Hub Sales Manager IMEA

About the role

ABB is looking for a Hub Sales Manager for its Industrial Process Automation and Energy Industries (IMEA Hub), reporting to the Hub Manager. The role leads the definition and implementation of sales and marketing strategy for the assigned area, develops and coaches the sales and marketing function, and manages action plans to hit quality and quantity targets profitably with high customer satisfaction. It can be based in the UAE, Saudi Arabia or Qatar.

Key responsibilities

• Develop, plan and execute the go-to-market model, sales mission, vision and strategy, and lead sales targets, budgets and efficiency objectives
• Define the division and area footprint (market presence, execution standards, delivery model)
• Oversee pricing performance and profitability, working with the Pricing Management team
• Set volume, portfolio mix and revenue growth targets, KPIs and metrics, forecast results and manage risks
• Drive order intake, margin and business objectives for the product portfolio, and build a strong sales funnel with a focus on greenfield automation opportunities
• Evaluate new and existing markets, assess trends, competitive intelligence and market segmentation
• Own ABB's value proposition and lead customer value proposition development with key customers
• Build and maintain strategic customer relationships across selected industries and regions
• Lead a culture of integrity and compliance, and drive a safe, sustainable work environment with accountability for HSE performance

Required profile

• Relevant business or engineering degree
• Minimum 15 years of international sales management experience; experience across the IMEA region (India, Middle East and Africa) is preferred
• Proven ability to close enterprise deals and build long-term strategic relationships in the automation industry
• Strong leadership skills and willingness to travel to visit customers across the region

Required skills

• Process automation industry knowledge and a solid technical background
• Understanding of hub, business line and division structures in large corporations
• Pipeline development and solution selling