This position reports to
Manager, Industry & Account Management
Your role and responsibilitiesIn this role, you will have the opportunity to develop, implement and manage the account strategy with a focus on growth, profitability and customer satisfaction in the Industrial Gas Market for end users such as Air Products, Matheson, Linde and Air Liquide. Coordinate the sales activities and manage resolution of specific customer problems. Reporting to the Head of Industry and Account Management, you will work directly with front-end sales, service and ABB’s channel partners on bidding strategy, product positioning and overall pursuit of business growth opportunities. You will join a high-performance account management team with the collective passion and high energy to deliver the division growth plan according to market needs, division strategy and targets.The work model for the role is remote. #LI-RemoteThis role is contributing to the Process Automation Measurement & Analytics division in Houston, TX.You will be mainly accountable for:•\tDevelop both short- and long-term strategic growth and business plans in close collaboration with Front End Sales (FES) and service that drive and support long-term profitable growth, tracking and reporting performance metrics within the SalesForce (SFDC) tool. Key accounts specifically in industries such as mid-stream O&G and Industrial Gasses.•\tDefines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process.•\tLeads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls.•\tEstablishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates and conducts customer negotiations.•\tDevelops, maintains and shares detailed knowledge of the customers’ business strategy, purchasing behavior, organization, decision makers customer business drivers, economic trends, andcompetition.•\tSells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit.•\tMonitors competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented.•\tCreates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy.Our team dynamics You will join a talented team, where you will be able to thrive.
Qualifications for the role\tBachelors degree in a technical and or business discipline.\t5+ years of relative experience in account sales and/or business management.\tProduct knowledge with process and analytical and instrumentation equipment is a significant plus.\tExperience with ERP systems, SAP preferred\tExperience with CRM tools, Salesforce preferred\tLeadership experience in sales, engineering and operational projects\tExperience in strategic account and sales planning.\tAbility to anticipate customer needs and market trends.\tUp to 35% domestic travel required
More about usThe Measurement & Analytics Division is among the world’s leading manufacturers and suppliers of smart instrumentation and analyzers, working at the heart of industrial digital transformation. The Measurement & Analytics Division’s portfolio consists of analyzers measuring compositions of gases and liquids; instrumentation measuring process variables such as temperature, pressure, flow, and level; force measurement solutions measuring parameters such as flatness, thickness, and tension; and advanced digital solutions for device management, device health check and predictive maintenance. The Measurement & Analytics Division serves key industries such as oil and gas, chemical, water and wastewater, power, hydrogen, batteries, as well as the marine industry. The Division enables the optimization of industrial processes by providing and analyzing data collected from sensing and smart measurement devices. Parameters such as emission levels and production inputs are measured by providing ‘before’ and ‘after’ values, enabling efficient operations and environmental sustainability through measurement. #LI-RemoteWe value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStoryWe look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.Equal Employment Opportunity and Affirmative Action at ABBABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites:https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdfhttps://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdfAs an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to US-AskHR@abb.com. Resumes and applications will not be accepted in this manner.We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.Equal Employment Opportunity and Affirmative Action at ABBABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites:https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdfhttps://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdfAs an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to US-AskHR@abb.com. Resumes and applications will not be accepted in this manner.While base salary is determined by things such as the successful applicant’s qualifications and experience, this position is expected to pay between $74,900 and $139,100 annually and is bonus eligible.myBenefitsABB.com