Align C&C sales reps to specific sales targets and company strategies
Monitor the performance of sales team using sales revenue targets and other business KPI’s.
Review channel revenue performance (Signature Service) monthly to ensure consistent commitment targets are met.
Meet or exceed sales and margin targets for territory
Develop, deploy and execute commercial sales plan formed jointly with Regional Manager and relative VP’s.
Guide the local C&C outside reps, including :
oAssist employees to develop skills using the PDA process
oDeployment of Digital sales tools (as needed)
oApproval of special quotes (projects)
oQuarterly Reviews with channel partners
oMonitor, review and approve expenses while staying within the area expense budget
Identify business opportunities, log these opportunities in ABB SFdC CRM, and maintain the opportunity pipeline for each customer in its portfolio.
Formulate Unique Value Proposal which will enable the proper Spec & Win Vs Quote & Hope.
Collaborate with others in the C&C regional group as well as other divisions within ABB.
Set the agenda for weekly cadence meetings as stage 1 in the cadence meeting process to ensure the accuracy of opportunities are reported and logged in SFdC.
Report directly to the regional sales manager on performance, issues, and opportunities.
Adhere to the ABB Value Pairs in all internal and external business environments.
Experience with ABB system & progams is an asset
Relative industry experience (Manufacturing, Distribution, Agency sales, Contracting) 3 years minimum
Management or leadership experience
Experience in B2B organizations
Bachelor Degree of Diploma in Administration is an asset.