• The Regional Sales Manager (HVAC) is an experienced industry influencer who works to grow ABB’s market share regionally by managing dedicated tier-1 Channel Partners and Commercial OEM customers • Communicating to the customers about details related to delivery time, payments, and general terms and conditions, in line with ABB’s offering and strategy. • Ensuring efficient marketing activities and communicates value propositions to customers. • Identifying and driving the development of new market opportunities in the designated market. • Managing administrative procedures in sales processes and supports cash collection and project management activities, when needed.

• Set the strategic growth plan for machinery OEM market with short-mid-long term milestones, and lead the growth plan execution with the team. • To lead and develop solution sales activities and demand for Low Voltage Drives at key OEM accounts across all segments. • Identify, develop potential OEM accounts target account list and prioritize prospects based on potential revenue and strategic fit. • Develop, prioritize and execute a 1-3 years business development strategy to engage with targeted OEM accounts. • Lead cadence with BDMs weekly to drive OEM pursuits and progress in the funnel and develop BDM domain expertise in the respective applications. • Work with Global teams/LSUs to coordinate activity with target OEMs. • Lead and manage application engineer team assigned to respective application of focus, and collaborate with other ABB Divisions and the Industry Team to develop sales opportunities. • Manage sales activities with emphasis on strategic profitable growth and predictable forecasting. • Develop the OEM sales and marketing plans in line with the LBU and global strategic plans. • Lead activities on OEM sales team for maintaining and expanding customer relationships, ensuring customer loyalty through excellent customer service as well as meeting all client needs appropriate to their business. • Meet or exceed assigned sales budget in targeted OEM business segment. • Maintain regular account summary reports for key OEM accounts and drive sales activities and account plans through SFDC. • Support Product Management & Marketing teams with specific value propositions from each of the application sales teams. • Develop sales focus and acumen to accelerate Automation Solutions opportunities in funnel pipeline.

• Exhibit a positive, friendly, and helpful attitude with customers and partners, being sensitive to their needs. • Establish and maintain customer relationships, learning and evaluating customer operations to identify objectives, requirements, and preferences. • Assist outside sales personnel with quotations, order processing/management, customer interactions, and internal communication with ABB factories and Aftermarket teams. • Work with Commercial Proposal Managers, Application Engineers, and Customers as required. • Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails. • Field website-generated service requests. • Route qualified opportunities to the appropriate sales managers for further development and closure. • Collaborate with Sales Directors to strengthen relationships with ABB partner organizations (IBC, Critical Power, Utility, etc.). • Support closing orders and achieving quarterly and yearly sales targets. • Generate Standard and Configured to Order proposals. • Process product & service quotations and drive continuous follow-up throughout the customer's purchasing cycle.

• Collaborate with Territory Managers to provide good case coverage and clinical outcomes for patients. • Serve as primary resource for clinical support in the areas of surgical coverage, troubleshooting and in-service education for company products. • Educate customer on the merits and proper clinical usage of company products. • Inform customers of the latest product, therapy and technology developments in the industry. • Actively engage in clinical, procedural and technical discussions and link data outcome to key messaging. • Meet with existing and potential clients (health care providers) to identify their clinical needs, goals and constraints related to patient care and provide creative and feasible solutions.