What are the responsibilities and job description for the Area Sales Manager, OEM position at ABB?
Area Sales Manager, OEM
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.
As a Area Sales Manager, you will drive the sales performance of Electrification Distribution Solutions (ELDS), specifying and implementing effective sales and business development initiatives in line with global strategy. You will be responsible to manage a territory, comprising of OEM (Original Equipment Manufacturer) focused salespeople & iReps which meets its volume growth (balanced selling), price/quality/margin, cost and customer satisfaction objectives, through excellent external and internal customer relations and an increasing market share in the geographical area of responsibility. Provide consistent disciplined, local execution of the OEM strategy and programs meeting local coverage targets across ABB’s BUs (Business Units) and customer needs. The area sales manager directs the implementation of aggressive measures to achieve sales to OEM customers, systems and services in the assigned geography. He/she also ensures individual BU sales targets are met or exceeded and that net margin maximizes profits within the geography. The individual oversees OEM planning and ensures that strategies are aligned with the District and US growth objectives, in conjunction with talent management and recruitment.
This position reports to
HR Business Partner
Your responsibilities
- Manage OEM sales team covering the following territories: GA, AL & FL
- Develop and maintain productive working relationships with OEM customers at all levels
- Provide consistent disciplined, local execution of the national OEM strategy
- Plan and implement sales strategies to maximize market share and margin
- Conduct & support sales team on technical presentations to create preference for ABB
- Introduce new products to existing customer base and identify target customers
- Assess Performance with annual performance reviews for all OEM personnel
- Creates development plan for all employees in geography including technical and professional training
- Monthly Review of local performance of all Direct/Distributor served OEMs and Rep companies
- Escalation point on OEM related direct or sale channel commercial decisions
- Implementation of the OEM strategy within the geography
- Collaboration with OEM Enablement leader & LCM Champions to measure conversions and pipeline in SFDC (salesforce.com), working in tandem in Channel organization
- Measure/monitor OEM Conversions, pipeline progression and product mix within OEM segment, collaborating with the OEM BDMs (Business Development Managers)
Your background
- Bachelor’s degree in Engineering, Marketing or Business Administration or technical field with a minimum 8 years related experience
- OR
- Master’s degree in Engineering, or Marketing, or Business Administration or technical field with a minimum 6 years of related experience
- Alternatively, this position may be filled at a more senior level for the successful candidate meeting these basic qualifications:
- Bachelor’s degree in Engineering, Marketing or Business Administration or technical field with a minimum 12 years related experience
- OR
- Master’s degree in Engineering, or Marketing, or Business Administration or technical field with a minimum 10 years of related experience
- Successfully managed a sales team for 10 plus years
- Exceptional analytical, communication and leadership skills
- Senior Account Management experience
- Understanding and experience with full portfolio of products and services (including power distribution one line and installation products)
- Demonstrated knowledge of electrical industry and ABB products
- Sales & Marketing experience in Electrification solutions business – systems/service
- Exceptional analytical, communication and leadership skills
- Candidates must already have a work authorization that would permit them to work for ABB in the US
Benefits
More about us
ABB's Distribution Solutions Division provides utility, industrial and commercial customers with safe, smart and sustainable technologies for the distribution of electricity. With ABB AbilityTM enabled digital solutions at its core, our extensive portfolio includes distribution automation products, switching, limiting, measuring and sensing devices, switchgear, modular substation packages, and related services. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_ English_formattedESQA508c.pdf As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762. Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to US-AskHR@abb.com. Resumes and applications will not be accepted in this manner. #LI-Hybrid
Salary : $124,000 - $157,000
