National Segment Manager – Food & Beverage At 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

Segments & Account Mgmt and Sales

Your role and responsibilities

To achieve our growth ambitions, our “One Motion - One Face” approach is central to our core values and customer interactions. This streamlined, customer-centric model, from transactional to value-added selling, sets ABB apart in the marketplace. The National Food & Beverage Segment Manager will develop and maintain a highly effective sales strategy for the Motion Division’s Food & Beverage market, enhancing ABB’s market penetration and realizing its growth aspirations. Reporting to the National Sales Director, the Food & Beverage Segment Manager will develop, coordinate, and implement an effective go-to-market strategy aimed at meeting and exceeding sales targets. This approach focuses on creating added value for both the customer and ABB, with a clear emphasis on increasing market share, profitability, and customer satisfaction.Your responsibilities•\tDefine the industry strategy for the Motion Divisions - Products & Services (Variable Frequency Drives & Motors). Position the business approach for the highest growth potential in the Food & Beverage market, based on a holistic understanding of the market and the players. •\tLead the implementation of customer account planning - covering the sales and product strategy and the segment specific value proposition and support the ABB Sales Units in reaching the sales targets. •\tDefine pursuits requiring capture teams & implement pursuit/lead teams. Participate in pursuits, drive specifications- and influence activities and the winning strategy. Support the global account sales team where needed.•\tAct as the Global Account responsible for Motion division (Variable Frequency Drives and Motors) to-wards targeted accounts & strategically selected End-Users, lead FA updates, develop supply agreements with key End-Users and support the sales units in pursuits with those accounts. Develop, maintain and expand long-term relationships with those accounts at various hierarchy levels.•\tDevelop, in close co-operation with Management the industry related value proposition and marketing material, as well as sales training material. Define market communication concepts and ensure their execution via the market communication team.•\tTake personal ownership of key growth accounts and target growing the Food & Beverage market (budget) year over year for the division. •\tDevelop a strong industry sales community within the sales units in our core markets (in close co-operation with other divisional disciplines), with the required application know-how and sales skills to best serve the local customers. Drive and ensure active know-how sharing and cross-collaboration.•\tIdentify key customer needs and closely work with Product Management to support the development of segment specific product offerings, solutions, and packages. •\tDevelop effective Food & Beverage go-to-market strategy to grow and expand our sales teams coverage within our distribution network and OEM’s. Also target key End-User focus accounts and pro-jects, with the aim of developing and increasing our overall Food & Beverage market position.•\tDevelop and support synergies with other ABB business lines and develop joint pursuits to leverage existing ABB Customer relationships.•\tMaintain a healthy pipeline through Salesforce.com CRM tool. Keep an accurate opportunity funnel to assist sales forecasting.

Qualifications for the role

Bachelor’s degree (engineering or technical degree preferred) and 8 years of relevant sales/business experience or 10 years of relevant sales/business experience is required.Industry knowledge and experience in the Food & Beverage market is essential. Demonstrated in-depth knowledge of applications related to key subsectors within the Food & Beverage space, including Agriculture & Irrigation, Meat, Poultry & Seafood, and Refrigeration, among others.Proven commercial experience in leading business development, account management and cross-selling strategies required.Technical knowledge in Motors and Variable Frequency Drives as it relates to industry equipment/systems is preferred.A collaborative, solutions-focused approach, with strong communication and customer/partner relation-ship-building skills, is essential.Ability to travel 40% of the time across Canada.

BenefitsRetirement planAccident insuranceHealthcare planWellbeing programMore about us

ABB’s NEMA Motors Division markets, designs and manufactures the market-leading Baldor-Reliance® brand of industrial motors. As the #1 global manufacturer of NEMA motors, our quality products are designed to reliably and efficiently meet the challenges our customers face. Our business is investing in technology, tools, people and processes to ensure our general purpose and application-specific solutions perform as expected, every time. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. For the ninth consecutive year, ABB Canada has been recognized as one of Canada's Best Employers by Forbes magazine. Consistently ranked as one of Canada's Top 100 Employers, Montreal's Best Employers, Canada's Best Employers for Young People, Canada's Greenest Employers and a long-time recipient of the Women in Governance Parity Certification, ABB's culture and commitment is to provide a caring workplace where everyone collaborates, feels valued, respected, included and supported. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process. ABB's Military Reservist Policy offers Canada's Reserve Force members the flexibility to undergo military training and activities while maintaining job security, seniority, pay, benefits, and privileges as ABB employees, including up to 15 paid working days per year for training, as well as extended leave for operations both in Canada and abroad, ensuring seamless career integration with our nation's defense forces.