Chez ABB, nous aidons les industries à se surpasser - en réduisant leur consommation et en les rendant plus propres. Ici, le progrès est une exigence - pour vous, votre équipe et le monde. En tant que leader du marché mondial, nous vous donnerons ce dont vous avez besoin pour y parvenir. Ce ne sera pas toujours facile, il faut du courage pour grandir. Mais chez ABB, vous ne serez jamais seul. Run what runs the world.
Ce poste est placé sous l'autorité de :
Responsable des ventes
As Global Operations, you will drive sales growth by supporting the Global Sales Office in the design of tools, processes, and improvements deployable across regions.
This is a newly created role in ABB Machine Automation and will report to the Chief Sales Officer.
Part of the role will be to design the best layout for the team - direct and indirect reporting lines in aligning to the different regional needs.
The leader will have an impact on the acceleration of process improvements for sales, driving consistency and best practice sharing globally. Supporting the transformation of an extremely decentralized sales model to a balanced centralized model to drive efficiencies and decrease workloads and redundancies.
This team will be accountable for driving excellence in commercial operations, including standardizing business reviews, forecasting, sales targets, performance metrics, and sales enablement. Driving improvements and adoption of modern selling tools, including customer satisfaction scores. This team is also responsible for ensuring adoption and compliance with key sales processes, e.g., risk reviews, contract negotiation terms and conditions, third-party management, and other contractual agreements.
Your Role and Responsibilities:
1. Shapes and deploys 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. Drives global consistency and operational excellence, standardizing processes across regions, optimizing resource use, and enhancing inquiry-to-delivery and after-sales support functions.
3. Leads performance management and forecasting excellence, establishing and tracking KPIs, ensuring data quality, Salesforce adoption, and accurate pipeline visibility to accelerate conversion.
4. Partners cross-functionally with Operations, Finance, and Marketing, leading integrated business planning, interlocking on key initiatives, and coordinating customer success programs, campaigns, and lead generation efforts.
5. Builds a high-performance sales organization, overseeing onboarding, sales enablement, gap analysis, coaching, and the implementation of tools and processes to support transformation and growth.
6. Ensures governance, compliance, and executive visibility, representing the CSO office in internal and external forums, leading SIP effectiveness reviews, pay-for-performance modeling, and supporting global strategic projects.
Qualifications:
* Bachelor’s degree in Engineering, Business, or related field, with at least 15 years of progressive experience in roles such as sales, commercial operations, customer success, or sales consulting.
* Proven experience in business strategy development, go-to-market execution, market intelligence, and navigating alternative 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 long-term growth.
* Strong background in managing budgets and performance targets, with exposure to pricing tools, contract negotiation, and legal compliance.
* Hands-on experience with onboarding acceleration, sales communication platforms, and new technology training to drive sales force effectiveness.
* Demonstrated success in building teams or functions from the ground up, leading change management efforts, and driving sales team transformation initiatives.
ABB's industrial automation division, B&R, founded in 1979, is a global leader in machine and factory automation solutions, headquartered in Eggelsberg, Austria. We value diversity and invite candidates from all backgrounds to apply. Visit www.abb.com to learn more about our impact worldwide.
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