Digital Indirect Sales Leader – IMEA Region

At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration – combined with a focus on diversity, inclusion, and equal opportunities – are key drivers in our aim to empower everyone to create sustainable solutions. Write the next chapter of your ABB story.

 

This position reports to

Head of Global Partner Business,PAEN &PI

Your role and responsibilities

In this role, you provide the overall strategy leadership for the Digital offerings for Indirect Sales within Energy Industries in the India, Middle East and Africa region through a challenging matrix management across Local Divisions and headquarters. The work mode of this role: #LI-Hybrid You will be contributing to the Process Automation Energy Industries Division of ABB, across IMEA Region. You will be responsible for: • Developing and maintaining a highly effective indirect sales strategy regionally in order to im-prove B2B market penetration and realize growth aspirations. Responsible for planning and monitoring marketing and sales support strategies to ensure high levels of customer satis-tafction and continuously analyzing portfolio positioning to drive strategic cleanup and right-sizing. • Defining key targets (e.g. volume, pricing, sub segment positioning, mix) and ensures success-ful execution in direct collaboration with the Hub Team. • Coordinating sales and marketing efforts that require channel partner participation. Ensure appropriate local engagement, communication, promotion and training activities are set in mo-tion to best enable sales efforts. • Constantly monitoring competitive positioning and increase visibility through proactive mar-keting communication towards channels to market. For selected segments, also work with end customers creating market pull effect. Lead business development efforts accordingly. • Identifying and evaluating new partners within a proper commercial rationalization framework. Assess the existing portfolio and continuously monitor performance and the value proposition to drive the necessary portfolio cleanups. Define and implement mutual action planning and annual performance assessment and forecasts and focus on cross region partnerships. • Driving the right level of web, digital and inbound marketing and boost e-business as applica-ble. Promote digital solutions via channel partners as adequate for the local division sales strategies.

Qualifications for the role

 

• Degree in Engineering or another relevant course; MBA is a plus; alternative areas of study can be offset by practical experience.
• Multi-discipline background including experience in commercial, sales, technical and channel management in adjacent industries within global and/or complex organization with 10+ years of experience.
• High level of say/do ratio, self-drive, credibility and energy
• Advanced problem solving and project management skills
• Proven ability to design and execute change management strategies from scratch and drive them to success.
• Personal leadership with high accountability, results orientation and ability to work in indirect and virtual teams.
• Team player with outstanding communication and presentation skills.
• Global mind-set and inter-cultural sensitivity.

 

 

What’s in it for you?

• Help customers in driving efficiency and sustainability, making a strong impact
• Get exposed to cutting-edge technology in Process Automation and have a visible impact on the future
• Feel empowered: take ownership and drive exciting results in your scope of action

Benefits

• Life insurance
• Flexible work practices
• Employee Share Acquisition Plan
• Internal networking opportunities
• Career advancement opportunities

More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste.

Tagged as: Engineering