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Regional Sales Manager

ABB is seeking a top quality candidate for a key position of Regional Sales Manager within the Power Grids High Voltage Division for its Mount Pleasant, PA location. This position will cover the Southeast US region, focusing on the High Voltage Capacitor and Arrester market space and the identification and capture of growth opportunities. Partnering and supporting the Front End Sales Organization and C&I Sales organization in the US by driving proactive sales and pipeline development. The role utilizes critical market intelligence and expertise, to support the US Power Grids Sales Team's Marketing and Sales activities, representing the interests of the business unit (BU) in the assigned region of the US. The regional BDM is responsible for the development of profitable and sustainable sales growth for the business unit and aligning the local sales strategy and customer needs with the business objectives. Additionally, this position monitors the target markets response to sales and marketing efforts, performs analysis, and provides appropriate feedback to influence current/future portfolio roadmaps and strategy. Tasks: Typical duties/responsibilities may include, but are not limited to, the following: o Proactive Sales: Identify and investigate planned projects, far in advance of contract award, and work to position ABB High Voltage for a successful sales project pursuit. Track and actively pursue all blanket opportunities in your region and develop a successful account plan to secure the long term blankets by account. o Market Planning: Lead customer focus groups; Identify market/customer needs and preferences and influence product roadmaps and launches by defining what is needed to be successful in local markets. Work with the local and global business unit to develop consistent sales collateral & VBS (Value Based Selling) differentiators. Represent the technical features and advantages of the ABB systems solutions to the customer o Customer Interface: Work directly with outside sales resources (ABB Sales and external sales reps), channel partners and end-users to build relationships to improve ABB's position in the market and with customers. Utilize the SFDC tool to do market analysis, track trends and complete required market intelligence. Conduct training both internally and externally to improve product knowledge and penetration of the market. o Market Intelligence: Research & analyze market size, market share, market segments, economic and regulatory drivers, application & technologies, products/systems/services, channels to the market, industry trends, competitors, SWOT analysis, etc. o Sales Management: Work with market analysis to develop DOE "Demand Order Estimate" forecast. Work with Sales to do Root Cause Analysis on lost opportunities and build business campaigns to overcome identified issues in the market. o Approximately 50% travel within the US as required with predominant percentage within assigned region. o Product Responsibilities will include Arrestors and Capacitors of the Power Grid Division and related products. Requirements: Basic Qualifications o Minimum of Bachelor's degree and a 5+ years of experience in marketing, engineering and/or project management experience. Alternatively, this position may be filled at the senior level for the successful candidate meeting these basic qualifications Preferred Qualifications o Bachelor's degree in business or engineering discipline. o Marketing experience in utility or manufacturing environment. o Successful track record of leveraging marketing acumen within the business. o Demonstrated personal leadership showing strong accountability, ownership and ability to effectively lead a team of individuals in pursuit of shared goals. o Proven communication skills with demonstrated proactive collaboration and effective influencing skills. o Experience with external customer interaction. o Exposure to the Utility, Industrial and Construction markets. o Candidates must already have a work authorization that would permit them to work for ABB in the US. Additional information Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. US67158344_E1
Salary Range: NA
Minimum Qualification
5 - 7 years

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