HUB Sales Manager IMEA

Role overview

Sales strategy and execution

• Develop and execute the go-to-market model, sales mission, vision, and strategy for the assigned area.
• Lead sales targets, budgets, and efficiency objectives; execute the Hub strategy across workstreams.
• Define market presence, execution standards, and delivery model for the assigned division and area.
• Set targets and KPIs for volume, portfolio mix, and revenue; forecast results, identify gaps and risks, and lead growth initiatives.
• Achieve order intake, margin, and business objectives across IMEA; develop the sales funnel, especially Greenfield Automation opportunities.

Market, customers, and pricing

• Oversee teams monitoring competitive prices and identifying opportunities to improve pricing performance and profitability, in partnership with Pricing Management.
• Evaluate markets, customer needs, trends, competitors, and segmentation to identify strategic opportunities and strengthen market positioning.
• Own and communicate ABB’s value proposition; lead customer value proposition development and positioning, brand evolution, and strategic customer relationships.

Leadership, compliance, and safety

• Lead, develop, and coach the marketing and sales function to achieve business targets and customer satisfaction.
• Foster integrity, compliance, and ethical conduct under ABB’s Code of Conduct, policies, and applicable laws.
• Ensure a safe and sustainable work environment and take accountability for employee and contractor HSE performance.

Qualifications

• Relevant business or engineering degree and at least 15 years of international sales management experience.
• Experience working across IMEA is preferred.
• Strong executive and operational relationship-building, long-term planning, and enterprise deal-closing ability.
• Leadership and results focus, including alignment of matrix stakeholders around customer solutions.
• Process Automation knowledge, value-based selling capability, and a solid technical background.
• Understanding of Hub, Business Line, Division, and large corporate structures.
• Track record of strategic relationships in Automation and pipeline development for financial-based solutions selling.
• Willingness to travel to customers across the region.

Location and work model

• The role can be based in the UAE, Saudi Arabia, or Qatar.
• The source describes the work model as “hybrid/onsite” without specifying which applies.

About ABB