Vice President of Regional Sales
2 weeks ago
At ABB, we are committed to tackling global challenges. Our core values: care, courage, curiosity, and collaboration - along with a strong emphasis on diversity, inclusion, and equal opportunities - drive our mission to empower individuals to develop sustainable solutions. Write the next chapter of your ABB journey.
Reporting Structure
This position reports to the Sales Manager.
Key Responsibilities
We are looking for a dynamic leader to organize and oversee ELIP's field sales districts and areas. This role entails strategizing and implementing sales initiatives to achieve optimal profitable volume while controlling selling costs. ELIP specializes in producing electrical construction materials for commercial projects, including products tailored for service applications and environments prone to moisture and corrosion.
• **Lead Sales Team**: Guide District Managers, Area Managers, and Sales Account Executives (SAEs) to ensure effective and profitable sales activities based on market potential.
• **Analyze and Recommend**: Evaluate areas of responsibility to suggest modifications in sales force staffing, assignments, and activities to maximize profitable volume while minimizing costs.
• **Develop Field Sales Strategy**: Collaborate with the Vice President of Sales to create an annual Field Sales Strategy aligned with ELIP's overall objectives to meet sales targets.
• **Manage Growth and Market Share**: Balance revenue growth with effective pricing strategies to enhance market share.
• **Customer and Partner Engagement**: Oversee a diverse portfolio of clients, channel partners, and sales teams to strengthen market presence.
• **Navigate Market Complexity**: Manage increasing complexity in product offerings, market segments, and customer demographics.
• **Talent Development**: Attract, nurture, retain, and deploy top talent within the sales organization.
• **Solution-Oriented Selling**: Emphasize differentiating, bundling, and selling solutions tailored to client needs and challenges.
• **Team Leadership**: Build and lead a diverse and high-performing sales team, fostering a culture of excellence.
• **Contribute to Product Innovation**: Encourage field sales feedback into new product development and enhancements to existing offerings.
• **Sales Planning and Forecasting**: Formulate sales plans, forecasts, and objectives for the targeted customer base, providing relevant market insights to the Vice President and Product Marketing Managers. This role is responsible for approximately $175M in sales revenue and will oversee 5+ direct reports across a 12-state region.
Qualifications
- While location flexibility exists, candidates should ideally be situated in the southeastern US near a major airport.
- Bachelor's degree in Business, Marketing, or Technical Sales from an accredited institution or an equivalent combination of education and experience is required.
- A minimum of 5 years of experience in Industrial Product Sales is required.
- At least 3 years of experience in Sales Team Management is required.
- 7+ years of experience in area sales management, territory management, sales engineering, or channel management is preferred.
- Over 5 years of experience managing direct or agent teams and senior-level sales professionals, with a track record of designing and executing strategies through others.
- Experience in selling to electrical or heavy industrial markets.
- Experience in roles such as product management/marketing, custom manufacturing solutions, supply chain, operations, engineering, or program management.
- Proven track record of managing and delivering results according to a sales plan.
- Experience in strategic and profit planning.
- Electrical Industry Sales Experience.
- Experience managing in start-up or turnaround scenarios.
- Experience handling channel conflicts.
- Experience managing agents.
- Candidates must possess work authorization that allows them to work for ABB in the US.
ABB Installation Products Division (formerly Thomas & Betts) focuses on managing the connection, protection, and distribution of electrical power from source to socket. The Division's products are engineered for ease of installation and performance in demanding conditions, ensuring safety and continuous operation for utilities, businesses, and individuals globally. The Commercial Essentials product segment includes electrical junction boxes, commercial fittings, and metal framing systems for commercial and residential construction. The Premier Industrial product segment encompasses various product lines, including cable ties, protection products, conduit systems, and cable protection systems for harsh applications. The Division also manufactures solutions for medium-voltage applications used in the utility market under renowned brands. We value diverse backgrounds and experiences. We look forward to receiving your application.
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