Segment Sales Manager

Segment Sales Manager

The offer has expired.

Tasks:

The Market Segment Manager – Mining Service (SM) is a core member of Industrial Automation business growth leadership team. Integrity, safety, customer focus & collaboration are pillars of our team efforts.

The MSM’s key RESPONSABILITIES include:

- Develop and implement a North American mining service business plan that meets or exceed sales and margin targets. The objective is to grow/support ABB installed base and triple the service business by 2022.
- Establish and maintain effective customer relationships at all levels (problem solving, commercial, technical, administrative, trade events, technical seminars etc.).
- Active actions to introduction of ABB mining service and solutions capabilities to end-users, OEMs and EPCMs. Prepare and deliver effective product and solutions presentations. Represent ABB with white papers at targeted industry events.
- Lead development of new opportunities and support ABB sales teams with customer visits, job site visits, training and sales presentations. Engage in setting and delivering service sales targets & service sales coverage for account managers.
- Design, tender & sell complete service solutions including construction for North American mining market. Review, analyze and define customer requirements. Prepare and provide accurate & quality business offers on-time to meet customer needs and ABB guidelines. Coordinate the use of internal or external resources in order to improve our offers. - Coordinate input from various stakeholders including; operations, finance and legal to develop proposals. Plan, facilitates and conducts customer negotiations. Ensure the successful outcome of offers and transfer to execution teams.
- Works in collaboration of the execution/operations teams. Act as focal point for problem resolution and monitor customer satisfaction. Engage operations teams to solve customer issues.
- Define the sales and operational competencies required for execution of service mandates. Pro-actively inform Business Directors of gaps or future needs of the market.
- Participate and drive continuous improvement initiatives within the Business Unit. Coordinate deployment of new tools/new offering/new portfolio within mining business. Collaborate with other ABB Business Units in order to optimize and maximize our footprint.
- Ensure that customer business strategy and information (investment plan, key players, active projects, etc.) applicable to our growth is updated and documented. Comply with the ABB sales processes such as use of SFdC.
- Build & maintain an up to date portfolio applicable to industry segment. Ensure that market information (monitoring of competitors, offerings to customers, price levels) is updated and documented. Bring new offerings and applications for local market in collaboration with the ABB global PGs, HUBs, LBUs, COEs, Engineering and R&D teams. Stay updated on new features, marketing updates and their applications to the NAM markets. Ensure that new technology and application releases with in industry segment are incorporated.
- Must understand competitive solutions to help position ABB solution. Target competitive system replacements.

Requirements:

- University or College degree in Engineering (Electrical or Mechanical)
- Minimum of 3-5 years of experience in industrial service and projects environment (with preference for mining) with hands-on knowledge of Electrification and Automation equipment.
- Understand the production processes, operational/business challenges and customer buying behavior.
- Proven Sales / Business Development success. Experience with negotiating contracts.
- Experience in preparing tenders, making presentations and interacting with internal and external customer organizations.
- Bilingual in French and English; knowledge of Spanish is an asset
- Strong technical communication and presentation skills both verbal and in writing
- Ability to work effectively within a team environment.
- Continuously learn and develop professional expertise.
- Seek out new and innovative ways of approaching situations and tasks.
- Takes initiative and acts with confidence. Independent & self-starter
- Location is Montreal, Toronto or Sudbury, must be open to travel as required (expect 30-50% of the time)

Additional information

ABB is an Employment Equity Employer and values a diverse workforce. ABB will provide reasonable accommodation to applicants with disabilities. In support of our Employment Equity Program, women, aboriginal people, members of visible minorities, and/or persons with disabilities are encouraged to apply and self-identify in the application process. We also offer a stimulating work environment, competitive salaries and a complete benefits package. ABB is prepared to act on requests for disability accommodations that might be required to allow any disabled person to access our facility. Please advise us if any attending person requires/requests some specific form of disability accommodation. The masculine form is used as neutral gender and includes men and women.

Location:
Saint-Laurent, QC, Quebec, Canada
Contract type:
Regular/Permanent
Business unit:
Business Unit Process Industries
Date posted:
2018-02-09
Job function:
Sales
Publication ID:
CA64174376_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 more than a 125-year history of innovation, ABB today is writing the future of industrial digitalization and driving the Energy and Fourth Industrial Revolutions. ABB operates in more than 100 countries with about 136,000 employees www.abb.com

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