C&I Area Sales Manager

ABB LTD Cary , NC 27518

Posted 7 months ago

ABB is seeking a C&I Area Sales Manager for its North Carolina, South Carolina, and Virginia district. This role is responsible to manage a territory, lead a team of C&I focused sales people which meets its volume growth (balanced selling), price/quality/margin, cost and customer satisfaction objectives, through excellent external and internal customer relations and an increasing market share in the geographical area of responsibility. Provide consistent disciplined, local execution of the regional C&I strategy and programs meeting local coverage targets across ABB's BUs and customer needs. The area sales manager is engaged in customer facing implementation of aggressive measures to achieve sales to C&I customers, systems and services in the assigned geography. He/she also ensures individual BU sales targets are met or exceeded and that net margin maximizes profits within the geography. The individual participates in C&I planning and ensures that strategies are aligned with the district and regional C&I objectives, in conjunction with talent management and recruitment.

Professionals ( > 2 years of work experience)


Typical duties/responsibilities may include, but are not limited to, the following:

  • Assess Performance with annual performance reviews for all C&I sales people.

  • Creates development plan for all employees in geography including technical and professional training.

  • Manages balanced sales scorecard. Track performances for various BU and achieve the expectations of the geography. Focused share growth by BU and C&I segment.

  • Coach sales resources to make winning decisions, plan better, and effectively allocate resources based on customer needs and potential for growth.

  • Monthly Review of local performance of all C&I Direct/Distributor served customers and Rep companies.

  • Quarterly plan review with Top 10 C&I customers.

  • Escalation point on C&I commercial decisions.

  • ASM will be responsible for top local accounts relationship & results.

  • Implementation of the regional C&I strategy within the geography.

  • Collaboration with RVP and DSM to measure conversions and pipeline in SFDC, working in tandem in Channel organization.

  • Measure/monitor electrical distributor and customer conversions, pipeline progression and product mix within C&I segment.


Basic Qualifications:

  • Bachelor's Degree in Engineering, Marketing or Business Administration or technical field and a minimum of 8 years related experience. OR

  • Master's Degree in Engineering, or Marketing, or Business Administration or technical field and a minimum of 6 years of related experience.

Alternatively, this position may be filled at a more senior level for the successful candidate meeting these basic qualifications:

  • Bachelor's Degree in Engineering, Marketing or Business Administration or technical field and a minimum of 12 years of related experience. OR

  • Master's Degree in Engineering, or Marketing, or Business Administration or technical field with a minimum of 10 years of related experience.

Preferred Qualifications:

  • Sales experience of a $5M + business.

  • Exceptional analytical, communication and leadership skills.

  • Senior Account Management experience.

  • Understanding and experience with full portfolio of products and services (including power distribution one-line and installation products).

Additional information

Equal Employment Opportunity and Affirmative Action at ABB

ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.

All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites:


http://www1.eeoc.gov/employers/poster.cfm. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.

Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to US-AskHR@abb.com. Resumes and applications will not be accepted in this manner.


Cary, North Carolina, USA

Contract type: Regular/Permanent Business unit: EP Marketing and Sales

Date posted: 2019-04-05 Job function: Sales Publication ID: US67316754_E3

ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in power grids, electrification products, industrial automation and robotics and motion, serving customers in utilities, industry and transport & infrastructure globally. Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions: bringing electricity from any power plant to any plug and automating industries from natural resources to finished products. As title partner in ABB Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 147,000 employees. www.abb.com

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C&I Area Sales Manager