Business Development Manager

Description:

Your responsibilities

• Generate brand and product acceptance through AVL (authorized vendor lists) and GFA (Global Frame agreements) at associated end-user Food & Beverage production facilities
• Close coordination with Channel Sales and Channel Program peers to create and support Food & Beverage programs to drive strategic engagement with aligned Channel Partners
• Through disciplined sales process documenting customer stakeholders, buying behaviors (local authority vs. CAPEX/Project approval process), corporate initiatives (respective areas of focus within their business regarding applications), understanding of incumbent brand preferences as the specific value pertains to their organization
• Clearly communicating attack vectors through product positioning to execute on ABB placement within AVL or GFA
• Leverage knowledge of industry trends and customer needs to develop and deliver compelling value propositions
• Leading execution sub-segment strategy and define go-to-market approaches to achieve the Food & Beverage segment goals
• Support and advise the global Food & Beverage team, quarterly, with US market insights/trends and activities and through feedback incorporates localized activities needed from the United States Market to support ABB Global Food & Beverage strategy
• Strong business acumen and understanding of internal functional teams and process standards to effectively define and negotiate customer expectations within contracts and frame agreements

Your background

• Bachelors degree with minimum 8 years of experience with sales in the industrial Food and Beverage market and industrial equipment applications such as centrifuges, separators, mixers, shredders, grinders, hammermills and adjacent equipment and processes required
• Travel up to 70% nationally throughout all the regions of the US required
• Demonstrated success in assessing and analyzing customer needs and projected requirements and providing application solutions through interpreting, translating and explaining detailed technical ideas to technical and non technical audiences highly preferred
• Demonstrated experience in establishing and using reverse funnel to calculate quarterly and annual goals and targets highly preferred
• Proven domain expertise in subsegments and applications in the industrial F&B (Food & Beverage) Industry as evidenced by published white papers, industry subcommittees membership and industry standards recommendations highly preferred
• Demonstrated success in achieving AVL product specification from customers by providing application solutions for F&B sub-segments such as Protein, Dairy, Ingredients, Grains, Beverages, Soups, Snacks and Baked Goods highly preferred
• Candidates must already have a work authorization that would permit them to work for ABB in the US