Head of External Sales Representatives

2 weeks ago

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

At ABB, we are committed to tackling global challenges. Our fundamental values: care, courage, curiosity, and collaboration - alongside a strong emphasis on diversity, inclusion, and equal opportunities - drive our mission to empower individuals to develop sustainable solutions. Embark on 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. Our focus is on building reciprocal partnerships with channel partners catering to the Utility, Residential, and C&I markets. The Senior Director of Sales Agent Management will lead and expand 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. Key responsibilities include:
  • Establishing a culture of accountability, clear strategy, and financial discipline, with a focus on external needs through our Sales Representative network.
  • Monitoring financial performance metrics: Sales/Orders, Margin, Price, Mix, and e-commerce growth.
  • Collaborating with the Sales Representative environment, conducting engagement & listening sessions to achieve revenue targets.
  • Managing a balanced sales scorecard and tracking performance to ensure growth of targeted product lines.
  • Allocating resources effectively to boost revenue, garner customer support, and position for future growth.
  • Leading Quarterly Business Reviews with clear accounts and growth KPIs for each Sales Representative.
  • Building executive relationships with key stakeholders among Sales Representatives.
  • Developing sales resources, support, and commercial effectiveness for our Sales Representatives.
This position will oversee revenue of approximately $1.2 billion and manage 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.
  • Proven sales experience managing a business with revenues exceeding $100 million.
  • Exceptional analytical, communication, and leadership capabilities.
  • Experience in managing External Sales Representatives.
  • Candidates must possess valid work authorization to be employed by 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 features various product lines, including cable ties, protection products, conduit systems, and cable protection solutions for industrial applications. We value diversity and encourage individuals from all backgrounds to apply for their next career step within ABB.

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