Vice President of Sales, Electrification Installation Produc…

Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.

ABB is seeking a Vice President of Sales, Electrification Installation Product for its Atlanta, Georgia location. Please Note: Open to other locations
This role is responsible to create and lead national go to market strategy for Installation Products (formerly Thomas & Betts) sales organization. This role is responsible to maintain sales focus and accountability on ELIP products within the districts. Responsible to establish an effective business organization in terms of strategies, business modeling, product and brand offering, sales and marketing processes, business planning, tools for executing actions and monitoring results.
She/he will be part of the distribution channel strategy development and authorization process for all ELIP distributors. She/he is face to the industry for major commercial and channel events for ELIP products.
Responsible to turn around US organization to fit with the business line positioning, refine functional structure, develop skills and competencies (technical, marketing, management) at every required level.

Manage US sales team to meet its volume growth (balanced selling), price quality / margin, cost and customer satisfaction objectives. The role monitors sales, margin, and mix at both district and product group level to ensure ELIP maintains or increases its market share.

Your responsibilities

• Strategy: Responsible for creating, planning and implementing the US marketing and sales mission, vision and strategy for ELIP, as well as budget and efficiency targets. Implements the brand portfolio strategy related to all brands/product ranges in the portfolio to grow the top line enhancing market coverage and setting the right resource allocation in the US. Responsible for executing the strategy, bringing clarity to the offering and perception in the markets/segments/customers at the local level, based on market potential and demand intensity.
• Flawless implementation and execution of relevant Sales & Marketing operating models to ensure cost effectiveness and efficiency. Ensure high say/do ratio with customers.
• Targets: Defines key targets for US ELIP marketing and sales (e.g. volume, prices, portfolio mix) in alignment with regional Sales & Marketing organization. Establish appropriate metrics and measurement tools to monitor performance. Proactively anticipate results and identify gaps, to take early remedial actions and ensure targets are achieved. Drive growth of both the top line and the bottom line in US. Define and manage a multi-year plan of marketing and sales activities defined per brand/product range against market/channel/segment. Turn the activities in prospect sales results to base the analysis of business sustainability (sales, margin, profit, cash); bring plans to reality of the daily sales through the US product marketing organization; continuous monitoring of the progress of multi-year activities plan and adapt to the changing business environment.
• Sales activities: Responsible for achieving assigned order intake, margin and related objectives for the entire product portfolio in the US. Drive evaluation of potential new and existing markets and their needs and ensures proactive sales approach with a focus on solutions. Review and manage monthly forecast and order performance. Responsible in the long-term for the Business development, implementing growth opportunities according to the brand/product placement, market expansion, new customers acquisition and awareness, local potential and ensuring appropriate short-term sales tactics to achieve those goals. Work through partners to sell to the end customer, in a scalable way, activating strategic partnerships, product distributions, content licensing, monetization and in case acquisitions. Responsible for price management at national level, defining the market positioning with the Product Management team. Partner with marketing on development of product commercialization, training programs and value messaging for ELIP. Review, approve all Rep agreements for sales Rep Agents coverage of ELIP products in the USA. Provide monthly pipeline of top projects ensuring development milestones and forecast results monthly. Ensure adoption and utilization of all sales tools and relevant dashboards.
• Marketing activities: Oversees market, competitive analysis and market segment definition activities. Introduce Digital Marketing practice, along with the specific techniques of marketing automation to adapt the offering to ever-changing buyer’s journey; of influencer marketing program results in customers renewing and upselling, as well as becoming advocates for the brands/product ranges. Support trade marketing activities set at national level to sustain the top line development.
• Customer relations and satisfaction: Develops relationships with key stake holders. Develop and maintain C-level relationships with top ELIP distributors and customers. Responsible for planning and implementing customer surveys, analyzing and acting on the results in order to ensure high levels of customer satisfaction.
• Risk: Derive systems for monitoring clients’ financial status, anticipate and report changes in typical risk factors to relevant internal partner teams. Ensure processes established to proactively identify and manage risks relating to contract agreements and prices across customers/channels.
• Administration: Implement and review sales processes and related tools, and all relevant training and development plans, actions and programs. Maintains sales and general administration cost controls. Implement ready-to-use tools to monitor plans progress.
• People leadership and development: Ensure (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.

Your background

• Bachelor’s degree in relevant area
• Minimum of 15 years of relevant experience.
• Location: Memphis, TN, Atlanta, GA, Dallas, TX or Chicago, IL. Open to other locations
• Candidates must already have a work authorization that allows them to work for ABB in United States.

More about us

Bring your very own sense of pride and purpose as you help us drive forward the Fourth Industrial Revolution – creating a sustainable future for our planet, and your career. Join ABB and harness the power of our diverse global network, as you collaborate with and learn from our world-class teams. Above all, challenge yourself every day. Let’s write the future, together.

Equal Employment Opportunity and Affirmative Action at ABB

ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.

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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.

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