Job Description

At Accelleron, we go further. Building on the heritage of more than 100 years as ABB Turbocharging, you will join a team of true experts in an exciting international environment that share a commitment to excel, to be a trusted partner in supporting our customers in the gradual change towards sustainable industries with innovative technology, expertise and smart solutions. We are driving diversity and inclusion across all dimensions as we welcome and celebrate individual differences.

The goal of the “Territory Sales Manager” is to increase overall market share forTurbochargers and increase the service revenue from our customers in assigned territory. This is accomplished by a direct sales approach meeting with customers and targeted potential prospects. This position works closely with Head of Sales, Operations Managers, Sales Support Specialists and Technical Managers, to help better understand our customer’s current requirements and promote the services offered by their corresponding service stations. Additionally, a major part of this position is to grow sales revenues via prospecting for new business and from our existing client base.

The position is primarily travel based with an estimated 50% travel.

Tasks:

EXECUTION

Develop, implement and monitor sales strategies, sales plans and sales support activities plans for the assigned territory including sales targets, margin and incentive targets, customer visit plan, training plan ( Sales persons ), Revenue, Customer communication and events planning
Communicate and Coordinate with Operations, Business Development, Market Communication and Technical Advisor.
Coaching of the sales team by joint customer visits with sales account managers and conducting Pain & Gain workshops to understand customer expectation from ABB and then drive those expectations through available or customized solutions.
Regular review of the sales targets with HEUS and share market intelligence related to developments, competitor activities and opportunities to work on
Lead and motivate End User Sales team to drive sales of services and service products such maintenance agreements, LifeCycle Care and Digital solutions as well as end user decisions to specify Accelleron for their new building projects to capture full market potential
Build long term relationships with key customers at all levels, explore new business opportunities & generate new installed base, or market share by influencing through key decision processes
Ensure adherence to existing rules and policies such as Circular Letters and Compliance

BUSINESS DEVELOPMENT

In coordination with the sales support specialist review market intelligence and business development projects as required to drive the growth of the business
Share information gained from customer visits as part of market intelligence with sales support specialist
Utilize data and proposals from sales support specialist on customer profile, customer ranking, market demand, business potential. Update customer database (ATURB) and customer classifications

MONITORING

Monitor & verify major customer complaints & claims, coordinate with other functions to develop solution. Support definition / implementation of corrective actions
Review, monitor & evaluate the sales performance of individual sales account managers
Responsible for assigned territory sales budget, gross margin and market share
Monitor CCRP

Education and Experience:

High School Diploma or GED and 16 years' diesel engine or rotating machinery sales experience or engineering experience
OR
Associates' degree and 10 years' diesel engine or rotating machinery sales experience or engineering experience
OR
Bachelors' degree and 8 years' diesel engine or rotating machinery sales experience or engineering experience
- A Master’s Degree in required field = Credit given for 2 years of work experience.
- A PhD/Doctorate in required field = Credit given for 3 years of work experience.

Preferred Qualifications: