Account Manager

At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. Write the next chapter of your ABB story.

This position reports to

Regional Sales Manager

Your role and responsibilities

Your role and responsibilities

• Accelerate Mining growth as Account Manager with Integrity, safety, customer focus & collaboration as main pillars. • Exceed assigned Mining industry orders received (OR) & gross margin (GM) budget with primary focus on growth, account penetration and capturing maximum share of customer spend. • Lead early engagement with End-users, OEM's and EPC & EPCMs at all levels with in assigned territory. Focus on decision makers from operations, project/maintenance engineers, procurement, mine managers as well as corporate leadership. Use value-added strategies with comprehensive key player maps for targeted accounts. • Responsible for active prospecting, developing & winning opportunities. Understand the return on investment, mining processes, organizational structure, operational challenges and buying behavior. Develop the opportunity capture team strategies based on ABB and competitive value propositions. • Establish and lead ABB teams for best-in-class customer experience and ensuring fast and accurate responses from ABB. Frequently travel to customer sites; visit frequency based on business potential; on average Three (3) face to face documented customer meetings per week are expected. Apply active personal actions to ABB technical and commercial proposals to improve customer satisfaction (NPS). Take responsibility of Complain Resolution Process, and pro-actively follow-up for timely resolution. Gather timely feedback on customer budget and ABB proposal position. • ABB CRM is SalesForce; ensure that all projects, opportunities, customer interface reports, account plans and contacts are documented/updated in Salesforce in a timely fashion. A weekly update is expected. Create, maintain, and share monthly updates of individual sales plans using SalesForce. Maintain an active sales pipeline at a minimum of triple the budget, rank the customers by their propensity to spend and specific customer/project activities. The plan should include information on local competition, a Three-year revenue & relationship growth strategy as well as a penetration growth plan. • Collaborate with account managers, market segment & proposal managers to develop strategic pursuit plans. Actively participate in review/analysis of customer specifications, go/no go review, ensure on-time response, provides target market price and position ROI as part of our offerings. Prepare value proposals if required; responsible for ABB’s on-time response to customer requests. • Improve portfolio visibility by engaging in creation of application sales collateral (such as value-added white papers), support in customer presentations, active participation in industry events, application training classes, competitive intelligence, social media, etc.

Qualifications for the role

• Engineering, Technology and/or Project Management designation.
• 3 to 5 years of exposure to Mining automation and electrification plus applications such as Hoisting, Grinding, Material Handling etc.
• Experience related to large project engineering/execution/construction approaches preferred.
• Self-starter, entrepreneurial character, sense of urgency and drive for results, motivated, positive outlook, willingness to take on new, complex, and unfamiliar tasks. Must be detail oriented, able to manage multiple tasks in a team environment and create positive collaboration with co-workers, suppliers & customers.
• Strong interpersonal, negotiation and communication skills with customers and co-workers are critical. Must always look for win-win solutions.
• Experience with Salesforce, SAP, accounting / financial transactions, contractual law.

Benefits

• Retirement plan
• Accident insurance
• Healthcare plan
• Wellbeing program

More about us

Process Industries division delivers complete electrification and automation solutions, industry-specific products and lifecycle services across industries. Engineering and delivering automation solutions from device to monitoring and control make our customers get more out of their investment; digitalization solutions including collaborative operations and augmented reality help improve plant and enterprise productivity, reduce maintenance and energy costs. Our engineering, project management, services and solutions portfolio covers a wide range of industries - Mining, Pulp & Paper, Metals, Aluminum and Cement, Data centers and Food and Beverage. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. For the ninth consecutive year, ABB Canada has been recognized as one of Canada's Best Employers by Forbes magazine. Consistently ranked as one of Canada's Top 100 Employers, Montreal's Best Employers, Canada's Best Employers for Young People, Canada's Greenest Employers and a long-time recipient of the Women in Governance Parity Certification, ABB's culture and commitment is to provide a caring workplace where everyone collaborates, feels valued, respected, included and supported. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process. ABB's Military Reservist Policy offers Canada's Reserve Force members the flexibility to undergo military training and activities while maintaining job security, seniority, pay, benefits, and privileges as ABB employees, including up to 15 paid working days per year for training, as well as extended leave for operations both in Canada and abroad, ensuring seamless career integration with our nation's defense forces. #LI-Hybrid