Building Automation Sales Manager

ABB•Milton, ON

2d•Hybrid

About The Position

This role is responsible for the sales of BMS and Building Automation solutions of ABB in Canada, in line with the division strategy. The position aims to achieve both qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction. The role also involves identifying and developing new sales opportunities. This position contributes to the Smart Buildings - Building Automation in the Central and Western regions of Canada. The primary focus is to drive profitable growth for ABB’s Building Automation and IoT-enabled solutions across West & Central Canada by expanding the customer base and strengthening partner coverage with end users, consultants, contractors, and system integrators. The role requires owning the territory sales plan, pipeline, and forecast.

Requirements

Minimum 5 years of experience in building automation/BMS.
Demonstrated sales experience, working with system integrators across multiple project types and customer segments.
Strong technical understanding of building automation systems, including HVAC technologies and integrated building solutions.
Ability to collaborate effectively with technical and non-technical stakeholders to support complex project requirements.

Responsibilities

Achieve qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction.
Identify and develop new sales opportunities.
Grow revenue and share through new customer acquisition and expansion of existing accounts across commercial and institutional buildings.
Sell and position IoT-enabled building solutions, including HVAC controls, BMS, room automation, and lighting controls, aligned to customer outcomes (comfort, efficiency, uptime, sustainability).
Build relationships and influence specifications with end users/owners, consulting engineers, MEP firms, contractors, and system integrators.
Develop and execute territory and key account plans, including target lists and pursuit strategies for strategic projects.
Grow and optimize partner coverage by developing existing partners and appointing new partners where needed (system integrators, electrical contractors, controls contractors).
Lead the full sales cycle: qualification, solution positioning, proposals/quotations, negotiation, and closing.
Maintain strong pipeline hygiene and forecast accuracy using ABB CRM (e.g., Salesforce); run a disciplined weekly/monthly sales cadence.
Coordinate with internal teams (marketing, product management, engineering, operations, technical support) to win projects and ensure strong delivery and customer satisfaction.
Track market and competitor activity and provide input to pricing, positioning, and go-to-market actions.