Commercial Operations Manager

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This Position reports to:

As Regional Commercial Operations Manager, you will drive sales growth by supporting the Regional Managing Director in the design of tools, processes, and improvements deployable across sub-regions.

The leader will have an impact on the acceleration of process improvements for sales, driving consistency and best practice sharing globally. Supporting the transformation of an extreme decentralized sales model to a balanced centralized model to drive efficiencies and decrease workloads and redundancies.

This position will be accountable to drive excellence in commercial operations including standardizing business reviews, forecasting, sales targets and performance metrics, and sales enablement. Driving improvements and adoption of modern selling tools, including customer satisfaction scores. This position is also responsible for ensuring adoption and compliance with key sales processes is: risk reviews, contract negotiation terms and conditions, third party mgmt. and other contractual agreements.  

Your responsibilities:

• Implements end-to-end (from lead to order) sales processes which align to the global strategy and targets
• Focuses on the achievement of forecasting accuracy, and pipeline management, to accelerate conversion. Establishes KPIs to ensure sales systems hygiene, adoption, and data quality metrics are achieved.
• Leads and standardizes the processes across the Lead to Order process, focusing on demand creation, quotations, customers/products/commercial master data, sales policies and contracts management, strategic sales (Salesforce) adoption and data quality.
• Drives adoption of new sales productivity tools. Strong focus of pipeline mgmt. and forecasting to achieve targets.
• Works with marketing to coordinate campaigns, events, and overall strategy for lead generation and new customer acquisition
• Implements optimization plans to improve operational excellence and customer satisfaction, alongside the inquiry-to-delivery and after-sales support processes.
• Ensures the implementation of the integrated business planning process and tools across local teams
• Coaches and trains the sales teams in developing detailed gap analysis across the sales operations and customer support processes
• Follow important guidelines regarding Integrity and Safety in every situation, and comply with all Internal risk reviews, and compliance guidelines. This role should lead by example.
• Develops and tracks performance related KPIs, Span of control, productivity, target setting and performance evaluations
• Supports special global projects, or initiatives which might need global incubation before being rolled out globally

Your background

• Requires a minimum of a bachelor's degree in engineering, business, or an equivalent degree
• Requires at least 15 years of experience with progressive career in roles such as sales, commercial operations, customer success, sales process consulting
• Experience in developing business strategies and go to market changes
• Market Intelligence
• Experience with customer surveys, NPS, VOC tools, etc.
• Regulation & Legal Compliance, contract management experience
• Experience with pricing tools is a plus
• Budget & Performance Targets
• Account Management
• Business Development & Adoption
• Sales Enablement, experience with tools to accelerate onboarding, new technology training, and sales communication
• Understanding of alternative go to market routes, like ecommerce, distribution, value provider programs is needed
• Experience building a team from scratch, or developing a new function. Track record
• Change management and Team transformation experience

We value people from different backgrounds. Could this be your story? Apply today or visit to read more about us and learn about the impact of our solutions across the globe.