OEM Sales Director-Machinery

ABB•New Berlin, WI

8d•Remote

About The Position

At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world. This position reports to: VP, OEM Business. In this role you will be responsible for leading the efforts in the development and management of OEM accounts. This is a Sales Team Leadership role, that also has individual sales development and prospecting activities. This involves such aspects as commercial agreements, proposal development, global pricing development, risk assessment and sales strategies (identify, prioritize, and develop strategies). Provide oversight for OEM BDMs responsible for the account business development plans, proposal development and sales forecasting to support your forecast, supporting S&OP process. The individual is responsible for leading the OEM sales team in developing and growing ABB’s relationship and market share through attracting new customer prospecting and by increasing share with existing customers. This role can be remote in the United States and supports the Motion Drive Products Division in New Berlin, WI.

Requirements

Bachelor's or Associate's degree in Engineering, Business, Marketing or related industry.
10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
Previous Sales Team Management Experience required.
Sound knowledge of OEMs their revenue models and G2M strategies
Strong skills in Excel, PowerPoint, and Microsoft office platform and SFDC.
Proven track record in exceeding sales targets in competitive markets.
Exceptional negotiation and influencing skills, with a demonstrated ability to close high-value deals.
Strategic thinker with strong analytical and problem-solving abilities.
Fluent English both spoken and written, good communication skills.
This role involves 50-75% domestic travel and some international travel.
A Valid US Driver’s License and US Passport is required.
Candidates must already have work authorization that would permit them to work for ABB in the US.

Responsibilities

Set the strategic growth plan for machinery OEM market with short-mid-long term milestones, and lead the growth plan execution with the team.
To lead and develop solution sales activities and demand of for Low Voltage Drives at key OEM accounts across all segments.
Identify, Develop potential OEM accounts target account list and prioritize prospects based on potential revenue and strategic fit.
Develop, prioritize and execute a 1-3 years business development strategy to engage with targeted OEM accounts.
Lead cadence with BDMs weekly to drive OEM pursuits and progress in the funnel and develop BDM domain expertise in the respective applications.
Work with Global teams/ LSUs to coordinate activity with target OEMs.
Lead and manage application engineer team assigned to respective application of focus, and collaborate with other ABB Divisions and the Industry Team to develop sales opportunities.
Manage sales activities with emphasis on strategic profitable growth and predictable forecasting.
Develop the OEM sales and marketing plans in line with the LBU and global strategic plans.
Lead activities on OEM sales team for maintaining and expanding customer relationships, ensuring customer loyalty through excellent customer service as well as meeting all client needs appropriate to their business.
Meet or exceed assigned sales budget in targeted OEM business segment.
Maintain regular account summary reports for key OEM accounts and drive sales activates and account plans through SFDC.
Support Product Management & Marketing teams with specific value propositions from each of the application sales teams.
Develop sales focus and acumen to accelerate Automation Solutions opportunities in funnel pipeline.

Benefits

Health, Life & Disability
Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
Choice between two dental plan options: Core and Core Plus
Vision benefit
Company paid life insurance (2X base pay)
Company paid AD&D (1X base pay)
Voluntary life and AD&D – 100% employee paid up to maximums
Short Term Disability – up to 26 weeks – Company paid
Long Term Disability – 60% of pay – Company paid. Ability to “buy-up” to 66 2/3% of pay.
Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance
Paid Parental Leave
Employee Assistance Program
Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
Employee discount program
401k Savings Plan with Company Contributions
Employee Stock Acquisition Plan (ESAP)
11 paid holidays.
Vacation under a permissive time away policy.