Segment Manager

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Please do not contact the recruiter directly.

This position reports to

Segments & Account Mgmt and Sales

Your role and responsibilities

To achieve our growth ambition, we are strengthening our One Motion - One Face approach with our customer interactions. This end-to-end simplified customer-centric model, from transactional to value-add selling is ABB’s marketplace differentiator.

The National Water & Wastewater Segment manager will develop and maintain a highly effective sales strategy for the Motion Divisions Water & Wastewater market, to improve ABB's market penetration and realize its growth aspirations.

Reporting to the National Sales Director, the Water & Wastewater Segment manager targets, coordinates and executes project and packaging sales strategies for the Water & Wastewater Segment to meet and exceed sales targets by creating added value for the customer and ABB, with a clear focus on increasing market share, profitability, and customer satisfaction.Your responsibilities :

• Define the industry strategy for the Motion Divisions - Products & Services (Drives -VFD’s & Motors). Position the business approach for the highest growth potential in the Water & Wastewater market, based on a holistic understanding of the market and the players.
• Lead the implementation of customer account planning - covering the sales and product strategy and the segment specific value proposition - and support the ABB Sales Units in reaching the sales targets.
• Define pursuits requiring capture teams & implement pursuit / lead teams. Participate in pursuits, drive specifications- and influence activities and the winning strategy.

Support the global account sales team where needed.

Act as the Global Account responsible for Motion division (Drives and Motors) towards targeted accounts (EPCs, Project OEMs & strategically selected End-Users), lead FA updates, develop supply agreements with key End-Users and support the sales units in pursuits with those accounts.

Develop, maintain and expand long-term relationships with those accounts at various hierarchy levels.

Develop, in close co-operation with Management the industry related value proposition and marketing material, as well as Sales training material.

Define market communication concepts and ensure their execution via the market communication team.

• Take personal ownership of key growth accounts and target growing the Water & Wastewater market (budget) year over year for the division.
• Develop a strong industry sales community within the sales units in our core markets (in close co-op with other divisional disciplines), with the required application know-how and sales skills to best serve the local customers.

Drive and ensure active know-how sharing and cross-collaboration.

• Identify key customer needs and closely work with Product Management to support the development of segment specific product offerings, solutions, and packages.
• Develop and support synergies with other ABB business lines and develop joint pursuits to leverage existing ABB Customer relationships.
• Maintain a project pipeline through Salesforce.com CRM tool. Keep an accurate opportunity funnel to assist sales forecasting.

Qualifications for the role

• Bachelor’s degree (engineering or technical degree preferred) and 8 years of relevant sales / business experience or 10 years of relevant sales / business experience is required.
• Industry knowledge and experience in the Water and Wastewater markets essential.
• Proven commercial experience in leading business development, account management and cross-selling strategies required.
• Technical knowledge in Drives (VFD’s) and / or Motors and related equipment / systems is preferred and knowledge & experience in Motor Control Center’s (MCC), relating to the Water and Wastewater markets, is desirable.
• A collaborative, solutions-focused approach, with strong communication and customer / partner relation-ship-building skills, is essential.
• Ability to travel 50% of the time across Canada.

More about us

ABB Drive Products is a technology leader serving industries, infrastructure and machine builders with world-class drives and softstarters.

With our products, global scale and local presence, we help our customers to improve energy efficiency, productivity and safety.

Our people and culture are the foundation of our success. We all together make the difference for our customers every day.

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 appli-cants to self-identify in the application process.

ABB's Military Reservist Policy offers Canada's Reserve Force members the flexibility to undergo military training and activities while maintaining job security, seniority, pay, benefits, and privileges as ABB employees, including up to 15 paid working days per year for training, as well as extended leave for operations both in Canada and abroad, ensuring seamless career integration with our nation's defense forces.#LI-Hybrid