Global Business Development Manager

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This position reports to

Global Business Development Manager–GIS

Your role and responsibilities

The Global Business Development Manager will develop and manage the machine tools and Agriculture & Yellow Goods industry through all phases including market analysis, requirements, global and local market entry strategies, rollouts and the market specific product and solution portfolio value proposition. You will work closely and efficiently across marketing & sales and with portfolio managers and local country M&S team on all levels to bring growth to the expected level. You will be mainly accountable for: • Business Intelligence. Closely following global market-, technology- and customer trends & requirements for assigned industries. Including conducting competitor analyses, identifying product and solution gaps and ensure ABB’s value proposition for the target market is developed and well-communicated, both internally and externally. • Development plans. Develop and implement business strategies for the assigned industries and in addition support in further newly defined areas, in alignment with the GIS business development strategy. Consult and collaborate with the local teams and global functions to define the multi-year portfolio development plan, including the sales and marketing activities, channels development, pricing strategy, and solution sales development while supporting pricing model approvals, and monitors the contribution margin and profitability per country versus the expected target. • Regional Coordination and Country Coverage. Coordinate with target geographies M&S teams, dedicated to implementing the focus industry strategy in the countries, liaising with the local sales as well as the related GKAMs. Orchestrate internal work groups to share best practice and market information. • Customer focus. Builds relationships with key external influencers/key customers and leverages ABB’s strengths to capture new business opportunities. Identify strategic partnership opportunities in defined key market with local and global players. Ensures that the major accounts in the segments are identified and prioritized and properly managed. Take over GKAM role for lead customers. Lead or participate in the negotiation of legal and commercial international frame agreements. Identify and manage risks related to market trends, contract agreements, and pricing across segments. • Sales planning. Ensure sales for selected market are prepared and maintained, by year sales plan and overall strategy, to achieve defined targets. • Growth initiatives. Drive the implementation of the segment initiatives and lead profitable organic growth by expanding customer base as well as go-to-market methods for scalable and profitable growth. Reinforce ABB’s visibility in the target market by strengthening external market communication, in coordination with the Marketing Communication team and by participating in dedicated customer events and segment trade fairs.

Qualifications for the role

• Experienced talented professional with a bachelor’s degree (Master or MBA as an ad-vantage) in engineering or related fields.
• 10+ years of relevant and demonstratable experience with Business Development, Industry Management and Global Account Management.
• 10+ years Experience in Agriculture & Construction Machinery Industry incl. suppliers e.g. Hydraulics
• Experience in Industrial machinery automation, specifically in machine tool industry.
• Further knowledge in New Energies or Industrial Electronics is a plus
• Knowledge in machine tending, welding, painting solutions and robotics integration is a plus
• Ability to negotiate and globally align with lead customers’ (senior) management and (functionally) lead Account management team.
• Proven ability to translate customer requirements into value proposition and actionable steps for internal operational and related function team with commercial acumen to create a business-aligned strategy.
• Result oriented execution mindset. Self-driven, resilient, energetic, enthusiastic, and inclusive; creating or responding constructively to challenging new ideas and inputs as well as tolerant of ambiguity.
• Willing to travel 30-40% and includes international.

More about us

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