Segment Specialist_Machinery

Reporting to:
Segment Manager
Your role and responsibilities
Core Responsibilities
● Creates, implements, and reviews industry segment strategy for the assigned area.
● Leads the process to define the industry group footprint that covers market presence, execution standards, and delivery model.
● Drives and ensures profitable growth by focusing on market penetration, innovation, and expansion activities.
● Defines key targets (e.g., volume, prices, portfolio mix) and ensures they are achieved for the assigned segment(s).
● Ensures proper business plans are in place and are executed by a market-oriented organization.
● Drives the revenue growth of the top line in each target industry segment.
● Leads and manages the segment team members and reinforces global sales efficiency and performance.
● Builds relationships with key external influencers/key customers and leverages ABB’s strengths to capture new business opportunities.
● Drives and ensures knowledge sharing and cross-division and cross-country collaborations.
● Activates operation intelligence, benchmarking, and analysis to identify industry segment trends, practices, product gaps, competitor strategy, etc.
● Ensures ABB’s value proposition for the target segment is developed and well-communicated, both internally and externally.
● Supports Sales organizations to ensure they are positively perceived in the target segment(s).
● Reinforces ABB’s visibility in the target segment(s) by strengthening external market segment communication, in coordination with the Marketing Communication team and by participating in dedicated customer events and segment trade fairs.
● Feeds back to the divisions on market developments and requirements.
● Ensures that the major accounts in the segments are identified and prioritized.
● Maps market requirements and opportunities to actions for ABB and coordinates with divisions, sales units, and other relevant teams to implement them.
● Ensures the team is well prepared and has the necessary internal support to pursue and manage large project contracts.
● Leads or participates in the negotiation of legal and commercial international frame agreements.
● Identifies and manages risks related to market trends, contract agreements, and pricing across segments.
● Uses standard reporting tools to accurately identify future opportunities and measure the segment-wise progress.
● Promotes and enables collaboration in the division, across divisions, business areas, and teams to maximize results for ABB.
● Provides guidance to the teams and seeks knowledge for their own development and coaching/mentoring of the teams.
● Builds effective, competent, and high-performing teams.
● Reviews organizational effectiveness and performs competence assessments and continuous skill upgrades.
License to Operate / Core Values
● Ensures all staff (under scope) understand ABB’s core values and group safety and integrity standards and act accordingly.
● Implements and ensures compliance with the ABB code of conduct, global and local standards, tools, policies, and processes in their assigned area.
● Ensures adherence to all internal and statutory regulations and policies pertaining to the teams in scope.
● Ensures integrity and compliance with ABB values and ethics in all activities across all teams in scope.
● Accountable for the health and safety of all employees and contractors for the teams in scope, and continuous improvement in Health, Safety, and Environment (HSE) processes and integrity performance.
Collaboration / Leadership
● Ensure that the area of responsibility is properly organized, staffed, skilled, and directed.
● Coaches, motivates, and develops direct and indirect reports within HR policies.
Qualifications for the role
● Bachelor's degree or above
● Above 10 years of sales or BD experience in the industrial control industry
● Familiar with industrial control products and industry information, including but not limited to frequency converters, servos, PLCs, etc
● More than 5 years of team management experience
● Fluent in English
● Able to accept frequent business trips
More about us
ABB Drive Products serves the industries and infrastructure segments with world-class drives and programmable logic controllers (PLC). With its products, global scale and local presence, the Division helps customers to improve energy efficiency, productivity and safety.