Business Development Manager – Water Analytics

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This position reports to

Front-End Sales Manager

Your role and responsibilities

ABB's Measurement & Analytics division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers. With thousands of experts around the world and high-performance digital technology, ABB's team is dedicated to making measurement easy for its industrial and energy customers to let them operate more efficiently and profitably. The Business Development Manager for the ABB Measurement & Analytics business will primarily be responsible for driving the sales of Continuous Water Analytics (CWA) and Combustion Analytics through the ABB Canada sales network including direct sales and sales through technical distributors. Responsibility will also include to grow ABB’s market share aggressively and profitably across all products in this diverse segment. Focus on value messaging around applications for certain pre-defined products, and training of distributor organizations to move the core competencies closer to customers. • Responsible to meet or exceed the specific product sales targets in Canada. • Actively manage CWA sales pipeline by: entering opportunities, updating probabilities, closing dates, and dollar value using Salesforce. • Drive channel sales in all specific products into the agreed focused Industries. • Develop strategic plans for the sales and market share growth for the Process Analytics portfolio in Canada. • Provide troubleshooting technical assistance to channels and end customers • Provide quarterly updates to the Strategic Plan with actions completed and plans for the following quarter. • Train channel partners to be the experts on the products and solutions. • Gain AVL approvals for key accounts in the region and drive large project pursuits within the territory. • Collaborate with Regional Sales Managers to support trade shows and customer events. • Participate in monthly cadence calls and forecast reviews. • Define product and application requirements for business growth. • Front end and back-end order support including applications, product configurations, upgrade paths etc. • Familiarize with adjacent team member’s product offerings (Instrumentation: flow, Pressure, level,) enough to be able to identify sales opportunities and promote benefits and hand off to the right person or channel partner. Achieve this familiarity through taking applicable ABB e-learning courses from our extensive library. • Develop and execute account strategies with the local account managers. • Sales support at the feed stage and bidding stage of projects. • Maintain a high level of knowledge concerning competition which may impact the sales and marketing efforts of ABB, regardless of the technology involved.

Qualifications for the role

• Must have at least 10 years of technical and /or sales experience in analytics, instrumentation, or related work experience.
• B.S Degree or diploma in a technical engineering discipline is required.
• Must have proven experience with specific accomplishments in technical and sales support, product promotion and training.
• Must have proven experience with specific accomplishments in improving customer satisfaction and business relationships.
• Good time / activity and priority management skills.
• Leverage your existing relationships in the industry to bring new selling opportunities to ABB.
• Ability to develop and implement structured sales processes and strategies that improve efficiency and lead to winning.
• Intense competitor knowledge; Passion for selling and winning.
• Resilience to overcome rejection.
• Obsessive focus on end users, their wants and needs, their goals and objectives, how they buy, how they maintain their equipment, how they partner with suppliers.
• Ability to develop relationships at all levels in ABB, our channel partners and our end users (from field personnel to corner office).
• Must have the ability to quickly understand ABB market approach, technology, products, customers and competitors.
• Travel about 25 percent of the time.
• Must be able to work with and influence the regional sales teams.

Benefits

• Retirement plan
• Accident insurance
• Healthcare plan
• Wellbeing program

More about us

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.