National Sales Manager - Robotics

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ABB Robotics & Discrete Automation is a pioneer in robotics, machine automation and digital services, providing innovative solutions for a diverse range of industries, from automotive to electronics to logistics. As one of the world’s leading robotics and machine automation suppliers, we have shipped over 500,000 robot solutions. We help our customers of all sizes to increase productivity, flexibility and simplicity and to improve output quality. We support their transition towards the connected and collaborative factory of the future. ABB Robotics & Discrete Automation employs more than 11,000 people at over 100 locations in more than 53 countries. www.abb.com/robotics
The successful candidate will be responsible for regionalizing and managing sales strategies for the regional Motion sales team. Responsibilities will include deployment of business development initiatives and customer account coverage strategies to reach and surpass Sales targets for the promotion and sale of robots and Value add solutions in ABB robotics division.
Particular focus will be placed on pipeline management and forecasting to build and execute a successful sales plan. The successful candidate will work closely with local management, including local business line management segment to ensure increased market penetration and YoY growth
Your responsibilities

• Develop and maintain a strong relationship with key accounts and regional decision makers
• Define and drive actions, key pursuits of end users, OEMs and System Integrators.
• Identify opportunities with existing and potential customers and determine penetration strategy.
• Manages the opportunity funnel and create monthly and quarterly order forecast
• Reviews offers in coordination with the bid and proposal department and/or the Marketing Manager. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.
• Supports and manages administrative procedures in sales processes including discussions related to T&Cs, special terms
• Creates added value for the customer and ABB and ensures the successful outcome of transactions, contracts, and proposals by using effective sales techniques. Communicates details in accordance with ABB offering and strategy (delivery time, payments, and general terms and conditions).
• Ensures efficient marketing activities and value proposition to customers.
• Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.
• In collaboration sales team, manage channel partners Annual Order Plan and conduct Quarterly Business Review. Define & support key actions to close gaps to budget if necessary
• Develop and drive implementation of the regional sales growth strategy for the assigned region. Ensure achievement of sales volume and product mix targets.
• Coaches the Front-end Sales team to make winning decisions, plan better, and effectively allocate resources based on customer needs and potential for growth.
• Manage, support and coach sales team to maintain pipeline level in line with budget expectation
• Build and manage long term customer relationships and manage resolution to specific customer needs and issues. Identify and develop sales opportunities. Ensures a positive customer experience throughout the sales process.
• Prepares account plans using company tools, including SALESFORCE.com. Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls.

Your background

• 7-10 years of experience in sales
• Bachelor’s degree from accredited post-secondary institution , preference towards Mechanical Engineering or Electrical Engineering or equivalent experience
• Good knowledge of Electrical Motors and Variable Speed Drives
• Ability to travel 30-40% of the time

Benefits

• Healthcare plan
• Wellbeing program
• Retirement plan
• Accident insurance

More about us
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
For the 8th year in a row, ABB Canada has been recognized as one of Canada’s top employers by Forbes Magazine. Also named as Canada's Top 100 Employers, Montreal's Top Employers, Canada's Top Employers for Young People, Canada’s Greenest Employers and in 2021 Best Candidate Experience Award (CandE Award), ABB's culture and commitment are to provide a caring workplace where everyone collaborates, feels valued, respected, included and support-ed. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage appli-cants to self-identify in the application process.

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