Segment Marketing and Sales Manager, Mining

Abb   •  

Phoenix, AZ

Industry: Manufacturing

  •  

8 - 10 years

Posted 78 days ago

This job is no longer available.

Tasks:

Primary Role & Responsibilities: The Segment Marketing and Sales Manager is accountable for:

Sales Strategies:

Responsible for defining the Segment sales strategy for System Drives in the Mining market

Understanding the needs of the Segment market versus ABB’s current product portfolio

Communicating the opportunities and defining key channels, associations and buying influences with the market necessary to drive growth.

Understanding the competitive landscape and identifying ABB strategic advantages
Opportunity Management:

Generate a prioritized target account / project pursuit database based on sales strategy

Influence activities related to pursuing key projects with the segment including helping to define winning positioning strategies

Identify “Must-win” opportunities and solicit the necessary support for same

Ensure the full utilization of sales tools such as Salesforce.com for tracking and developing opportunities

Conducts cadence reviews with technical sales engineers

Provides monthly sales forecasts and specific reports on sales development

Market Intelligence:

Continuously assesses market trends, customers, competitors, industries, applications and country analyses to identify and realize opportunities with existing and potential new customers within the target segment. Feeds back to the Product Group and Local Business unit on market trends, competitive landscape, market-pricing expectations, channel strategy and local conditions to win.

Customer Relationship:

Builds and maintains strong relationships at senior levels with the key customers, stakeholders and other decision makers. Ensures effective marketing communications, in particular ABB’s value proposition. Agrees with the local Business Unit/Product Group the relevant metrics that the local Business Unit/Product Group must report and focus on to ensure and grow customer satisfaction. Solicit support of ABB senior management for customer engagement

Coaching:

Provides the necessary coaching and support for direct reports including developments plans to enhance skills and performance. Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR policies. Drives and ensures knowledge sharing and cross-collaboration.

Requirements:

Basic Qualifications:

Associates' degree and 10 years' combination experience in the mining and/or cement and/or systems drives or low voltage & medium voltage AC drives
OR
Bachelors' degree and 10 years' combination experience in mining and/or cement industry and/or systems drives or low voltage & medium voltage AC drives

*A Master’s Degree in required field = Credit given for 2 years of work experience.
*A PhD/Doctorate in required field = Credit given for 3 years of work experience.

Preferred Qualifications:

Bachelors' degree in electrical engineering

8 + years' experience in the electrical or automation industries

Goal/result oriented mind-set with capability to identify new opportunities and translate these into action plans and actual execution

Structured and Process orientated (sales processes, tools, dashboard…)

Demonstrate effective communication skills

Strategic Thinker

Customer & Market Orientation

Good understanding of relevant markets, customers, and competition

Good understanding of relevant products (low voltage high power drives, medium voltage drives)

Good understanding of relevant application in regards to System Drives offerings

Proven record in execution of defined strategic initiatives

Leadership (coaching and mentoring)

Teamwork and collaboration
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