Regional Sales Manager

Regional Sales Manager

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Mission Statement: Develop and maintain a highly effective sales channel strategy in specified market in order to improve ABB market penetration and realize growth aspirations. Responsible for planning and executing marketing and sales drives to ensure high levels of customer satisfaction and continuously monitor channel performance


•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
•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 125 nights per year depending on territory. Overnight travel includes travel to regions, factories, channel partner locations, customer locations, trade shows, sales meetings and industry conferences.

•Selling a focussed product portfolio into specific focused channels
•Developing and driving channels in specific industry verticals to grow our business
•Developing strategies to displace established competition

Knowledge & Skill
•Good time / activity and priority management skills
•Leverage your existing relationships in the industry to bring new selling opportunities to ABB
•Ability to develop 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.
•Ability to develop relationships at all levels in ABB, our channel partners and our end users (from field personnel to corner office).
•Solid understanding of instrumentation and level technology and markets.
•Associates Degree in technology with combined 15 years’ experience in instrumentation sales through direct and or indirect channel partners or distribution.

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.

Calgary, AB, Alberta, Canada
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Business Unit Measurement & Analytics
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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

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