Christopher Kohl Email & Phone Number

Nuremberg, De

Cleveland, Ohio, Us

Zurich, Zh, Ch

ABB; Aurora, Ohio 2017-presentIndustrial Regional Vice President – South RegionManaged Industrial Drives, Soft Starters, and Control sales for Southern Region of the US. • Transitioned sales organization from third party rep model to direct selling model.• Terminated third party sales representative contracts and doubled the size of direct sales organization within a six month period.• Implemented sales forecasting process.• Held team accountable for semiannual bottom-up budget analysis/forecast process based around account planning, channel planning, and funnel management.• Managed team to biweekly funnel review and qualification process resulting in MOM forecasting quality improvement to within 15%.• Managed to sales performance program based on quality, direction, and quantity.• Quality – Managing to a measureable and repeatable selling process• Direction – Channel planning, account planning, and funnel management.• Quantity – Tying visit reporting to account segmentation, opportunities, and campaigns.

Zurich, Zh, Ch

Led sales and marketing organization for the US drive product division. • Responsible for leading ~125 person sales and marketing organization.• Member of Drives Business Senior Leadership Team.• Drove 24% YOY orders growth while improving contribution margin by 5%.• Led development and execution of 2025 sales and marketing strategy.• Market focused business development strategy through VoC driven solutions.• World class sales leadership: unparalleled customer experience.• Market segment focused business development.• Clearly defined go to market strategy: omni-channel approach.• World class sales and leadership: model and practices.• World class sales and leadership: marketing and sales training program.• Organizational enablement and optimization.

Zurich, Zh, Ch

Senior Manager – Sales Operations Appointed by Business Unit Vice President to the position of Senior Manager Sales Operations to provide strategic direction and implement customer centric sales culture to the drives organization. • Implemented sales training and sustainability program.• Directed customization of training content for ABB DMDR organization.• Developed tiered Customer Centric Sales professional program.• Implemented common selling processes and language for DMDR selling network.• Strategic sales implementation• Directed Salesforce.com go-live for DMDR organization.• Aligned CRM tool with customer centric sales process enabling sales management team to manage commercial activities to a high quality sales funnel• Integrated business planning• Developed processes and tools required to tie front end selling activities to business unit operations planning. • Implemented regional bottom-up sales planning activity.

Zurich, Zh, Ch

Responsible for delivering top line performance for the Drive Services organization by developing and implementing the US sales strategy. Transitioned selling organization from a reactive selling function to a demand generating culture. Managed the outside sales team, inside sales team, functional segment sales personnel, channel management, and customer service team within budget.

Zurich, Zh, Ch

Territory Sales Manager – Drive ServicesOwned, forecasted, and managed Drive Services sales activities for the Eastern half of the United States. Sales responsibilities include Low Voltage and Medium Voltage Drive Services. Drove sales growth through multiple sales channels including the ABB Process Automation sales organization, electrical distributors, and designated third party service organizations.• FY2011 - 112% sales target.• Worked with Drive Service engineers to develop market based pricing and sales strategy for ACS600 IGBT upgrade and drive refurbishment program. $700k run rate FY10.• Negotiated repair pricing contract with large mining OEM to convert third party to ABB drive repairs. Pricing agreement grew sales from $3k FY08, $55k FY09, $200k run rate FY10• Partnered with the ABB Power Plant sales organization to close 5 year medium voltage extended drive service contract with South Carolina utility provider - $128k.• Provided sales training and coaching for sales representatives, distributors, and designated service provider organizations.• Developed and implemented disciplined sales processes in conjunction with the Drive Service Sales and Marketing team including the use of a customer relationship management tool to properly track and forecast sales opportunities.

Milwaukee, Wi, Us

Rockwell Automation; Westerville, Ohio 2007-2008Columbus, Ohio Sales OfficeSales Engineer – Automation and Information SolutionsOwned, forecasted, and managed sales activities for a six county geographical area of the Columbus, Ohio sales branch. Sales responsibilities included the complete Rockwell Automation hardware, software, and services catalogue. Utilized Customer Centric Selling process and sales ready messaging to sell above the “money line” and optimize sales growth.• Managed account package 142% larger than standard package.• Lead local team responsible for sales growth at Central Ohio’s largest OEM customer.

Milwaukee, Wi, Us

Industrial Combustion and Power Generation TeamOwned and managed proposal activities for the Industrial Combustion and Power Generation horizontal market eastern United States region.

Milwaukee, Wi, Us

Technical lead responsible for maintaining point-of-contact relationship with customers while delivering controls solutions from inception to startup. Also responsible for applying new technology and developing programming tools while improving project margins.

Milwaukee, Wi, Us

Engineered safety systems related to the control of industrial and utility combustions systems.

Milwaukee, Wi, Us

Addison, Tx, Us

Industrial/Utility Combustion Equipment Engineering and ManufacturingDuct Burner Team, Heat Recovery and Steam GenerationProject EngineerSupervised duct burner projects from inception to startup.Engineering SpecialistMechanical design and engineering of duct burner system components including burners, fuel delivery equipment, structural systems, and thermal insulation systems.