At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world.
This position reports to the Sales Manager.
As part of Global Operations, you will drive sales growth by supporting the Global Sales Office in designing tools, processes, and improvements deployable across regions.
This is a newly created role in ABB Machine Automation, reporting to the Chief Sales Officer.
The role includes designing the optimal team layout—direct and indirect reporting lines—to meet regional needs.
The leader will impact process improvements for sales, fostering consistency and sharing best practices globally. The role supports transforming an extremely decentralized sales model into a balanced, centralized one to improve efficiency and reduce redundancies.
This team will be accountable for driving excellence in commercial operations, including standardizing business reviews, forecasting, sales targets, performance metrics, and sales enablement. They will also focus on adopting modern selling tools, customer satisfaction scores, and ensuring compliance with key sales processes such as risk reviews, contract negotiations, third-party management, and contractual agreements.
Your Role and Responsibilities:
1. Shape and deploy the global Commercial Operations strategy in collaboration with the CSO, designing the operating model and aligning end-to-end sales processes (Lead to Order) with global targets.
2. Drive global consistency and operational excellence by standardizing processes across regions, optimizing resource use, and enhancing inquiry-to-delivery and after-sales support functions.
3. Lead performance management and forecasting excellence, establishing and tracking KPIs, ensuring data quality, Salesforce adoption, and accurate pipeline visibility to accelerate conversion.
4. Partner cross-functionally with Operations, Finance, and Marketing to lead integrated business planning, coordinate customer success programs, campaigns, and lead generation efforts.
5. Build a high-performance sales organization by overseeing onboarding, enablement, gap analysis, coaching, and implementing tools and processes to support growth and transformation.
6. Ensure governance, compliance, and executive visibility, representing the CSO office in forums, leading SIP reviews, pay-for-performance models, and supporting strategic projects.
Qualifications:
* Bachelor’s degree in Engineering, Business, or related field, with at least 15 years of progressive experience in sales, commercial operations, customer success, or sales consulting.
* Proven experience in business strategy development, go-to-market execution, market intelligence, and managing sales channels like e-commerce, distribution, and partner programs.
* Familiarity with customer feedback tools (e.g., NPS, VoC), account management, and business development strategies focused on adoption and growth.
* Strong background in managing budgets, performance targets, pricing tools, contract negotiations, and legal compliance.
* Hands-on experience with onboarding acceleration, sales platforms, and new technology training to enhance sales force effectiveness.
* Successful track record in building teams or functions, leading change management, and driving sales transformation initiatives.
B&R Industrial Automation, founded in 1979 by Erwin Bernecker and Josef Rainer, is ABB's global center for machine and factory automation, headquartered in Eggelsberg, Austria. B&R is a leading provider of automation solutions for machines and factories, responsible for machine automation within ABB's Robotics & Discrete Automation division.
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