ABB

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Business Development Manager - OEM and SI

Business Development Manager - OEM and SITake 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.

In this role you will be responsible for growing ABB System Drives’ book of direct and indirect OEM business. This will be a highly versatile and visible role; where active target, pursuit and capture of key accounts will require engagement of and collaboration with various ABB business development professionals including Segment Managers and Regional Strategic Business Development Managers, in System Drives – Motion, ensuring Strategy formulation and implementation will be critical to success. This will require a person who can visualize market segments, understand the OEM potential, by segment, and then build a base target, plan, then execute. This is an active selling role where planning, studying and measuring the landscape is only the beginning. Reporting to the Director, Marketing & Business Development, you will be executing the plan and closing business and manage the relationship are critical success factors. Ideal OEMs are both serial and project OEMs who consume very large volume (dollars) of MOSD low and medium voltage 880 series AC and DC drive solutions. Success in this role will also come through targeting, planning and implementing selling efforts at System Integrators who also pursue project opportunities with OEMs.

Your responsibilities
  • The OEM and System Integrator Business Development Manager is accountable for Sales Strategies - Evaluation of the market climate, by segment, and targeting attractive segments, applications and competitors’ vulnerabilities
  • Intense planning, mapping and strategizing, Prompt and repetitive execution of strategy and Understanding the product and/or solution needs of the customer and translating that into strategic fit of ABB’s current product portfolio
  • Intense collaboration with Segment Managers, Business Development Managers, Product Managers and Sales Managers, Understanding the competitive landscape and identifying ABB strategic advantages and Define various marketing messages required for marketing collateral and assist with creation of said materials
  • Opportunity Management - 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 and Ensure the full utilization of sales tools such as Salesforce.com for tracking and developing opportunities, Provides monthly sales forecasts and specific reports on sales development
  • Market Intelligence - Continuously assesses market trends, customers, competitors, industries, applications and country analyses to identify and realize opportunities with existing and potential new customers within defined target segments
  • Customer relationship - Builds and maintains strong relationships at all levels with key customers, stakeholders and other decision makers, solicit support of ABB senior management for customer engagement whenever required
  • Coaching - Provides the necessary coaching and support for local/regional sales engineers and Coaches, motivates, and develops indirect subordinates within HR policies. Drives and ensures knowledge sharing and cross-collaboration
Your background
  • Bachelor’s degree, emphasis in engineering preferred and minimum 8 years of business experience in same or related industrial sectors
  • Comprehensive understanding of USA AC and DC Drives market, including related customers and competition, eternally optimistic, positive and engaging attitude with an ability to mitigate and/or overcome barriers to growth
  • Highly skilled at developing and growing relationships, from plant level to C-level, Structured and Process orientated (sales processes, tools, dashboard…), Customer & market orientation with a closer mentality
  • Good understanding of relevant products (low voltage high power drives, medium voltage drives), Proven record in formulation and execution of strategic initiatives
  • Good understanding of relevant applications and how they may be satisfied with ABB System Drives offerings, Number of new OEMs captured, measured in both quantity as well as annual sales dollar trend
  • Travel – minimum 30% USA travel is anticipated, ability/expectation to travel whenever required and Infrequent travel outside of the USA may be necessary
  • 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 us

ABB System Drives is a global supplier of high-power, high-performance drives, drive systems and packages for industrial processes and large infrastructure applications. With our industry leading technology and global support, we help our customers, partners and equipment manufacturers with asset reliability, performance improvement and energy efficiency in mission critical applications. Our people and culture are the foundation of our success. We all together make the difference for our customers every day. 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: http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf http://www1.eeoc.gov/employers/poster.cfm. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.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.

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Intern

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