Head of Global Segment Sales - Paper & Metals

About This Role

Leading the global strategies for the Pulp & Paper and Metals segments for low voltage NEMA Motors is the core of this role. It involves developing and maintaining relationships with key influencers at end users to drive acceptance and Approved Vendor status for ABB, and leveraging company strengths to capture new business opportunities.

Responsibilities

• Develop and execute the global segment strategy, defining market approach, execution standards, and growth initiatives to drive profitable expansion, market penetration, and innovation
• Build and manage strategic relationships, major account plans, commercial agreements, and cross-functional collaboration to capture opportunities, mitigate risks, and achieve sustainable business growth
• Own segment performance by establishing and delivering revenue, volume, pricing, and portfolio targets, while ensuring business plans are effectively implemented and aligned with growth objectives
• Lead market intelligence and customer engagement efforts by identifying industry trends, competitive opportunities, regulatory impacts, and evolving customer needs, while strengthening ABB’s market presence and value proposition
• Drive and enhance cross-division and cross-region business-led collaboration for the specific market segment
• Ensure that the Division and related local sales units substantially increase sales, margins, market share and customer satisfaction
• Develop and implement a market-based strategy including direct, third party and project sales for each end user segment
• Support/Coach District office and LSU team members and reinforce global sales efficiency and performance

Requirements

• Bachelor’s Degree with 10+ years OR Associate’s Degree with 12+ years of directly related Paper and/or Metals experience in the industrial marketplace, with product knowledge similar to ABB NEMA Motors portfolio
• Demonstrated sales leadership with advanced relationship management and negotiation skills, capable of developing long-term strategic partnerships, influencing key decision-makers, navigating complex global sales cycles, and securing mutually beneficial commercial agreements that drive profitable growth
• Strong market acumen and strategic business vision, with the ability to analyze industry trends, competitive dynamics, customer requirements, and emerging opportunities to develop and execute effective growth strategies within targeted OEM segments
• High degree of professional integrity, accountability, and commitment to organizational success, consistently demonstrating sound judgment, ethical decision-making, and a results-oriented mindset while aligning actions with corporate values and business objectives
• Highly self-motivated and proactive leader with the ability to work independently, prioritize competing demands, drive initiatives to completion, and effectively operate in a dynamic, global, and matrixed business environment