• Create and manage outbound campaigns to generate leads • Provide detailed sales forecasts • Review customer activity, anticipate consumer needs and improve customer satisfaction • Build relationships with partners to facilitate the development and identification of co-selling opportunities • Manage current accounts following initial project kick-off to help identify add-on sales opportunities and managed services/on-going support • Gather, manage, and direct a virtual team of resources throughout the sales cycle • Consistently evaluate and qualify opportunities using a defined methodology for accurate forecasting of deals from the prospect stage through close • Act as an advocate to the potential buyer, leading them through the selling and purchasing cycles while clearly articulating the value of our solution offering • Work with partners to share pertinent information and cultivate mutually beneficial opportunities • Work with internal and external company partners to coordinate and facilitate field events for prospecting and demand generation • Accurately and consistently update the company CRM system with all information relevant to the prospect/customer and associated opportunities • Continuously stay abreast of market trends, competitive intelligence, internal value proposition, and any other relevant information to be an educator, advisor & SME to your clients

• Manage and generate profitable sales within relevant channels through the creation and execution of annual strategic sales plans • Maintain and expand regional customer base • Structuring of sales territories within region based on existing and potential market • Coordinating business review of direct reports • Conducting performance appraisals and providing regular performance feedback and development opportunities to employees • Ensuring proper training and continual reinforcement on CFS and CRM • Recruiting, developing and retaining talent • Conducting business review meetings with decision makers of identified major customers • Maintaining strong relationships with internal and external customers • Maintain at least quarterly ride-alongs with direct reports • Responsible for maintaining and monitoring budget • Responsible for presenting at quarterly regional business review • Conducting competitive analysis of market conditions annually

• Develop tactical and strategic customer plans to meet financial orders, sales and margin goals. • Call on industrial and utility customers to promote the services and products of the ELSE businesses to identify, develop and close orders. • Execute business objectives and have the ability to effect short-term and some long-term business goals • Lead strategic sales planning and execution to align ABB solutions with customer business needs. • Build and maintain strong, multi‑level customer relationships to drive long‑term partnership. • Identify growth opportunities, support sales activities, and negotiate contracts to advance customer objectives. • Track market trends, maintain accurate opportunity records, and recommend actions that support ongoing business growth.

• Drive the sales performance of the Traction Division for Railway and Mobile e Power for America. • Participate in sales strategy discussions, assigning goals and negotiating sales budgets and marketing plans. • Manage the sales team in the Americas Region, reporting directly to the Global Head of Sales Traction. • Responsible for Topline for all the Traction Business Lines. • Take overall responsibility for all the offers in the region; Contract / Risk versus Opportunity, Project Calculation, market Pricing, profitable growth. • Assist the sales team and customers throughout the sales process. • Identify customer needs and competitors’ offerings through market studies to ensure effective marketing and communication of value propositions. • Conduct market intelligence, early identification, and capturing of upcoming opportunities. • Conduct sales performance reviews, propose recovery plans for potential order shortfalls, and produce sales reports to assist in production planning.