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This position reports to:

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Your role and responsibilities

The Regional Sales Manager is a regional business owner - not a traditional sales leader - who reports directly to the EVP International Sales as part of the core international leadership team. The Regional Sales Manager has full end-to-end accountability for all commercial activities in their assigned geography, including strategy, customer development, quotation, orders, delivery, invoicing, and cash collection.

Operating with entrepreneurial autonomy, the RSM holds the regional P&L, leads a distributed team of country managers and sales professionals, commercializes the portfolios of three Global Business Lines across their region, and coordinates with Global Operations for supply chain support. Beyond day-to-day sales execution, the RSM serves as ABB Motion's strategic eyes and ears in the market, actively identifying growth opportunities, market gaps, competitive dynamics, product adaptation needs, and acquisition targets - providing structured, actionable market intelligence that directly informs global product strategy and organizational decisions, rather than simply managing existing business.

The work model for the role is: hybrid ; #LI-Hybrid

The role is contributing to the Motion / NEMA Motors Division globally.

You will be mainly accountable for:

• Regional Business Strategy & Market Development – Define and execute go-to-market models, develop 3-year regional strategies, drive profitable growth, identify whitespace opportunities, and expand market share across new and existing customer segments in the assigned region.
• Sales Performance & P&L Accountability – Own the regional P&L including orders, revenue, gross margin, and profitability; drive order and margin targets; manage costs, EBITA profit, and working capital; and maintain financial discipline across all commercial metrics.
• Customer Relationship & Account Management – Build and maintain senior-level customer relationships; provide trusted advisory services to key accounts; manage channel partners and account coordination; and drive best-in-class customer experience across the region.
• Market Intelligence & Portfolio Feedback – Gather market insights on competitive landscape, pricing dynamics, and application trends; provide structured feedback to product leadership on portfolio gaps, certifications, and product adaptation needs; and identify acquisition targets or partnership opportunities.
• LSU Partnership & Sales Team Leadership – Lead and inspire Area Sales Managers and sales professionals; develop comprehensive sales plans with local sales units aligned to regional goals; drive quarterly business reviews; and create a high-performance team culture with strong accountability and continuous improvement.
• Sales Planning & Performance Management – Develop and drive regional sales plans with clear objectives and action plans; analyze channel and segment results; monitor KPIs and trends; identify deviations; and implement corrective actions to meet budget expectations and strategic objectives.

Qualifications for the role

• 12+ years of senior commercial leadership in industrial B2B environments, ideally in drives, motors, or related automation technologies
• Proven track record of profitable multi-country sales growth with direct P&L accountability - including both defending existing business and winning new market share
• Demonstrated experience developing markets and expanding customer bases, not just managing existing accounts
• Experience providing structured portfolio and pricing feedback to product or business line organizations - and influencing product strategy based on market intelligence
• Ability to identify and articulate product adaptation, certification, and infrastructure needs with commercial specificity and business case rigor
• Demonstrated commercial instinct for identifying acquisition targets or partnership opportunities that accelerate market access or capability
• Experience leading geographically distributed sales organizations end-to-end, including back-office execution functions
• Strong strategic mindset combined with hands-on execution capability and disciplined performance management across the full commercial cycle
• Fluency in English and other regional languages.

Assets

• Familiarity with ABB Motion's portfolio (drives, motors, services) and its competitive landscape internationally, NEMA Motors is a plus
• Experience navigating complex matrix organizations across business lines, product management, and geographies
• Prior involvement in M&A processes, market entry studies, or footprint planning in an industrial context

More about us

ABB’s NEMA Motors Division is a marketer, designer and manufacturer that offers Baldor-Reliance® industrial electric motors, primarily in North America. The Division focuses on quality, reliability and efficiency to provide a comprehensive offering of NEMA motors in the market across most industrial segments and applications.

We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory

We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website www.abb.com.

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