This position reports to:
Sales Manager

The Regional Sales Manager manages Account Managers who have direct accounts to achieve respective financial goals established as part of the overall NAM Pulp & Paper sales plan. The Regional Sales Manager must be able to directly support the sale of all products, systems and service offerings in the ABB Process Automation Pulp & Paper portfolio, within the defined geography. ABB's Paper Industry Focused solutions portfolio includes Quality Control Systems, Coordinated Machine Drives & Motors, DCS, Web Inspection and Web Monitoring Systems, AutoLine Lab Measurement Systems, related Services, Digital and Optimization Services, L&W Lab Instruments, and MES.

Key Responsibilities:

• Positive and proactive management, coaching and leadership of the regional sales team to achieve annual regional and individual goals for order volumes and margins.

• Assist in determining opportunity pursuit strategies and help prepare proposals for large projects.

• Take leadership role in negotiating major customer agreements.

• Work in cooperation with Pulp & Paper Business Drivers, Product Managers and Market Segment Management to support development of strategic accounts or opportunities and to drive sales initiatives and campaigns.

• Track and forecast sales opportunities, including conducting monthly forecast reviews with assigned team and with Industry Lead.

• Provide sales feedback to marketing on competitive information, required product(s), features, and new market opportunities. Take ownership of specific customer issues and drive to resolution.

• Provide monthly report of regional performance, activities, business forecast, opportunity tracking, actions to improve performance, and business issues. Ensure assigned Account Managers are following established sales processes and are fulfilling reporting requirements (opportunity entries and visit reports in Salesforce.)

• Manage Opportunity Pipeline, providing continuous support and direction to the Account Managers.

• Develop and maintain senior management level contact with major accounts in assigned region. Establish, build, and maintain long-term customer relationships to increase market penetration and mitigate risk.

Qualifications:

• Bachelor's degree (Engineering degree preferred) with 6+ years of relevant experience selling a technical product or solution in a complex business environment; OR Associate degree with 8+ years of relevant experience selling a technical product or solution in a complex business environment; OR High school diploma and 10+ years of relevant experience selling a technical product or solution in a complex business environment.
• A strong team player with excellent organizational, verbal, and written communication skills is required. Must be willing, and able to travel as required to manage the Region and attend meetings (estimated up to 50%).
• Should understand the Market Segment Pulp & Paper portfolio of Systems, Products and Services, including DCS, QCS, Drives, Lab Measurement, and related Service offerings.
• Should have a general understanding of Pulp & Paper industry and of general Pulp & Paper production processes.
• Strong interpersonal skills, comfortable talking with customers, other salespeople, and related business contacts. Salesforce experience preferred.
• Strong customer presentation skills.

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.

While base salary is determined by things such as the successful applicant's qualifications and experience, this position is expected to pay between $100,500 and $140,000 annually and is eligible for a short-term incentive plan/annual bonus.