FUNCTIEBESCHRIJVING

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Deze functie rapporteert aan:

Regional Business Manager

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Turn digital opportunities into business growth.

Do you combine a strong commercial mindset with an understanding of industrial software? Join ABB Process Industries as a Regional Growth Leader for Industrial Digital Software (IDS) unit in Europe. You will enable front-end sales to sell industrial software solutions, coordinate the support needed and help shape winning commercial propositions to order closure.

Our industrial digital portfolio is built around five strategic pillars—Operational Excellence, Process Performance, Asset Performance, Sustainability and Connected Workforce. These pillars bring together solutions including Manufacturing Execution Systems (MES), Energy Management Solutions (EMS) and Advanced Process Control (APC).

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

Key responsibilities

You will co-ordinate regional sales enablement for digital core and act as the single point of contact for Business Lines on IDS sales support. Your focus is enquiry-to-order orchestration: aligning front-end sales, the Solution Consulting leader and the Bid & Proposal (B&P) leader to deliver timely inputs, unblock proposals and support closure. You will coach enterprise-scale selling and help sales shape the commercial proposition, pricing and software terms, while supporting core risk reviews and digital order reporting.

This role is contributing to the Automation, Process Industries Business Area in Europe. Main stakeholders are Regional Business Manager, Front-End-Sales, Solution Consulting Leaders and Bid and Proposal Teams.

You will be mainly accountable for:

• Equip front-end sales with practical guidance, value propositions and sales tools for digital solutions. Act as the Business Lines’ point of contact for IDS sales support.

• Participate in account planning with country teams to drive digital opportunities in target accounts with the right value proposition for each account.

• Work with the Solution Consulting leader and B&P leader to agree deliverables, owners and timelines. Coordinate inputs and follow through on commitments so opportunities progress without avoidable delays.

• Work alongside front-end sales at deal closure to strengthen the commercial offer, pricing and deal structure, balancing customer value, competitiveness and margin.

• Help sales prepare inputs for digital solution risk reviews and follow up on open actions so risks and commercial decisions are addressed in time for closure.

• Help sales navigate software licensing, subscriptions and contractual questions. Coordinate clarifications with legal and software specialists, bringing in the appropriate decisionmakers where needed.

• Challenge and coach sales teams to pursue larger, enterprise-wide opportunities. Help shape value-based propositions, stakeholder engagement and commercial approaches beyond individual-site or product-led sales

• Monitor digital sales activities in countries across Europe and report progress to relevant stakeholders. Consolidate forecasts for sales opportunities, orders and gross margin to support business reviews and resource planning.

Qualifications for the role

• At least 12 years of experience in industrial software sales, business development or commercial roles, with hands-on experience enabling sales and progressing complex opportunities from enquiry to order.

• A degree in engineering, business or a related field.

• An understanding of industrial software solutions and platforms, preferably in process industries, together with insight into customer challenges, market trends and competing solutions.

• Experience with software licensing, subscriptions, software as a service and recurring-revenue business models.

• Strong commercial judgement in pricing, deal structuring, software terms and risk reviews, with the ability to help front-end sales build competitive, value-based propositions.

• Experience coordinating solution consulting and proposal teams: agreeing deliverables, tracking commitments and resolving bottlenecks.

• The ability to influence and bring people together across functions and countries, including colleagues who do not report directly to you, and communicate clearly with sales teams, specialists and senior stakeholders.

• The ability to coach enterprise-scale and value-based selling

• A proactive, organised approach to follow-through, strong analytical skills and experience working with stakeholders to consolidate and report recurring orders.

• Fluency in English, both written and spoken.

• Willingness to travel as required by the role.

Benefits

• Parental Leave Program

• Stock program

• Retirement provision

• Flexible working hours

Please note: in the case of equal suitability, people with severe disabilities and their equals are given preference.

ABB AG

+49 (0) 621 381 3500

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