Account Manager - Pulp & Paper, Northeast at USABB ABB Inc. — Remote

This position reports to:

Regional Sales Manager

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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.

What's in it for you

More About Us

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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

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