Business Development Manager at ABB

Your role and responsibilities

• In this role, you will have the opportunity to lead marketing and sales activities related to products, systems, and services within the defined industry segments, for the assigned area. Each day, you will ensure that the division and related sales units substantially improve their sales, margins, market share, and customer satisfaction in the selected market segments. You will also showcase your expertise by developing and implementing a market-based strategy including direct, third party, and project sales and enhancing cross-division and cross-region business-led collaborations for the specific market segment.
• The work model for the role is: Hybrid
• This role is contributing to the Process Industries Business in Longmeadow.

You will be mainly accountable for:

• Prioritizes creating value for both the customer and ABB.
• Ensures efficient marketing activities and value proposition topics are regularly mobilized to customers.
• Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product, systems and services offering to align and influence the customer to purchase from ABB.
• Applies effective strategies to influence various role players across the value chain of the project cycle including EPC/EPCM, Consultants, Contractors, Experts, End Users, Executives, Engineering and Operational teams.
• Builds and communicates the stakeholder map for strategic customer engagement.
• Ensures a positive customer experience throughout the sales process.
• Identifies and drives new market opportunities into a tangible and sustainable Sales Pipeline that can be further developed by the local Sales Specialists.
• Prepares and reviews sales plans using company-approved tools and systems.
• Coordinates and leads each Project Opportunity capture team strategy for sales and market penetration.
• Optimizes collaboration during internal communications to align team efforts and Sales strategies including efficient tendering coordination.
• Drives tender negotiations, supports contract management, and develops winning strategies.
• Recommends market pricing and finalizes tender prices for deals.
• Facilitates and leads Risk Review processes to ensure compliance with ABB’s standards and processes.
• Ensures early engagement of support functions like Project Management, Engineering, Tax, Legal, HR, HuRi and HSE of all organizations involved in the project.
• Actively Supports Negotiation of the final Deal through to complete Handover to the Operations team.

Qualifications for the role

• Degree in automation or electrical engineering
• 5 -10 years of experience in Business Development, Sales, Tendering, Project Management, Commissioning, Site Management or Project Engineering within the industrial segments of Mining and Minerals Processing.
• Business Development strengths related to Sales Skills, Business Development (hunting) skills, Project Portfolio Management, Business Strategy, Market Intelligence, Go-to-market Strategy, Regulation & Legal Compliance, Solution/Application Sales Engineering, Contract & Risk Management, Project Management & Engineering best practices.
• Project and Site experience within the industrial segments of Mining and Minerals Processing.
• Functional knowledge of key differentiators of Electrical Systems such as Medium Voltage, Low Voltage, Motor Control including VSDs, Networks, Installation of Site Equipment such as Cabling, Racking etc.