Business Development Manager

16 Oct 2016
01 Jan 2017
Contract Type
Full Time
ABB has a challenging position available for an experienced Business Development Manager. ABB's Measurement Products business unit ( ) is among the world's leading manufacturers and suppliers of instrumentation and analyzers. With thousands of experts around the world and high---performance technology, ABB's team is dedicated to making measurement easy for its customers. The Spirit IT portfolio adds the liquid measurement component to ABB's industry leading gas measurement and automation product line. This combined offering will deliver comprehensive expertise and market strength to customers and provide new opportunities for growth in the oil and gas segment."

The Business Development Manager is accountable for securing PMU (product manufacturing unit) order intake, gross margin and managing price realization. Secure proper demand loading of the PMU at all times in line with the demand plan targets by Local Sales Units (LSU). Additionally, this role recommends marketing and pricing policy definitions.

Main Accountabilities
• Meet/exceed PMU, Product Line Sales Budget and Margin/Cost commitments.
• Set sales targets with LSUs to meet or exceed the overall budgets. Work with each LSU to develop and implement a tailor-made Sales Plan for the PMU that is aligned with the Product Line, PG and BU's overall strategic plan and market plans for the prioritized industries and markets.
• Sell the PMU's products directly and/or through channel partner sales. Ensure the LBU Sales Staff and channel partners are trained and have access to the necessary sales tools and marketing material. Assist with the continuous development of the LSU's through structured and certified product training programs, as well as, sales, pricing, application and specification tools and associated processes.
• Manage PMU Inside---Sales/Proposals Team to support Local Sales Unit's needs relative to PMU quotation, technical and delivery support needs. Ensure that this support is timely and of sufficiently high quality to enable the LSU's to successfully deploy PMU product and solutions into target market(s).
• Optimize the strategy in order to reduce risk and increase growth in the markets/geographies of deployment.
• Manage and implement a structured internal transfer pricing model and associated discounting policy in order to drive increased order volume, manage the mix of the order growth and to realize gross margin growth. Recommend and implement market prices and price bands, as well as internal transfer sales prices in line with the Product Line strategy for each Local Sales Unit.
• Initiate and execute Marketing events and activities that are designed to support the LBU's growth initiatives.
• Develop and contract sales channels in area's that require additional attention to support the planned growth.
• Monitor and report Sales KPI's and Product Line sales, order margin, and OTD performance by Local Sales Unit as per OCS targets. Provide timely marketing information to the Business Unit on market/industry trends, competitor activity, price/margin trends.
• Gather, analyze and communicate market and competitive intelligence including new product development requirements, market investment trends, new technologies and applications. This intelligence shall be used as input for Sales & Marketing actions and Product Line and Technology developments.
• Manage any local PMU Marketing activities to effectively promote the Product Line's products and ensure that all PMU marketing and training activities are coordinated with the overall PL, PG and BU strategy.

Additional Tasks
• Acts as local PMU Process Owner for the Net Promoter Score tracking and improvement activities. • Assist the LSU's in developing local, tactical marketing strategies in order to increase market penetration in core industries. Identify, engage and develop suitable Channel Partners or other go-to-market strategies as appropriate.
• Manage a product/customer reference list to ensure that customer successes are effectively marketed both internally and externally to sales channels and customers
• Consolidate market demand from the Local Sales Units as key input for operations planning - short, medium and long term.
• Responsible for providing market input to the Product Manager in the early phases (G0 - G2) of the R&D Gate process to ensure that new developments meet market needs

• Bachelor's Degree in business administration or technical discipline with 8 to 12 years sales management and industry experience. MBA preferred.
• Ability to understand our markets, customers and competitors.
• Excellent verbal and written communication skills required.
• You are based in the Eindhoven area, but are willing to travel frequently (up to 50%).
• Proven experience with specific accomplishments in growing sales, improving customer satisfaction and building customer relationships on global level.