Head of External Sales Operations

1 week ago

Coffeyville, United States ABB Full time
Senior Director of External Sales Management

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 - are essential in 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

The Installation Products division at ABB encompasses 38 prominent brands within the ELIP portfolio. This division is dedicated to fostering reciprocal partnerships with channel partners catering to the Utility, Residential, and Commercial & Industrial markets. The Senior Director of Sales Representative Management will spearhead the growth of the Mechanical & Electrical Distribution sectors by aligning our Sales Representatives with our strategic objectives alongside our Regional and National Account leaders. This role will cultivate a culture of high accountability and strategic relationships, driving mutually beneficial growth for ABB. The focus will be on the development and execution of Sales Representatives' Sales Plans, New Product Sales Execution, Conversion, and project pipelines to achieve sales targets for the US region within the ELIP portfolio in a dynamic market. Key performance indicators for success will include profitable growth and market share expansion. This role will oversee a team of 1-3 members while influencing a substantial $1B portfolio. Additionally, this leader will foster an effective culture centered on personnel development and customer retention, collaborating closely with functional stakeholders to unify our direct sales team and independent Sales Representative network in the US.

• Establish a culture of accountability, clear strategy, and financial discipline, focused on external needs through our Sales Representative network.
• Financial performance metrics: Sales/Orders, Margin, Price, Mix, and eCommerce growth.
• Engage with the Sales Representative environment through engagement and listening sessions to meet revenue targets.
• Manage a balanced sales scorecard, tracking performance to ensure growth of targeted product lines. Responsible for plans and results to achieve the mix/margin/cost objectives of ELIP (T&B).
• Allocate resources effectively to boost revenue, garner customer support, and position for future growth. Ensure market reach to key markets and customers.
• Lead Quarterly Business Reviews with defined accounts and growth KPIs for each of our Sales Representatives.
• Develop executive relationships with key stakeholders in the Sales Representative network.
• Enhance sales resources, support, and commercial effectiveness for our Sales Representatives. This position will manage revenue of approximately $1.2B and will supervise 2-3 direct reports.

Qualifications
  • Bachelor's degree in Engineering, Marketing, Business Administration, or a related technical field; advanced degree preferred.
  • A minimum of 10 years of relevant experience.
  • Sales experience managing a business with revenues exceeding $100M.
  • Exceptional analytical, communication, and leadership abilities.
  • Experience in External Sales Representative Management.
  • Candidates must possess work authorization that allows them to work for ABB in the US.
About ABB

The ABB Installation Products Division (formerly Thomas & Betts) specializes in managing the connection, protection, and distribution of electrical power from source to socket. Our 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 construction. The Premier Industrial product segment encompasses various product lines, including cable ties, protection products, conduit systems, and cable protection solutions for industrial applications. The Division also manufactures medium-voltage solutions for the utility market under renowned brands. We value diverse backgrounds and encourage applications from all qualified individuals. Explore the impact of our solutions worldwide.

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