Regional Business Manager

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

ABB Installation Products Division (formerly Thomas&Betts),is the number one manufacturer of electrification products in North America with a 125-year history of providing innovation and customer- focused solutions for connecting and protecting electrical systems, as well as a unique differentiated medium voltage offering. Our products are used all around you, every day – orbiting the earth, working on Mars, on the fastest trains we ride, in the fastest cars of the world, crossing oceans, in factories producing your food, in the tallest buildings of the world, in the most modern hotels and in the walls of your home. With a portfolio of more than 200,000 products marketed under more than 38 premium brand names, our Division offerings are found wherever electricity is used. The Regional Business Manager is accountable for developing and maintaining a highly effective sales channel strategy, thereby improving ABB’s market penetration while meeting profitability targets. As Regional Business manager you will be responsible for managing a regional sales organiza-tion, developing strategy, ensuring effective execution and driving accountability amongst the team of managers and sales professionals. In addition, the RBM is expected to maintain a rela-tionship with our key customers and distributor partners, ensuring collaboration. The role is responsible for being planning, coordinating, and deploying key strategic initiatives to ensure sustainable growth and high levels of customer satisfaction, while continuously monitor-ing the overall channel’s performance

Your responsibilities

• Defines, implements, and communicates the sales strategy and budget.
• Responsible for providing strategy for the sales team, and for harmonizing the market sales, marketing plans and commercial operations plan.
• Defines key targets (e.g., volume, prices mix) and ensures these are achieved for the regional markets. Ensures detailed business plans with regular follow-up are in place.
• Contributes to critical sales and key frame agreements negotiations. Supports channel specialists and local sales teams in the offering and proposal process for channel partners and end users. Structure regular business reviews. Manage Signature service programs, as well as any commercial agreements
• Identifies and evaluates channel partners together with the Channel specialists / local sales team; authorizes in coordination with the Channel management team our distributors annual performance assessment activities and marketing plans.
• Manages sales and marketing efforts and pricing policies.
• Supports driving strategic partnerships, developing personal relationships with partners, customers, and other decision makers. Plans the strategy to support key markets, segments and customers, driving market share gain.
• Responsible for identifying and managing risks relating to contract agreements and prices across customers / channels / segments.
• Monitors competitors’ activity with each potential and existing account and ensures that appropriate response strategies are formulated and implemented.
• Leads the development and implementation of regional account plans to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recover plans in case potential order shortfalls.
• Reviews all sales numbers regularly with Senior level Channel partner. Entry of all project and sales data into appropriate database system. Coordinate all plans and programs with the sales regions.
• Works in close relationship and proximity with the local sales teams as well as has open and clear dialogue with the Global Channel account managers implementing plans, reporting business activity, and reviewing sales numbers on a regular basis

Your background

• 10-15 years in Electrical Industry and a min of 5 years managing a Sales team
• Undergraduate Degree required
• Account management experience preferred
• Demonstrate effective communication skills
• Strategic thinker
• Customer focus oriented
• Technical and analytical
• Willingness to learn
• Fluent in French & English (spoken and written)
• Motivated, self-starter, able to work independently
• Proficient with Salesforce CRM, Power BI and with Microsoft office products
• Team player with strong customer focus
• Ability to travel

Benefits

• Retirement plan
• Accident insurance
• Healthcare plan
• Wellbeing program

More about us

We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. For the 8th year in a row, ABB Canada has been recognized as one of Canada’s top employers by Forbes Magazine. Also named as Canada's Top 100 Employers, Montreal's Top Employers, Canada's Top Employers for Young People, Canada’s Greenest Employers and in 2021 Best Candidate Experience Award (CandE Award), ABB's culture and commitment are to provide a caring workplace where everyone collaborates, feels valued, respected, included and support-ed. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process. #LI-Hybrid