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Posted May 25, 2021
ABB

VP US Sales, Electrification Business, Installation Products

ABB
Cary, NC, USA ⚠ [Archived] No Longer Accepting Applicants

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.ABB’s Electrification business is a leading provider of a full range of protection, control and measurement solutions - enabling safer and smarter electricity flow from substation to the point of consumption. We deliver products and systems designed to connect, protect and control electrical systems, ensuring reliability, efficiency and safety for equipment and personnel.

For our Marketing, Sales and Product Management team, understanding the full potential of our technology and the trends in our markets is highly rewarding. In addition, helping customers all over the world improve efficiency, save resources and reduce emissions gives our work a powerful sense of purpose.

The role reports to US M&S Leader – Electrification (direct line), Division US Leader (dotted line) and is located in Cary, North Carolina.Your responsibilities

  • • Create and lead national go to market strategy for Installation Products (formerly Thomas & Betts) sales organization.
  • • This role is responsible to maintain sales focus and accountability on ELIP products within the districts. Responsible to establish an effective business organization in terms of strategies, business modeling, product and brand offering, sales and marketing processes, business planning, tools for executing actions and monitoring results.
  • • She/he will be part of the distribution channel strategy development and authorization process for all ELIP distributors.
  • • She/he is face to the industry for major commercial and channel events for ELIP products.
  • • Responsible to turn around US organization to fit with the business line positioning, refine functional structure, develop skills and competencies (technical, marketing, management) at every required level.
  • • Manage US sales team to meet its volume growth (balanced selling), price quality / margin, cost and customer satisfaction objectives.
  • • The role monitors sales, margin, and mix at both district and product group level to ensure ELIP maintains or increases its market share.
  • • On balance, the M&S ELIP US leader will be responsible for a $1B domestic business and roughly a $200M export business.
  • • Strategy: Responsible for creating, planning and implementing the US marketing and sales mission, vision and strategy for ELIP, as well as budget and efficiency targets.
  • • Implements the brand portfolio strategy related to all brands/product ranges in the portfolio to grow the top line enhancing market coverage and setting the right resource allocation in the US. Responsible for executing the strategy, bringing clarity to the offering and perception in the markets/segments/customers at the local level, based on market potential and demand intensity.
  • • Flawless implementation and execution of relevant Sales & Marketing operating models to ensure cost effectiveness and efficiency. Ensure high say/do ratio with customers.
  • • Targets: Defines key targets for US ELIP marketing and sales (e.g. volume, prices, portfolio mix) in alignment with regional Sales & Marketing organization. Establish appropriate metrics and measurement tools to monitor performance. Proactively anticipate results and identify gaps, to take early remedial actions and ensure targets are achieved. Drive growth of both the top line and the bottom line in US.
  • • Define and manage a multi-year plan of marketing and sales activities defined per brand/product range against market/channel/segment. Turn the activities in prospect sales results to base the analysis of business sustainability (sales, margin, profit, cash); bring plans to reality of the daily sales through the US product marketing organization; continuous monitoring of the progress of multi-year activities plan and adapt to the changing business environment.
  • • Sales activities: Responsible for achieving assigned order intake, margin and related objectives for the entire product portfolio in the US. Drive evaluation of potential new and existing markets and their needs and ensures proactive sales approach with a focus on solutions.
  • • Responsible for achieving assigned order intake, margin and related objectives for the entire product portfolio in the US. Drive evaluation of potential new and existing markets and their needs and ensures proactive sales approach with a focus on solutions.
  • • Review and manage monthly forecast and order performance.
  • • Responsible in the long-term for the Business development, implementing growth opportunities according to the brand/product placement, market expansion, new customers acquisition and awareness, local potential and ensuring appropriate short-term sales tactics to achieve those goals. Work through partners to sell to the end customer, in a scalable way, activating strategic partnerships, product distributions, content licensing, monetization and in case acquisitions.
  • • Responsible for price management at national level, defining the market positioning with the Product Management team. Partner with marketing on development of product commercialization, training programs and value messaging for ELIP.
  • • Review, approve all Rep agreements for sales Rep Agents coverage of ELIP products in the USA.
  • • Provide monthly pipeline of top projects ensuring development milestones and forecast results monthly. Ensure adoption and utilization of all sales tools and relevant dashboards.
  • • Marketing activities: Oversees market, competitive analysis and market segment definition activities.
  • • Introduce Digital Marketing practice, along with the specific techniques of marketing automation to adapt the offering to ever-changing buyer’s journey; of influencer marketing program results in customers renewing and upselling, as well as becoming advocates for the brands/product ranges. Support trade marketing activities set at national level to sustain the top line development.
  • • Customer relations and satisfaction: Develops relationships with key stake holders. Develop and maintain C-level relationships with top ELIP distributors and customers. Responsible for planning and implementing customer surveys, analyzing and acting on the results in order to ensure high levels of customer satisfaction.
  • • Risk: Derive systems for monitoring clients’ financial status, anticipate and report changes in typical risk factors to relevant internal partner teams. Ensure processes established to proactively identify and manage risks relating to contract agreements and prices across customers/channels.
  • • Administration: Implement and review sales processes and related tools, and all relevant training and development plans, actions and programs.
  • • Maintains sales and general administration cost controls. Implement ready-to-use tools to monitor plans progress.
  • • People leadership and development: Ensure (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 know-how sharing and cross-collaboration.

Your background

  • • Bachelor’s degree in pertinent area + 15 yrs of relevant experience.
  • • Candidates must already have a work authorization that would permit them to work for ABB in the US.

Benefits

  • • Retirement plan
  • • Life insurance
  • • Disability insurance
  • • Medical insurance
  • • Wellbeing program

More about usWe look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.

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