Indirect Sales Director, Digital

vor 1 Woche

Zurich, Schweiz ABB Vollzeit

**Indirect Sales Director, Digital**:
**Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.**:
In this role you will be responsible to provide the overall strategy leadership for the Digital offerings for Indirect Sales within Process Industries through a challenging matrix management across Regions and HQ. The role reports directly to the Global Division Digital Lead.

**Your responsibilities**:

- Strategy: Develop and maintain a highly effective indirect sales strategy globally and regionally in order to improve ABB market penetration and realize growth aspirations, in co-ordination with Digital Business Line. Responsible for planning and monitoring marketing and sales sup-port strategies to ensure high levels of customer satisfaction and continuously analyzing port-folio positioning to drive strategic cleanup and right-sizing.
- Targets: Define key targets (e.g. volume, pricing, sub segment positioning, mix) and ensures successful execution in direct collaboration with the Region Indirect Sales Director. Ensure detailed business plans with regular follow-up are in place. Focus on driving the most profitable mix of sales for the local businesses.
- Marketing: Coordinate sales and marketing efforts that require channel partner participation. Ensure appropriate local engagement, communication, promotion and training activities are set in motion to best enable sales efforts.
- Business intelligence: Constantly monitor competitive positioning and increase visibility through proactive marketing communication towards channels to market. For selected segments, also work with end customers creating market pull effect. Lead business development efforts accordingly.
- Partners: Identify and evaluate 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. Focus on cross region partnerships.
- Channel management: Lead sales and account management, customer service and tender management where applicable. Drive partner enablement through proper support and training pro-grams as well as defining the right level of back office support that local partners would need.
- Customer relations: support driving strategic partnerships through developing personal relation-ships with key partners, customers and other decision makers.
- Digital: Drive the right level of web, digital and inbound marketing and boost e-business as applicable. Promote digital solutions via channel partners as adequate for the local division sales strategies.
- Collaboration: Benchmark other ABB business best practices to drive harmony and deliver the fastest-to-implement and most effective sales processes and structures. Drive connectivity with the rest of the organization on implementation and adoption of common initiatives and practices. Drive product readiness for the Digital portfolio through stakeholder engagement and Digital Business Line Technology team.
- Risk: Ensure use of standard tools and processes and reporting to relevant internal partner teams. Responsible for identifying and managing risks relating to contract management, competitive positioning and prices across customers/channels.
- People leadership and development: Find ways to drive all strategic initiates and manage the multiple stakeholders of this kind of role despite not having direct reports. Matrix management will be a key skill required. Drive and ensure know-how sharing and cross-collaboration. Aid in managing change management, new process rollouts and associated training.

**Your background**:

- Degree in Engineering (or equivalent area of study or experience); 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.
- Deep Experience in the industrial software environment; Division-specific industry exposure (industrial automation/advanced software/ ) preferred experience and background in either one or more of the domains of Mining, Cement, Pulp & Paper, Metals, Food & Beverage
- Strong knowledge of industrial software such as operational excellence, process performance, simulation, asset performance management, sustainability and cyber security solution areas
- High say/do ratio, self-drive, credibility and ener

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