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The Industry and Account Manager develops, implements and updates the account strategy for Analytical Sales, Process Automation Measurement & Analytics (PAMA) in Houston, Texas, from the customer’s perspective. You will be responsible to develop, implement and manage the account(s) strategy with focus on growth, profitability and customer satisfaction. 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. This position will be supporting end users in the oil and gas industry.
This position reports to
Manager, Industry & Account Management
Your responsibilities
- Account Strategies: Develop 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
- Sales Targets: Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process
- Account Planning: Leads 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
- Account Relations: Establishes 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
- Volume and Profit: Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit
- Market Activity: Monitors competitors activity with each account and ensures that appropriate response strategies are formulated and implemented
- Sales: Creates added value for the customer and ABB by ensuring a coordinated sales approach (example frame agreements)Communicates details in accordance with ABB supply, offering and strategy
- Marketing: Coordinates the use of internal or external resources (example technical, advertising and marketing) in order to provide value added services to accounts
Your background
- Bachelors degree in a technical and or business discipline and minimum 5 years of experience in account sales and/or business management
- Highly self directed, single contributor with demonstrated relentless sales pursuit mentality
- Leadership experience in sales, engineering and operational projects
- Experience in strategic and operational planning
- Ability to anticipate customer needs and market trends
- Strong, well developed verbal communication, influencing, coaching and leadership skills
- Willingness to travel 25%
- Candidates must already have a work authorization that would permit them to work for ABB in the US
More about us
ABB's Measurement & Analytics division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers. With thousands of experts around the world and high-performance digital technology, ABB's team is dedicated to making measurement easy for its industrial and energy customers to let them operate more efficiently and profitably. 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 ABB ABB 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.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As 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.
Publication ID: US90307527_E1
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