Division Head of Sales Excellence

Your role and responsibilities (mandatory)

Drive consistent and high-quality sales practices across all business lines by aligning tools, processes, and competencies. Act as the transmission mechanism from the Division to execution under the Business Lines (BLs), ensuring strategic alignment and operational excellence.

Work model: Globally remote
Division: Process Industries

You will be mainly accountable for:

Strategic Leadership:

• Provide strategic direction for sales excellence initiatives, ensuring alignment with global sales strategies and key account management practices.

• Lead transformation efforts to harmonize sales execution across business lines and foster a culture of continuous improvement.

Sales Strategy & Execution:

• Coordinate target-setting methodologies aligned with strategic goals.

• Collaborate with business lines and HR to design and manage Sales Incentive Plans (SIPs).

• Design and enforce cross-BL sales campaigns and initiatives.

• Promote capture team selling methodology and support strategic project selection.

• Facilitate competence mapping to identify skill gaps and training needs.

• Monitor progress toward targets and define improvement actions.

• Support channel partner strategy in alignment with BL Sales and Channel Business teams.

Salesforce Governance:

• Define and maintain Salesforce usage guidelines across BLs.

• Ensure data quality standards (completeness, accuracy, timeliness, digital business tagging).

• Monitor and report on Salesforce adoption and performance metrics.

• Improve forecasting accuracy, opportunity pipeline health, quote completeness, clean order rate, and reduce manual order changes due to inconsistent master data.

Sales Enablement & Process Optimization:

• Harmonize sales tools and processes across BLs.

• Identify and share best practices in sales execution, customer engagement, and risk management (including TPM tools and third-party management).

• Develop and support local sales managers to ensure consistent, high-level sales management across the division.

• Act as a speaking partner and coach for local sales managers on sales excellence.

• Promote and support training initiatives.

• Coordinate global sales enablement initiatives.

• Conduct gap analyses and implement solutions to optimize service levels and costs.

• Standardize KPIs and dashboards to measure performance and drive continuous improvement.

• Leverage sales analytics to support data-driven decision-making.

Leadership & Collaboration:

• Foster a culture of collaboration and continuous improvement across Sales, Marketing, Operations, and Finance.

• Lead cross-functional teams to deliver commercial excellence and align with enterprise-wide goals.

To be successful in this role, you bring:

A strong command of Salesforce.com, deep familiarity with ABB sales processes, and a solid understanding of Process Industries solutions and the markets we serve. You have at least 15 years of experience in diverse sales roles or within the Process Industries sector, which has equipped you with a strategic mindset and operational expertise. You hold a Bachelor's degree and are confident communicating in English, both in writing and speaking, enabling you to collaborate effectively across global teams and functions.