Your role and responsibilities

In this role, you will have the opportunity to implement the defined digital sales strategy in your specified market scope (global/regional) effectively, to improve ABB’s market penetration and realize growth aspirations in the assigned scope. Each day, you will execute digital sales strategy and initiatives within the assigned scope to achieve both qualitative and quantitative digital sales targets to ensure sustainable order growth, revenue, margin, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by acting as a critical contributor to the digital customer base growth.

The work model for the role is: Hybrid
This role is contributing to the Process Automation in Longmeadow
You will be mainly accountable for:

Provides Sales Leadership consistently at high quality to sales, proposals and indirect sales team to drive BL Digital order and profitability growth
Develop and execute strategic plan to achieve sales targets and expand our customer base
Continuously drives business development efforts by pursuing new opportunities
Demonstrates expertise in multiple small/medium/large digital deals across the portfolios with the ability to architect and design winning sales strategy.
Actively participate in monthly and quarterly business review meetings and key participant to the Sales & Operation Planning meetings.
Defines key sales targets and establishes appropriate metrics and measurement tools to monitor performance.
Proactively anticipates and identifies shortfalls in performance and takes appropriate remedial action.
Own and meet/exceed assigned budget/targets for Digital sales (OR, recurring OR)
Drive sales across all solutions lines and meet/exceed %GM target
Supports local sales organizations to ensure achievement of sales volume and product mix targets.
Identifies and evaluates opportunities with existing and potential new customers, determines plans for implementation and allocates resources.
Ensure digital solutions and value proposition are aligned with customer requirements and business objectives. This is done by combining industry best practices, product knowledge, and business acumen & collaborate with consulting team for solutions & industry.
Develop strategic partnership with customers & solutions providers and effectively communicate the value proposition through proposals and presentations
Monitors client financial status and reports any changes regarding risk to relevant internal partner teams.
Identifies and manages potential risks relating to contract agreements across customers/channels including cyber security risks
Provides direction and mentoring to direct & indirect sales team and ensure monthly budget commitments are met
Develops, implements, and reviews sales processes and tools, and all related training and development activities

Qualifications for the role

Bachelor’s Degree in Engineering, Computer Science Software Engineering or related technical field.
Master’s Degree in Business Administration or technical field would be an advantage
10+ years’ experience in the OT / software industry with focus on digitalization and Industrial Software, and deep understanding of relevant technologies and trends
Proven track record in Sales, Account management, Sales Management, strong customer focus, exposure to customer top management, consultative selling, driving results and turning opportunities into sales successes.
Proven experience in driving digital development for complex global organizations, ideally in a B2B environment (Process, Energy, software, technology, automation)
Deep experience in the industrial software environment; Division-specific industry exposure (industrial automation/advanced software/…) preferred; experience and background in either one or more of the Division industrial domains of Mining, Pulp Paper, Metals, Food & Beverage
Strong knowledge of relevant solution areas: operational excellence, process performance including simulation, asset performance management, sustainability solutions, connected workforce and cyber security solution areas
Industry recognition and an established reputation within process industry customers and market insights to drive development of business growth tactics
Proven collaborator with the ability to drive success in direct and matrix organization
Ability to deliver complex deliverables under demanding timelines. Be flexible with changes and keep the customer focused and stay within the scope of the engagement.
Excellent networking skills matured in a highly international organization, “leading by influence”
Change management experience is a strong plus
Fluency in English, both written and spoken
Availability to travel as required