Strategic Account Manager

Strategic Account Manager

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.

At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ , abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

The Account Manager develops, implements and updates the account strategy for EL (Electrification) Market US (United States) in San Francisco, California, from the customer’s perspective.

You will be responsible to develop, implement and manage the account(s) strategy focused on growth, profitability and customer satisfaction. Coordinate the sales activities and manage resolution of specific customer problems.

This position reports to

Global Sales Manager

Your responsibilities

• Account strategies: Participates in the development of sales strategies for accounts by providing the customer’s current business and long term plans
• Sales targets: Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process
• Account plan: 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
• Customer 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
• Customer knowledge: Develops, maintains and shares detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision makers, customer business drivers, economic trends and competition
• Volume and profit: Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for all ABB business
• 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

• Bachelor’s degree and minimum 8 years of experience in Engineering, Project Management, Sales and/or Marketing
• Bachelor’s degree in an Engineering, Operations and/or related field is preferred but not required; Sales skills are the differentiator
• Sales/Business Development experience working with clients in the utilities and/or energy markets
• Willingness to travel
• Strong customer relationship skills; Exceptional analytical skills and leadership abilities
• Ability to develop sales strategies with businesses, provide insight to customers by navigating options & alternatives and coordinate activities involving multiple functions across a variety of businesses
• Strong analytical/communication skills required to determine, evaluate and report reasons for success, as well as obstacles of sales efforts, anticipate market change and forecast/communicate customers buying patterns & product requirements
• Ability to manage multiple projects while remaining organized & strategic to carry out the sales account plans
• Successful candidate must have an understanding of customer and company’s organizational structure, as well as strong business acumen / sense to determine when escalation is required
• Anticipates roadblocks, and alerts internal & external stakeholders appropriately
• Fosters teamwork that drives collaboration and teamwork
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Wellbeing program
• Healthcare plan

More about us

Electrifying the world in a safe, smart and sustainable way, ABB Electrification is a global technology leader in electrical distribution and management from source to socket. As the world’s demand for electricity grows, our 50,000 employees across 100 countries collaborate with customers and partners to transform how people connect, live and work. We develop innovative products, solutions and digital technologies that enable energy efficiency and a low carbon society across all sectors. By applying global scale with local expertise, we shape and support global trends, deliver excellence for customers and power a sustainable future for society. go.abb/electrification 

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:

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