Business Development Manager – Food & Beverage ( VFDs)

Overview

Business Development Manager for ABB Drives in the Food & Beverage segment, driving new business growth through ABB's AVL and GFA status at end-user F&B production facilities, reporting to the Segment Director, Food & Beverage.

What you'll do

• Generate new business growth by capitalizing on ABB Drives AVL (authorized vendor lists) status and GFA (Global Frame agreements) secured at associated end-user Food & Beverage production facilities.
• Coordinate closely with Channel Sales, Channel Program and OEM Team peers to create and support Food & Beverage programs that drive strategic engagement and new business growth with aligned Channel Partners.
• Document customer stakeholders, buying behaviors (local authority vs. CAPEX/Project approval process), and corporate initiatives, identify customer projects and pursue ABB opportunities.
• Clearly communicate attack vectors for new business growth via product positioning and solutions to harvest new business from ABB status within customer AVL or GFA.
• Leverage knowledge of industry trends and customer need to develop and deliver compelling value propositions.
• Lead sub-segment strategy execution and define go-to-market approaches to achieve the Food & Beverage segment growth goals.
• Support and advise the global Food & Beverage team quarterly with US market insights and trends, and provide feedback on localized activities needed to support ABB Global Food & Beverage strategy.

What you'll need

• Bachelor's degree in Engineering, Business or related field and 8+ years of experience, OR Associate's degree and 10+ years of experience, OR High School Diploma and 12+ years of experience with capital assist 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.
• Experience with low voltage Variable Frequency Drives (VFDs), motors and related equipment and their application solutions for industrial equipment used in F&B sub-segments such as Protein, Dairy, Ingredients, Grains, Beverages, Soups, Snacks and Baked Goods.
• Demonstrated success in assessing and analyzing customer needs and projected requirements and providing application solutions by interpreting, translating, and explaining detailed technical ideas to technical and non-technical audiences.
• Salesforce.com use, experience, credentials, skills, exposure.
• Demonstrated success in achieving new business growth by capitalizing on AVL (Approved Vendor List) product specification from customers.
• Valid US Driver's License.
• Existing work authorization that permits working for ABB in the US.

Nice to have

• Proven domain expertise in sub-segments and applications in the industrial F&B industry, as evidenced by published white papers, industry subcommittee membership and industry standards recommendations.

Details

• Remote in Missouri or Kansas.
• Up to 70% business travel domestically across all regions of the US.
• Supports ABB's Motion Drive Products division in New Berlin, WI.
• Expected pay between $100,500 and $160,800 annually; bonus eligible.