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Regional Sales Manager (Measurement & Analytics)

Company: Company Confidential
Location: Chicago
Posted on: June 25, 2018

Job Description:

ABB Inc., is looking for a Regional Sales Manager (Measurement & Analytics) to join our Measurement and Analytics Business Unit, a part of our Industrial Automation Division in the Chicago-St-Louis-Indianapolis triangle.The main focus of this ABB Business is to provide customers with products and solutions for instrumentation, automation and optimization of industrial processes. The industries served include oil and gas, power, chemicals and pharmaceuticals, pulp and paper, metals and minerals, marine and turbocharging. Key customer benefits include improved asset productivity and energy savings. 2018-09-02 Line Management / Project lead Tasks: The Regional Sales Manager (Measurement & Analytics) will develop and maintain a highly effective sales channel strategy in specified market in order to improve ABB market penetration and realize growth aspirations. This person is responsible for planning and executing marketing and sales drives to ensure high levels of customer satisfaction and continuously monitor channel performance. Typical duties/responsibilities may include, but are not limited to, the following: Targets - Defines key targets (e.g. volume, prices, mix) and ensures these are achieved for the channel partners in the specified market. Ensures detailed business plans with regular follow up are in place Provides monthly and quarterly forecast updates with maximum accuracy Systematically maintains funnel of opportunities in Salesforce.com Strategy - Defines and implements the channel sales strategy and budget and ensures regular follow-up. Responsible for providing channel strategy input for the Sales team, and for harmonizing the market sales and marketing plans. Completes agreed upon sales plans with channel partners and assures regular follow-up of the agreed upon actions Negotiations - Contributes in critical sales and key frame agreements negotiations. Supports Technical Sales Specialist in the offering and proposal process for channel partners. Partners - Identifies and evaluates channel partners together with the support of Technical Sales Specialist and authorizes them with the approval of Sales management team. Manages annual performance assessment activities for channel partners. Marketing - Coordinates sales and marketing efforts and pricing policies that require channel/segment partner participation. Ensures appropriate communication, promotion and training activities in the channel/segment Channel management - Evaluates and certifies Channel partners. Ensures training for Channel and ABB personnel in aspects of marketing analysis, market segmentation, demand creation techniques, channel models and cost structures, effective channel program development and channel metrics. Customer relations - Supports driving strategic partnerships, developing personal relationships with partners, customers and other decision makers. Risk - Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Responsible for identifying and managing risk s relating to contract agreements and prices across customers/ channels/segments. People leadership and development - Ensures (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. Overnight travel is estimated to be up to 30% per year depending on territory. Overnight travel includes travel to regions, factories, channel partner locations, customer locations, trade shows, sales meetings and industry conferences. Target region for the position will be USA Midwest. Best location would be around the Chicago-St-Louis-Indianapolis triangle. Requirements: BASIC QUALIFICATIONS: High School Diploma or GED AND 16 years of experience in sales or account management OR Associate's Degree AND 14 years of experience in sales or account management OR Bachelor's Degree AND 12 years of experience in sales or account management PREFERRED QUALIFICATIONS: Associates Degree in technology with combined 15 years' experience in instrumentation sales through direct and or indirect channel partners or distribution. Good time / activity and priority management skills Ability to leverage your existing relationships in the industry to bring new selling opportunities to ABB Previous experience to developing and implement structured sales processes and strategies that improve efficiency and lead to winning Intense competitor knowledge; Passion for selling and winning. --- Resilience to overcome rejection. Obsessive focus on end users, their wants and needs, their goals and objectives, how they buy, how they maintain their equipment, how they partner with suppliers. Previous experience developing relationships at all levels in ABB, our channel partners and our end users (from field personnel to corner office). Solid understanding of instrumentation technology and markets. Excellent written and verbal communication skills Candidates must already have a work authorization that would permit them to work for ABB in the US LI-USA 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. 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-AskHRabb.com. Resumes and applications will not be accepted in this manner. Location: Chicago, Illinois, USA Contract type: Regular/Permanent Business unit: Business Unit Measurement & Analytics Date posted: 2018-06-04 Job function: Sales Publication ID: US65465833_E1 ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in electrification products, robotics and motion, industrial automation and power grids, serving customers in utilities, industry and transport & infrastructure globally. Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions: bringing electricity from any power plant to any plug and automating industries from natural resources to finished products. As title partner of Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 135,000 employees. www.abb.com SDL2017

Keywords: Company Confidential, Chicago, Regional Sales Manager (Measurement & Analytics), Sales, Chicago, Illinois

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