Industry Segment Sales Manager – Infrastructure

This job is with ABB, an inclusive employer and a member of my Gwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world.
This Position reports to:
Head of Industry Sales

As the Industry Sales Segment Manager – Infrastructure, you’ll be supporting the Motion High Power Sales Teams in identifying and engaging sales opportunities in an early stage to build a project demand funnel and additionally supporting the engagement and build-up of long-term relationships with End-users.
The Industry Sales Manager’s mandate is to maintain a deep and up-to-date domain expertise:
Understanding of the industry trends and needs, customers, prospects, competitors, applications.

The work model for the role is remote, supporting Motion High Power Division in the United States.

Your role and responsibilities:
Market Analysis & Strategy:
Activate operation intelligence, benchmark, and analyze to identify Industry trends, our position, practices, product gaps, competitor strategy, etc. Understands relevant regulations and standards in the selected market segments. Supports High Power Sales teams to maintain detailed market mapping, incl. customers, prospects and competitors in the local market. Create local industry growth strategy with 3-year plan. Actively supports implementation of strategy/growth plan to capture new business opportunities.
New Market Opportunities & Customer Relationship:
Identifies and drives the development of new market opportunities in the designated industry and ensures know-how sharing and cross-collaboration. Systematically tracks large investments, upcoming projects and operational spending for High Power offering. Builds and maintains strong relationships at senior levels with the key stakeholders. Drives demand creation and early spec and influencing towards end-users. Ensure we are on AVL list of key customers.

Creates, shares End-user projects and supports opportunities in CRM. Builds long-term opportunity pipeline.
Domain Expertise:
You know the details of customers, legislation, trends in the market, pricing and have detailed knowledge of applications and the added value of our products and services in these. Actively use your know-how to support the High Power Sales teams in their pursuits and regularly train and coach the Sales teams in your specific industry.
Operational Sales:
Support large projects in the pursuit:
Sales strategy, positioning, setting up capture team, collaboration with other LSUs. Coordination of international project pursuits. Support with industry and project specific Comments and Deviations from specifications. Provide support for technical and financial aspects of offers, including prices and terms and conditions.

Our Team Dynamics
Our teams support each other, collaborate, and never stop learning. Everyone brings something unique, and together we push ideas forward to solve real problems. Being part of our team means your work matters - because the progress we make here creates real impact out there.

Qualifications for the role:
Bachelor’s degree in technical engineering or business with 10+ years of experience with sales, sales support, marketing or customer facing roles, involving selling complex technical product solutions in the Infrastructure Industry or Associate’s degree in technical engineering or business with 12+ years of experience in sales, sales support, marketing or customer facing roles, involving selling complex technical production solutions in the Infrastructure industry.
Knowledge of how investment projects work in the Energy Industry, including target customers, third parties, trends and players in the energy industry, as well as the applications of High Power Motors and Drives in the Infrastructure industry.
Experience using Salesforce CRM and significant customer presentation and…