Global Segment Leader, Hydrogen
vor 2 Monaten
Segment Manager
Your role and responsibilitiesReporting to the Electrification Distribution Solutions Global Industry & Infrastructure Segment Leader but with significant alignment to other relevant Divisions & Business Lines, you will be tasked with driving the profitable growth of ABB’s Hydrogen & Pharmaceuticals-related business through assisting all divisions in developing opportunities. You will create and lead sales strategies – products, systems, and services - into all relevant stakeholders and accounts in the segment including end users, specifiers, EPC’s, OEM’s (including PBs and industrial OEMs) and channel partners. In addition, the role will help define the appropriate product portfolio (based on ABB and relevant 3rd party) for all subsegments within the Hydrogen & Pharmaceuticals market. Collaborate with relevant Divisions and countries M&S organizations to ensure that volumes forecast, pipeline of projects and key accounts strategy are properly shared. Work closely with relevant Divisions & Business Lines to ensure our portfolio and production capacity are sufficiently meeting customer demands, both now and into the future. It will also be vital to engage with ELSE (Services) to ensure our services delivery exceeds customer expectations.
Your responsibilities include:
- Understand the key drivers and risks for the Hydrogen & Pharmaceutical customers’ business and interprets the impact and opportunity for ABB; leads the development and implementation of the account plan and Share-of-Wallet growth plans.
- Collaborates effectively within ABB to maximise cross-divisional success and drive a positive experience for the customer, maximise the use of ABB business tools (Salesforce) to facilitate smooth and timely flow of information related to key accounts and opportunities.
- Facilitate regular pipeline meetings related to key hydrogen & pharmaceutical accounts with all ABB stakeholders included and systematic identification and development of key accounts in alignment with relevant countries/regions and Divisions.
- Defines and proposes targets for the key accounts & sales teams and ensures their achievement with a structured follow up across Divisions & Regions.
- Sells ABB Electrification products/solutions and services – with a focus on maximizing volumes and exceeding profitability targets.
- Directly manage selected key global accounts and maximize EL share in their global business, lead business collaboration with all divisions of Process Automation articulating rules of engagement, develop key accounts, joint marketing activities, and strategic projects.
- Must be adept at managing customers and ABB people at all levels of seniority – you will lead both customers and internal teams on key initiatives.
- Engage with additional key stakeholders such as global division presidents and global division sales managers.
- Monitors competitor activities with the accounts and ensures that ABB operates proactively and reactively to our competition.
- Extensive commercial experience in high performing sales teams with direct involvement in systems/solutions business and knowledge of the ABB Electrification portfolio.
- Demonstrated knowledge and experience in the design and execution of commercial plans and strategies within the hydrogen & pharmaceutical market segments.
- Proven track record in designing and deploying marketing strategies and/or leading and closing large sales deals.
- Experience of skillfully coordinating the approach of opportunity capture teams not directly under your leadership, to make sure our approach is aligned to the plan.
- Entrepreneurial attitude, excellent communication skills and senior executive presence. Self-driven with networking, collaboration, and intercultural skills.
- Qualification in Engineering and/or Business Administration, English proficiency is a must have.
- Existing network of contacts within the Hydrogen & Pharmaceutical industry is an advantage.
We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory
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