Business Development Manager – Food & Beverage

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As a Business Development Manager, you will be responsible for Business Development activities to include brand and product acceptance, coordination with Channel Sales and Channel Programs, leading execution sub-segment strategy and define go-to market approaches in Motion Drive Products in the United States. We have five openings and each will be focused on one the following sub-segments of Food and Beverage Business Development i.e. Dairy, Protein, Ingredients, Fruits, Vegetables & Fertilizers, Beverage and Liquid Refreshments and Packaged Foods

This position reports to

Director - Food and Beverage Segment

Your responsibilities

• Generate brand and product acceptance through AVL (authorized vendor lists) and GFA (Global Frame agreements) at associated end-user Food & Beverage production facilities
• Close coordination with Channel Sales and Channel Program peers to create and support Food & Beverage programs to drive strategic engagement with aligned Channel Partners
• Through disciplined sales process documenting customer stakeholders, buying behaviors (local authority vs. CAPEX/Project approval process), corporate initiatives (respective areas of focus within their business regarding applications), understanding of incumbent brand preferences as the specific value pertains to their organization
• Clearly communicating attack vectors through product positioning to execute on ABB placement within AVL or GFA
• Leverage knowledge of industry trends and customer needs to develop and deliver compelling value propositions
• Leading execution sub-segment strategy and define go-to-market approaches to achieve the Food & Beverage segment goals
• Support and advise the global Food & Beverage team, quarterly, with US market insights/trends and activities and through feedback incorporates localized activities needed from the United States Market to support ABB Global Food & Beverage strategy
• Strong business acumen and understanding of internal functional teams and process standards to effectively define and negotiate customer expectations within contracts and frame agreements

Your background

• Bachelors degree with minimum 8 years of experience with sales in the industrial Food and Beverage market and industrial equipment applications such as centrifuges, separators, mixers, shredders, grinders, hammermills and adjacent equipment and processes required
• Travel up to 70% nationally throughout all the regions of the US required
• Demonstrated success in assessing and analyzing customer needs and projected requirements and providing application solutions through interpreting, translating and explaining detailed technical ideas to technical and non technical audiences highly preferred
• Demonstrated experience in establishing and using reverse funnel to calculate quarterly and annual goals and targets highly preferred
• Proven domain expertise in subsegments and applications in the industrial F&B (Food & Beverage) Industry as evidenced by published white papers, industry subcommittees membership and industry standards recommendations highly preferred
• Demonstrated success in achieving AVL product specification from customers by providing application solutions for F&B sub-segments such as Protein, Dairy, Ingredients, Grains, Beverages, Soups, Snacks and Baked Goods highly preferred
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Healthcare plan
• Wellbeing program

More about us

ABB Drive Products is a technology leader serving industries, infrastructure and machine builders with world-class drives. With our products, global scale and local presence, we help our customers to improve energy efficiency, productivity and safety. Our people and culture are the foundation of our success. We all together make the difference for our customers every day. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762. Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to US-AskHR@abb.com. Resumes and applications will not be accepted in this manner. #LI-Remote