VP Sales, Electrification US Utility

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:
Regional Sales Leader, US / LATAM

At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. That's our story. Make it your story.

The VP Sales, Electrification Utility is responsible for managing the US Utility sales organization to meet and exceed orders targets (balanced selling), price quality / margin, cost, and customer satisfaction objectives, through excellent external and internal customer relations and an increasing share in their segment and geographical area of responsibility.

This position will lead a transformation, combining multiple ABB commercial teams to focus on a one-ABB approach to the utility segment, ensuring alignment in culture, process, and customer mindset.

This is a full-remote position.

You will be mainly accountable for:

• Lead the national sales strategy for the Electrification Utility segment. Full accountability for short and long-term goals, incorporate orders, margin & growth targets as appropriate.
• Lead the integration of multiple ABB Electrification sales teams to ensure a one-ABB approach to our customers, including reviewing go-to-market strategy, sales process, and resourcing.
• Simplify customer experience in terms of quoting and PO process.
• Achieve sales targets through proactive management of account managers, iRep organizations and channel partners, including market analysis and performance management of iRep organizations. Ensure balanced selling across the ABB portfolio of products and solutions.
• Relentless pursuit of determining where our customers perceive value to assist our Businesses in aligning their value proposition with the Customers buying criteria.
• Ensure balanced selling across division targets. Ensures iReps in the region operate in alignment with the Electrification business processes, standards and core values. Proactively manages the performance and continually assesses the iRep and channel network to ensure ultimate value to the Electrification business.
• Maintains awareness of competitive landscape in the region.
• Effectively represents ABB Electrification at key channel partners & utility customers, maintaining key relationships.
• Sales leadership for National Accounts directly assigned.
• Data analysis and reporting support for the districts utilizing SFDC and other dashboards.

• Bachelor's degree in Engineering or business administration or technical field. Advanced degree desirable.
• Minimum 15 years sales or marketing (or related) experience.
• Sales leadership of a $100 MUSD+ business.
• Demonstrated customer mindset and ability to create win-win solutions for our customers and ABB.
• Exceptional commercial process rigor – including but not limited to forecasting, quota setting, territory allocation, incentive design, and people leadership.
• Exceptional analytical, communication and leadership skills.

ABB's Distribution Solutions Division facilitates the efficient and reliable distribution, protection and control of power by improving electric power quality while strengthening the resilience of the grid. The Division offers segment-specific products and solutions that largely serve utilities, industry and infrastructure segments, often providing the requisite medium voltage link between high-voltage transmission systems and low-voltage users. With ABB Ability enabled connected solutions at its core, the offering includes medium-voltage air- and gas-insulated switch gear (1 to 66 kilovolts), indoor and outdoor circuit breakers, reclosers, fuses, contractors, relays, instrument transformers, sensors, motor control centers, as well as…