Regional Sales Manager, LATAM - NEMA Motors Division (flexible location)

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This position reports to:

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Your role and responsibilities

The Regional Sales Manager is a regional business owner - not a traditional sales leader - who reports directly to the EVP International Sales as part of the core international leadership team. The Regional Sales Manager has full end-to-end accountability for all commercial activities in their assigned geography, including strategy, customer development, quotation, orders, delivery, invoicing, and cash collection.

Operating with entrepreneurial autonomy, the RSM holds the regional P&L, leads a distributed team of country managers and sales professionals, commercializes the portfolios of three Global Business Lines across their region, and coordinates with Global Operations for supply chain support. Beyond day-to-day sales execution, the RSM serves as ABB Motion's strategic eyes and ears in the market, actively identifying growth opportunities, market gaps, competitive dynamics, product adaptation needs, and acquisition targets - providing structured, actionable market intelligence that directly informs global product strategy and organizational decisions, rather than simply managing existing business.

The work model for the role is: hybrid ; #LI-Hybrid

The role is contributing to the Motion / NEMA Motors Division globally.

You will be mainly accountable for:

• Regional Business Strategy & Market Development – Define and execute go-to-market models, develop 3-year regional strategies, drive profitable growth, identify whitespace opportunities, and expand market share across new and existing customer segments in the assigned region.
• Sales Performance & P&L Accountability – Own the regional P&L including orders, revenue, gross margin, and profitability; drive order and margin targets; manage costs, EBITA profit, and working capital; and maintain financial discipline across all commercial metrics.
• Customer Relationship & Account Management – Build and maintain senior-level customer relationships; provide trusted advisory services to key accounts; manage channel partners and account coordination; and drive best-in-class customer experience across the region.
• Market Intelligence & Portfolio Feedback – Gather market insights on competitive landscape, pricing dynamics, and application trends; provide structured feedback to product leadership on portfolio gaps, certifications, and product adaptation needs; and identify acquisition targets or partnership opportunities.
• LSU Partnership & Sales Team Leadership – Lead and inspire Area Sales Managers and sales professionals; develop comprehensive sales plans with local sales units aligned to regional goals; drive quarterly business reviews; and create a high-performance team culture with strong accountability and continuous improvement.
• Sales Planning & Performance Management – Develop and drive regional sales plans with clear objectives and action plans; analyze channel and segment results; monitor KPIs and trends; identify deviations; and implement corrective actions to meet budget expectations and strategic objectives.

Qualifications for the role

• 12+ years of senior commercial leadership in industrial B2B environments, ideally in drives, motors, or related automation technologies
• Proven track record of profitable multi-country sales growth with direct P&L accountability - including both defending existing business and winning new market share
• Demonstrated experience developing markets and expanding customer bases, not just managing existing accounts
• Experience providing structured portfolio and pricing feedback to product or business line organizations - and influencing product strategy based on market intelligence
• Ability to identify and articulate product adaptation, certification, and infrastructure needs with commercial specificity and business case rigor
• Demonstrated commercial instinct for identifying acquisition targets or partnership opportunities that accelerate market access or capability
• Experience leading geographically distributed sales organizations end-to-end, including back-office execution functions
• Strong strategic mindset combined with hands-on execution capability and disciplined performance management across the full commercial cycle
• Fluency in English and other regional languages.

Assets

• Familiarity with ABB Motion's portfolio (drives, motors, services) and its competitive landscape internationally, NEMA Motors is a plus
• Experience navigating complex matrix organizations across business lines, product management, and geographies
• Prior involvement in M&A processes, market entry studies, or footprint planning in an industrial context

More about us

ABB’s NEMA Motors Division is a marketer, designer and manufacturer that offers Baldor-Reliance® industrial electric motors, primarily in North America. The Division focuses on quality, reliability and efficiency to provide a comprehensive offering of NEMA motors in the market across most industrial segments and applications.

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We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website www.abb.com.

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