Area Sales Manager

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This position reports to

Business Manager - E2E

Your role and responsibilities

In this role, you will have the opportunity to bring new business opportunities and improve the existing ones by supporting the Sales organization with relevant knowledge of products and markets. Each day, you will support the defined Sales organization and customers throughout the sales process in your assigned area. You will also showcase your expertise by participating in sales strategy discussions for the assigned area, agreements on short-term and long-term goals, and negotiation of the division sales budget. The work model for the role is: #LI-Hybrid This role is contributing to the Process Automation Process Industries division in Mexico. You will be mainly accountable for: • Accelerate Process Industries Mining business growth as Regional Sales Manager in Eastern North America. Integrity, safety, customer focus & collaboration are pillars of our work. • Achieve and exceed assigned Mining orders received (OR) & gross margin (GM) budget. Primary focus is on penetration and capturing maximum share of customer spend. • Lead early engagement with decision makers at End-users, OEM's and EPCMs at all levels with in assigned region. Responsible for active prospecting, developing & winning opportunities. Understand the return on investment, production processes, organizational structure, operational challenges and buying behavior of Mining industry. Use value-added capture team strategies with comprehensive key player maps for targeted accounts & opportunities. • Participate in sales strategy discussions for the assigned region, agree on short and long-term goals, and own the regional sales budget. • Establish and lead ABB teams for best in class customer experience by becoming a trusted advisor for customers. Frequently travel to customer sites.; on average Four (4) documented customer meetings per week are expected. Take responsibility of Customer Complain Resolution Process usage by identification, setting resolution expectation/ownership, & follow-up for timely resolution. • Collaborate with market segment & proposal managers to develop strategic pursuit plans and prepare value proposals as required. Actively participate in review/analysis of customer specifications, go/no go review, ensure on-time response, provides target market price and position ROI as part of our offerings. • Create, maintain and share monthly updates of individual sales plans using SalesForce (CRM). Gather timely feedback on customer budget and ABB offer position. • Improve portfolio visibility by engaging in creation of application sales collateral (such as value-added white papers), support in customer presentations, active participation in industry events, application training classes, competitive intelligence, social media, etc. • Analyzes the customer needs and competitor offers through general market information.

Qualifications for the role

• 7 to 10 years of experience to process industries (Mining, Metals, Aluminum & Cement) related to large project engineering/execution/construction/services preferred.
• Experience and understanding of electrification, automation & digitalization solutions for mining and process industrial applications.
• Bachelor’s Degree in Engineering, Technology and/or Project Management
• Strong entrepreneurial, interpersonal, negotiation collaboration, and communication skills with customers and co-workers are critical. Must always look for win-win solutions.
• Strong computer skills – Word, PowerPoint, Excel, Outlookand various Internet-based applications.
• Experience with Salesforce, SAP, accounting / financial transactions, contractual law.
• Spoken & Written English would be required.

What's in it for you?

• Be yourself: join one or many of our Employee Resource Groups and make a difference!
• Coaching and mentoring from senior leaders and colleagues
• Get motivated by continuous improvement in what we do and how we do it, bring your know-how.

Benefits