Region Sales Manager, Electrification US Utility - South

About the Role

Key Responsibilities

• Proactively drive sales in the Utility segment for the southern sales region for all Electrification solutions to increase existing business and identify new opportunities.
• Manage a regional sales team consisting of named utility accounts, utility-focused distributors, and utility independent manufacturer's Representatives (IReps).
• Meet or exceed orders targets (balanced selling), price quality / margin, cost, and customer satisfaction objectives through excellent external and internal customer relations and increasing market share in the segment and geographical area of responsibility.
• Formulate specific sales strategies and methodologies for each assigned account to increase ABB's penetration across the business units and Divisions.
• Develop a Utility segment sales coverage strategy that leverages the full portfolio in the most cost-effective manner.
• Foster and direct the implementation of aggressive geographical and account-specific actions aligned with behavioral objectives and sales strategies within the local sales organization.
• Participate in sales strategy discussions for the assigned region and set short and long-term goals, incorporating orders, margin, and growth targets.
• Achieve sales targets through proactive management of account managers and iReps, including market analysis and performance management.
• Determine where customers perceive value to align the value proposition with their buying criteria.
• Implement measures to achieve sales of ABB Electrification products, systems, and services in the assigned regions for the Utility segment, ensuring sales and division targets are met or exceeded.
• Ensure iReps operate in alignment with Electrification business processes, standards, and core values, and continually assess their performance.
• Maintain awareness of the competitive landscape in the region.
• Represent ABB Electrification effectively at key channel partners and utility customers, maintaining key relationships.
• Conduct periodic reviews and propose performance and development plans in cases of potential order shortfalls.

Requirements

• Bachelor's degree in Engineering, Marketing, Business Administration, or a technical field.
• Advanced degree desirable.
• Minimum 10 years of sales and marketing experience or equivalent professional and educational experience.
• At least 2 years managing a direct or indirect sales organization.
• Sales experience of a $100 million+ business.
• Exceptional analytical, communication, and leadership skills.
• Ability to travel as needed.

Qualifications

• Bachelor's degree in Engineering, Marketing or Business Administration or technical field.
• Advanced degree desirable.
• Minimum 10 years of sales and marketing experience, or equivalent.