This Position reports to:
Sales Manager
Responsible for managing and developing a defined portfolio of assigned customer accounts for drives and motors within Motion High Power in Canada.
The role focuses on driving sustainable growth, profitability and customer satisfaction through the execution of account strategies and structured sales planning.
Owns the customer relationship, defines and implements account plans, identifies growth opportunities within existing accounts, and coordinates internal stakeholders to deliver value-added solutions.
Accountable for delivering an annual sales target, aligned with the division's growth and profitability objectives.
Main Accountabilities:Account Management and Growth- Own and manage a defined portfolio of assigned customer accounts with accountability for achieving annual sales targets.
- Develop, implement and execute account plans aligned with customer needs, business priorities and ABB strategy.
- Drive order intake, revenue growth and profitability across the assigned account portfolio.
- Build and maintain strong, long-term relationships with key customer stakeholders to ensure high customer satisfaction and loyalty.
- undefined
Opportunity & Pipeline Management- Identify, qualify and develop sales opportunities within assigned customer accounts.
- Manage the sales pipeline with a structured and disciplined approach, ensuring accuracy and visibility.
- Support preparation and negotiation of technical and commercial offers in line with customer requirements, business line strategy and local division guidelines.
- Ensure accurate forecasting and timely reporting using ABB sales tools and CRM systems (Salesforce).
- undefined
Internal Coordination- Act as the primary point of contact between customers and internal ABB stakeholders (tendering, factories, product management, service).
- Coordinate cross-functional teams to ensure competitive, compliant and customer-focused solutions.
- Ensure alignment of internal resources to deliver on customer commitments and account objectives.
- undefined
Market Analysis- Understand customer applications, installed base and market environment related to drives and motors.
- Monitor competitor activity within assigned accounts and provide input on competitive positioning.
- Identify risks and opportunities and translate insights into actionable account actions.
- undefined
Pricing, Risk & Commercial Review- Support pricing strategies for assigned accounts in line with market conditions and profitability targets.
- Contribute to risk review and contract review processes in accordance with ABB policies.
- Ensure compliance with ABB commercial, integrity and governance requirements.
- undefined
Continuous Improvement- Analyze won and lost opportunities to identify lessons learned and improvement actions.
- Continuously improve account planning, sales effectiveness and execution discipline.
- Actively share customer feedback and market insights with internal stakeholders.
Your background- Minimum 10 years of experience in industrial sales or account management.
- Demonstrated success in managing customer portfolios and achieving sales targets.
- Proven ability to develop long-term customer relationships and drive account growth.
- Bachelor or college degree in engineering, business administration, marketing, sales, or a related field.
- Additional certifications in sales or strategic account management are an asset.
- Ability to travel (approximately 20% to 30% of time, mainly in Canada).
#ABBCareers
#RunwithABB
#Runwhatrunstheworld
#LI-hybrid
