In addition to the cities of Denver, CO, Salt Lake City, UT and Phoenix, AZ, this position could be based anywhere in the states of WY, CO, NM, AZ or UT We are looking for a Segment Marketing and Sales Manager; Mining industry at ABB, Local Product Group System Drives. This individual will have direct responsibility for the comprehensive analysis of the specific target segment and provide guidance and development of sales strategies to increase System Drives order intake and marketshare. Furthermore the position holder will also provide sales management for a team of technicalsales engineers. Manage the marketing and sales action plans to both achieve the key qualitative andquantitativetargets in a profitable way and to ensure high levels of customer satisfaction.
Primary Role & Responsibilities: The Segment Marketing and Sales Manager is accountable for:
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
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
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.
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
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.
Associates' degree and 10 years' combination experience in the mining and/or cement and/or systems drives or low voltage & medium voltage AC drives
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.
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
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
Equal Employment Opportunity and Affirmative Action at ABB
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