Chez ABB, nous aidons les industries à aller plus vite, de manière plus efficace et plus propre. Ici, le progrès est une attente, pour vous, votre équipe et pour le monde. En tant que chef de file mondial, nous vous donnons les moyens de faire avancer les choses. Ce ne sera pas toujours facile, car grandir demande de la ténacité. Mais chez ABB, vous ne serez jamais seul dans cette course. Run what runs the world.
Ce poste relève de :
Head of Sales & Business Development BA
Your role and responsibilities
In this role, you will have the opportunity to be responsible for the sales of BMS and Building Automation solutions of ABB in Canada, in line with the division strategy. Each day, you will achieve both qualitative and quantitative sales targets to ensure sustainable order growth, revenues, profitability, market share, and customer satisfaction. You will also showcase your expertise by identifying and developing new sales opportunities.
The work model for the role is: Hybrid
This role is contributing to the Smart Buildings - Building Automation in the Central and Western regions of Canada.
You will be mainly accountable for:
Business: ABB Electrification – Building Automation
Territory: West & Central Canada
Role purpose
Drive profitable growth for ABB’s Building Automation and IoT-enabled solutions across West & Central Canada by expanding the customer base and strengthening partner coverage with end users, consultants, contractors, and system integrators. Own the territory sales plan, pipeline, and forecast.
Key responsibilities
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Grow revenue and share through new customer acquisition and expansion of existing accounts across commercial and institutional buildings.
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Sell and position IoT-enabled building solutions, including HVAC controls, BMS, room automation, and lighting controls, aligned to customer outcomes (comfort, efficiency, uptime, sustainability).
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Build relationships and influence specifications with end users/owners, consulting engineers, MEP firms, contractors, and system integrators.
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Develop and execute territory and key account plans, including target lists and pursuit strategies for strategic projects.
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Grow and optimize partner coverage by developing existing partners and appointing new partners where needed (system integrators, electrical contractors, controls contractors).
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Lead the full sales cycle: qualification, solution positioning, proposals/quotations, negotiation, and closing.
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Maintain strong pipeline hygiene and forecast accuracy using ABB CRM (e.g., Salesforce); run a disciplined weekly/monthly sales cadence.
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Coordinate with internal teams (marketing, product management, engineering, operations, technical support) to win projects and ensure strong delivery and customer satisfaction.
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Track market and competitor activity and provide input to pricing, positioning, and go-to-market actions.
Qualifications
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Experience: Minimum 5 years (building automation/BMS)
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Demonstrated sales experience, working with system integrators across multiple project types and customer segments.
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Strong technical understanding of building automation systems, including HVAC technologies and integrated building solutions.
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Ability to collaborate effectively with technical and non‑technical stakeholders to support complex project requirements.
We empower you to take initiative, challenge ideas, and lead with confidence. You’ll grow through meaningful work, continuous learning, and support that’s tailored to your goals. Every idea you share and every action you take contributes to something bigger.
ABB may utilize Artificial Intelligence (AI)–enabled tools as part of its recruitment and selection processes. These tools are used solely to support and enhance decision-making; final hiring decisions are made by ABB recruitment professionals. ABB is committed to ensuring that all recruitment practices are conducted in a fair, transparent, and non-discriminatory manner, in compliance with applicable laws.
While base salary is determined by things such as the successful applicant’s qualifications and experience, this position is expected to pay between $89,400 and $131,120 annually. This position is a replacement of a current role
ABB valorise le dévouement, l’engagement et l’expertise de ses employés. En tant qu’employeur souscrivant au principe d’équité d’emploi, nous croyons en l’importance d’une main-d’œuvre inclusive et diversifiée. Nous nous engageons à faire en sorte que nos politiques et pratiques soient alignées avec le Programme d’équité en matière d’emploi, dans le but de constituer une équipe véritablement représentative des quatre groupes désignés :
- Les femmes
- Les peuples autochtones
- Les membres des minorités visibles
- Les personnes en situation de handicap
ABB s’engage à offrir des mesures d’adaptation raisonnables aux candidats en situation de handicap et encourage les personnes à s’auto-identifier durant le processus de candidature.
