This position reports to:Regional Sales Manager
ABB Pulp & Paper Account Managers are pivotal in driving the success of our Solutions and Service sales strategies within the designated Sales Territory. This role focuses on targeted Paper Accounts, requiring a dynamic, enthusiastic, and proven leader capable of operating at both strategic and tactical levels.
The work model for the role is: Remote. Based in one of the following states: New York, New Hampshire, Massachusetts, Vermont, or Maine.
This role is contributing to the
Process Industries division, within Automation.Responsibilities:- Sales Strategy Execution: Develop, deploy, and manage sales strategies to meet Sales Volume and Margin targets.
- Value-Based Selling: Utilize value-based and ROI-based selling methodologies to effectively motivate potential clients to invest in ABB Solutions and Services.
- Customer Engagement: Cultivate strong relationships with key client representatives across engineering, process control, purchasing, and middle management levels (mill management, production, operations, maintenance, and engineering).
- Account Planning: Create comprehensive account plans detailing strategies, objectives, and opportunities, including upgrades, evolution plans, and customer service strategies.
- Competitive Analysis: Assess competing products/solutions and devise strategies to differentiate ABB's offerings.
- Presentations: Coordinate and deliver presentations on technical, operational benefits, product features, economic justification, and product differentiation.
- Sales Processes: Adhere to defined policies for sales pursuits, including safe driving, reporting, forecasting, proposal approvals, order-logging, risk reviews, and performance guarantees.
Qualifications:- Bachelor's degree with 8+ years of relevant experience, OR High School Diploma with 12+ years of relevant experience.
- Proven track record in sales, preferably within the Pulp & Paper or related industries. Demonstrated ability to drive sales activities at both strategic and tactical levels.
- Strong value-based and ROI-based selling skills. Excellent relationship-building and negotiation skills.
- Ability to effectively present to various levels within customer organizations.
- Familiarity with ABB's product portfolio and competitive landscape is a plus.
- Demonstrated leadership and strong presentation skills. Excellent communication skills.
- Willingness to travel up to 70% of the time.
We empower you to take the lead, share bold ideas, and shape real outcomes. You'll grow through hands-on experience, mentorship, and learning that fits your goals. Here, your work doesn't just matter, it moves things forward
What's in it for you We want you to bring your full self to work-your ideas, your energy, your ambition. You'll have the tools and freedom to grow your skills, shape your path, and take on challenges that matter. Here, your work creates impact you can see and feel, every day.
ABB Benefit Summary for eligible US employees[excludes ABB E-mobility, Athens union, Puerto Rico]
Go to myBenefitsABB.com and click on "Candidate/Guest" to learn more
Health, Life & Disability- Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
- Choice between two dental plan options: Core and Core Plus
- Vision benefit
- Company paid life insurance (2X base pay)
- Company paid AD&D (1X base pay)
- Voluntary life and AD&D - 100% employee paid up to maximums
- Short Term Disability - up to 26 weeks - Company paid
- Long Term Disability - 60% of pay - Company paid. Ability to "buy-up" to 66 2/3% of pay.
- Supplemental benefits - 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance
- Parental Leave - up to 6 weeks
- Employee Assistance Program
- Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
- Employee discount program
Retirement- 401k Savings Plan with Company Contributions
- Employee Stock Acquisition Plan (ESAP)
Time off
ABB provides 11 paid holidays. Vacation is provided based on years of service for hourly and non-exempt positions. Salaried exempt positions are provided vacation under a permissive time away policy.
