canada’s Reserve Force.