For our Marketing, Sales and Product Management team, understanding the full potential of our technology and the trends in our markets is highly rewarding.
In addition, helping customers all over the world improve efficiency, save resources and reduce emissions gives our work a powerful sense of purpose.
The role reports to the Global Channel Manager and located in Charlotte, North Carolina.
As a Market Development Manager, you will be responsible to actively maintain and develop our relations with main stakeholders including OEMs, EPCs, consultants and end-users.
The role is intended to increase ABB presence with main players and bring ABBs knowledge and value proposition closer to relevant parties.
Goal is to provide pro-active sales activities and support LSU to close more deals.
The position requires excellent communications skills, and sales leadership and management abilities.
Your responsibilities Strategy support and planning Contributes to local Business Unit/Product Group strategy definition and execution through the analysis and identification of new markets, segments and/or product solutions.
Analyzes customer needs for the portfolio, securing customer advantages and benefits as well as white spot analysis and connected strategies to penetrate the market.
Develops and implements business strategies for newly defined areas in alignment with the Business Unit/Product Group strategy.
Market analysis Provides market intelligence analyses in support of identification and development of new markets, segments or solutions.
Participates in internal work groups in order to share know-how, processes and market information.
Sales and marketing Identify leads or contributes to identification and acquisition opportunities to expand into the newly defined area.
Collaborates with all related internal contacts to ensure alignment, efficiency and effectiveness in the implementation of the commercial strategy.
Product marketing Coordinates product marketing launch development plans and ensures efficient and effective execution together with the Area and Regional Manager.
Partnerships Identifies partnership opportunities and participates in the definition of partnerships agreements together with local Business Unit.
Customer relations Participates in planning and implementation of customer events and trade shows.
Performance targets Ensures budget (volumes) and profitable growth targets are achieved in the respective countries and for all assigned Product Groups.
Ensures achievement of targets on orders, net price variance (NPV), Net Promoter Score (NPS), etc.
OEMS
– Support LSU to capture projects by taking an active part supporting with bids and negotiations.
In addition, develop sales guidelines for main accounts as well as pre-agreed T&Cs, improving tendering effectiveness and quality.
You will also provide training to OEMs where necessary, highlighting ABBs pros and value add.
EPCs/Consultants
– Develop relations with main EPCs and consultants.
Provide synchronous training where necessary and highlighting ABBs value proposition for identified projects.
End-users
– Engage with all major end-users promoting our synchronous portfolio.
Make sure we are on all AVLs and guide us in a direction where we have approved C&Ds to all end-user specifications.
You will also need to identify upcoming projects at an early stage, while we can still propose solutions matching our portfolio.
Finally, there is a need addressing and identifying replacement business where applicable.
ABB
– Become the link between the production units of Vasteras/Helsinki and the LSUs in US/CAN, promoting ABBs synchronous offering for motors and generators.
You will also need to interface with MOSD, making sure we act in a coordinated way maximizing ABBs chances winning new contracts.
Your background Basic Qualifications: Bachelors degree, preferably in engineering/electrical engineering and minimum 8 years of relevant experience within the industrial business environment including sales & marketing experience.
Candidates must already have a work authorization that would permit them to work for ABB in the US.
Preferred Qualifications: Long documented experience of synchronous machines.
Understanding of customer needs, experience in customer interface.
Proven success with leadership and management.
Wide product and market knowledge.
Fluent English, good communication skills.
Social, networking and stress-tolerant, cultural sensitivity, flexibility e.g.
traveling.
Ability to manage multiple projects to strict deadlines.
Ability to influence at all levels.
Excellent negotiation and conflict management skills.