Sales Manager – HVAC

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ABB

WebsiteLinkedInAll Job Openings

10,000+ employees

⚡ Energy

🔧 Hardware

🤝 B2B

💰 $545.9M Post-IPO Debt - ABB on 2023-11

Energy • Hardware • B2B

<ABB> ABB is a global technology company specializing in electrification, industrial automation, robotics, motion, and power products and services. It designs, manufactures and services hardware such as motors, drives, medium- and low-voltage equipment, transformers, EV charging infrastructure, and robotic systems, and provides software and lifecycle services to utilities, industry, transport and infrastructure customers to improve efficiency and enable a low-carbon, digitally connected future.

📋 Description

• Drive profitable growth for ABB’s Building Automation and IoT-enabled solutions through customer base expansion and strengthened partner coverage. • Own the territory sales plan, pipeline, and forecast. • Lay out growth strategy for BA business in UK and IE based on BLBA overall strategic imperatives. • Execute the strategy and ensure business growth. • Lead, coach, and drive teams in UK and IE towards successful execution of sales strategy. • Grow revenue and share through new customer acquisition and account expansion across commercial and institutional buildings. • Sell and position IoT-enabled building solutions including HVAC controls, BMS, aligned to customer outcomes. • Build relationships and influence specifications with end users/owners, consulting engineers, MEP firms, contractors, and system integrators. • Develop and execute territory and key account plans including target lists and pursuit strategies for strategic projects. • Grow and optimize partner coverage by developing existing partners and appointing new partners where needed. • Lead the full sales cycle including qualification, solution positioning, proposals/quotations, negotiation, and closing. • Maintain strong pipeline hygiene and forecast accuracy using ABB CRM. • Coordinate with internal teams to win projects and ensure strong delivery and customer satisfaction. • Track market and competitor activity and provide input to pricing, positioning, and go-to-market actions.

🎯 Requirements

• Extensive experience of B2B technical sales and sales management experience in building automation/BMS, HVAC controls, lighting controls, or related smart building technologies. • Proven experience dealing with end users, consultants, contractors, and system integrators in a project/specification-driven environment. • Demonstrated ability to expand accounts, build new opportunities, and develop/enable channel partners. • Strong skills in forecasting, pipeline management, and CRM discipline/reporting. • Solid understanding of typical building automation architectures and integration concepts (e.g., IP networks, gateways, protocols). • Strong communication, negotiation, and presentation skills; comfortable delivering customer and partner training. • Willingness to travel across UK and IE; Valid UK driver’s license.

🏖️ Benefits

• Competitive salary • 25 days annual leave plus bank holidays • Competitive contributory pension scheme • Life assurance • Flexible benefits scheme (Includes options to buy/sell holidays, health checks, dental, eye care, gym memberships, cycle to work, gadget discounts and more) • Internal mobility opportunities, mentorships & access to projects globally • Employee Assistance Programme • Generous employee referral scheme • Company car • Private medical cover • Generous bonus scheme