Area Sales Manager - West Region - Building Automation

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Area Sales Manager

As an Area Sales Manager, you will plan and ensure execution of the U.S. HVAC Building Automation sales strategy for assigned area, to achieve both qualitative and quantitative targets for products, systems and solutions in a profitable way. Responsible for growing the business through developing existing channel partners and onboarding new customers, while creating a preference for ABB HVAC Building Automation in the marketplace.

While this is a remote position, preference is for candidates to be located in the Southwest United States.

This role is contributing to the Building Automation Business Line, within Smart Buildings Electrification.

• Sales strategy Creates, plans and implements sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy. Achieves sales targets in respect of both budgets and sales efficiency.
• Sales Targets Achieves assigned targets for the territory along with supporting the overall business through efforts across sales territories in the areas of specification and end user development.
• Customer acquisition Identifies opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources.
• Information sharing Coordinates the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitors and provides reports to the Marketing and Sales organization on market intelligence.
• Customer relations Supports the development of strong relationships with key customers. Builds and maintains strong relationships with key decision makers. Ensures efficient marketing communications.
• Volume, profit and cost Ensures achievement of sales volume and product mix targets by supporting the market price and margin for sales. Participates on negotiations of key contracts. Manages ongoing costs.
• Risk Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks relating to contract agreements across customers/channels.
• Sales process Takes ownership of the sales processes, and all relevant training and development plans, actions and programs.

• B.A. or B.S. degree in Mechanical or Electrical Engineering is preferred
• 5 or more years preferred in sales management, business development or product management experience in the building technology, building automation or IoT industries
• Strong technical aptitude
• Experience in the Internet of Things (IoT) and HVACR Markets
• Be supportive of digital transformation and new forms of revenue streams
• Experience with national account and enterprise customers
• Ability to Travel 50 - 70% in the territory as needed.
• Advanced Skills with MS Office software products
• Familiarity with
• Candidates must already have work authorization that would permit them to work for ABB in the US

ABB Smart Buildings enables optimization of energy efficiency, safety, security and comfort for any building type, through new installations or retrofit solutions. The Division offers integrated digital technologies to control HVAC, lighting, shutters, and security, in addition to energy distribution solutions including DIN rail products, enclosures, and emergency lighting through to industrial plugs and sockets and conventional wiring accessories, accommodating for single family homes, multiple dwellings, commercial buildings, infrastructure and industrial applications.

The Division's highly innovative technologies and digital solutions serve rising global demand among real estate developers, owners, and investors for smart building technologies that optimize energy distribution and building automation. The scalable solutions aim to deliver…