Global Segment and Product Manager - Cellier, Chemicals & Refining

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Global Segment and Product Manager - Cellier, Chemicals & Refining

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.

General information Working within Process Automation, you will be leading and developing Blending market strategy for chemicals and refining segment to generate revenues for ABB systems and products, meeting short-term and long-term business line growth targets.

You will be driving collaboration and support of ABB Hubs, Global Account Managers, and Strategic Account Managers in targeting and developing pursuits into profitable projects and ensuring the positioning of ABB as a strategic partner in the MAC (main automation contractor) / MEC (main electrical contractor) solution space and full ABB portfolio in the identified Blending market segment.

Your responsibilities

• Strategic and Market Analysis: Develop and facilitate deployment of the 3 to 5-year strategic marketing, sales, business development and product portfolio/solutions plan, in alignment with Business Line and Product Group strategy. Lead and serve as Blending Market segment subject matter expert in market intelligence, trends, competition, positioning and channel partners and go-to market strategy. Identify gaps in portfolio and work with technology, channel partners and other ABB organizations/businesses, to fill gaps with competitive offerings/solutions.
• Marketing: Ensure ABB’s value proposition for the Blending Market segment is developed and well communicated (internally and externally). Support local sales organizations to ensure they are positively perceived in the target segment. Actively participate to reinforce ABB’s visibility by strengthening external market segment communication in coordination with Marketing Communication team and by participating in dedicated customer events and segment trade fairs and representing ABB in thought leadership opportunities related to the Blending segment. Provide feedback to the business line / product groups on Blending market developments.
• Execution and Targets: Define key targets (eg. volume, prices, portfolio mix) and ensure these are achieved for the segment. Ensure business plans are in place and executed by Hub and Product Group resources with Product Group having full view of project/pursuit-related issues or challenges. Organize needed support for at Hub and Product Group level for project/pursuit teams to overcome and manage issues/challenges.
• Account Management and Customer Relations: Engage and build network with the OGC major accounts to map market requirements and opportunities for the Blending market segment coordinating with Business Line, Hub sales teams, and other relevant teams -global account managers/strategic account mangers/other equipment manufactures/engineering firms and licensors. Build and maintain strong customer relationships impacting all key stakeholder levels.
• Sales Support: Manage, track, and report an up-to date assessment/view of all major projects/pursuits in the Blending market segment. Support project/pursuit teams in their efforts to win and execute projects in segments with customer relationship support, segment intelligence/knowledge, channel partner linkages, solutions/portfolio guidance, operations support. Support Capture Team Leads on select, complex projects/initiatives.
• People Leadership and Development: Guides, motivates, and develops people competencies and behaviour of connected internal and external teams in accordance with ABB Value Pairs.
  
  

Your background

• Minimum of 15 years international sales management and cross Hub sales
• Excellent relationship building and long-term planning at the executive and operational leadership level. With the demonstrated ability to close enterprise deals.
• Strong relationship and results focus to lead internal matrix stakeholders toward a combined set of solutions best suited to meet client expectations.
• Chemicals and refining industry knowledge that translates solutions into value-based selling
• Solid technical background that will allow ABB to develop and deliver a set of netted solutions specifically designed to meet client needs
• Global thinker – international business development thru corporate level sales
• Assembling and motivating matrix organizations
• Strong understanding of Hub and large corporate structure
• Success in building long term strategic relationships across the chemical industry
• Prior responsibility for more than $30M in annual sales preferred $80M
• Business planning
• End to end product sales and marketing strategist
• Demonstrated understanding of the Discovery/Diagnostic demand generation process
• Pipeline development that turns into financial based solutions selling
  
  

More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste.

We look forward to receiving your application (preferably in English). If you want to discover more about ABB, take another look at our website www.abb.com.

Global Talent Acquisition Team,
ABB Asea Brown Boveri Ltd.

Let’s write the future. Together. www.abb.com/careers
We reserve the right to withdraw this posting at any time.

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