Global Segment Leader, Hydrogen & PharmaceuticalAt ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions.Write the next chapter of your ABB story.
This position reports to

Global Industry & Infrastructure Segment Manager

Your role and responsibilities

Reporting to the Electrification Distribution Solutions Global Industry & Infrastructure Segment Leader but with significant alignment to other relevant Divisions & Business Lines, you will be tasked with driving the profitable growth of ABB’s Hydrogen & Pharmaceuticals-related business through assisting all divisions in developing opportunities.You will create and lead sales strategies – products, systems and services - into all relevant stakeholders and accounts in the segment including end users, specifiers, EPC’s, OEM’s (including PBs and industrial OEMs) and channel partners.In addition, the role will help define the appropriate product portfolio (based on ABB and relevant 3rd party) for all subsegments within the Hydrogen & Pharmaceuticals market. Collaborate with relevant Divisions and countries M&S organizations to ensure that volumes forecast, pipeline of projects and key accounts strategy are properly shared. Work closely with relevant Divisions & Business Lines to ensure our portfolio and production capacity are sufficiently meeting customer demands, both now and into the future. It will also be vital to engage with ELSE (Services) to ensure our services delivery exceeds customer expectations.This position report to the Electrification Distribution Solutions Global Industry & Infrastructure SegmentPreferred location: European time zoneYour responsibilities\t•\tUnderstand the key drivers and risks for the Hydrogen & Pharmaceutical customers’ business and interprets the impact and opportunity for ABB; leads the development and implementation of the account plan and Share-of-Wallet growth plans.•\tCollaborates effectively within ABB to maximise cross-divisional success and drive a positive experience for the customer, maximise the use of ABB business tools (Salesforce) to facilitate smooth and timely flow of information related to key accounts and opportunities. (Pipelines, dashboards, Customer agreements, etc).•\tFacilitate regular pipeline meetings related to key hydrogen & pharmaceutical accounts with all ABB stakeholders included and systematic identification and development of key accounts in alignment with relevant countries/regions and Divisions.•\tDefines and proposes targets for the key accounts & sales teams and ensures their achievement with a structured follow up across Divisions & Regions, sells ABB Electrification products / solutions and services – with a focus on maximizing volumes and exceeding profitability targets having strong commercial acumen to be able to sell projects profitably whilst mitigating potential risks to ABB.•\tDirectly manage selected key global accounts and maximize EL share in their global business, lead business collaboration with all divisions of Process Automation articulating rules of engagement, develop key accounts, joint marketing activities, and strategic projects. •\tMust be adept at managing customers and ABB people at all levels of seniority – you will lead both customers and internal teams on key initiatives •\tEngage with additional key stake holders such as global division presidents, (especially ELSE, ELSP-ELSB, ELDS), global division sales managers (especially ELSP/ELSB) and key portfolio/business owners (such as Power Protection, MV Switchgear, LV Switchgear, ELDS NAM and rest of ELSP/SB portfolio). •\tMonitors competitor activities with the accounts and ensures that ABB operates proactively and reactively to our competition, provide input to market price and technology changes.

Qualifications for the role

\tExtensive commercial experience in high performing sales teams with direct involvement in systems/solutions business and knowledge of the ABB Electrification portfolio.\tDemonstrated knowledge and experience in the design and execution of commercial plans and strategies within the hydrogen & pharmaceutical market segments.\tProven track record in designing and deploying marketing strategies and/or leading and closing large sales deals.\tExperience of skillfully coordinating the approach of opportunity capture teams not directly under your leadership, to make sure our approach is aligned to the plan.\tEntrepreneurial attitude, excellent communication skills and senior executive presence. Self-driven with networking, collaboration, and intercultural skills.\tQualification in Engineering and/or Business Administration, English proficiency is a must have\tExisting network of contacts within the Hydrogen & Pharmaceutical industry an advantage.

More about us

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