Senior Account Manager

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The Senior Account Manager develops, implements and updates the account strategy for Marine Systems, Process Automation Marine & Ports (PAMA) in Houston, Texas, from the customer’s perspective. You will be responsible for meeting Marine Systems sales targets and the supporting tasks required to do so. More specifically, responsible for developing customer relationships in the US Coast Guard and US Navy markets to support the growth and goals for ABB. Be a key driver on the team to ensure technical solutions meet the needs of the market, are correct and are marketable. Provide inputs and insights to product management. Responsible for supporting the preparation and validation of proposals for electrical and propulsion systems equipment. Create the bid proposals commercially and technically, with support from the Bid Management team, to North American Marine customers. Understands market requirements on technical & commercial specifications and work with the technical team to translate into ABB techno commercial proposal(s). Keep a focus on the market drivers and pursue independent research on new and emerging technologies. Manage multiple opportunities concurrently; develop positive working relationships with all customer touch points. Create added value for the customer and ABB by ensuring a deep understanding of the customers applications. Communicates details in accordance with ABB supply, offering and strategy. Instills customer confidence based upon strong technical understanding of products/systems and communication of that knowledge into customer solutions. Challenges internal and external to explore new options and solutions. This person will manage the day to day activities of the Americas sales territory, inclusive of pipeline management, sales strategy, cross selling opportunities, prioritization of existing and potential customers. As part of this objective, clearly communicate expectations to the ABB organization and manage to company objectives.

This position reports to

Segment Sales Manager

Your responsibilities

• We require a sales athlete; a player coach, someone who can sell but also manage the sales process to contract; consultative sales professional who is a hunter, tenacious, detail oriented and personable. Someone who is an independently motivated and results focused salesperson
• Someone who is open to change, values continuous improvement and creativity from a sales perspective. Someone who brings solutions to problems
• Understanding of the Coast Guard and Navy market requirements on technical & commercial specifications and work with the internal team to develop proposals
• Understand Shipyards and Designers drivers to meet US Government requirements
• Understands value add large technical systems sales processes with a long sales cycles (2 to 5 years) with multiply stake holders
• Utilize single line diagrams, list of materials and requirements to communicate ABB’s solution for the customer’s application
• Prepare and validate proposals for electrical equipment, as a team member or on individual basis
• Research competitors’ technical solutions to develop sales arguments
• Attend Customer meetings on proposal/technical clarifications as a team or on individual basis
• Coordinates marketing efforts utilizing internal or external resources to deliver value added marketing campaigns for assigned markets
• Liaise and fulfill 100% requirements with different stakeholders, customers, engineers, technical support personnel and project managers for the coordination during the sales/bid management
• Exhibit good cooperation with other ABB departments to foster environment of shared sales knowledge and best practices
• Analyze, review, revise, create new and innovative tools to improve existing sales/ quotation processes
• Work in accordance with ABB procedures using applicable tools during the proposal process. Salesforce and other sales related process tools
• Handing over of quality orders to project management under observation of the company processes
• Have responsibility to strategize and build the key customer relationships with customer/potential customers
• Travel to review customer vessels and installations as needed
• Travel to trade shows and conferences to support sales activities
• Participate on public panels and technical discussions to promote ABB solutions
• Total travel up to 50-75% mostly domestic North America; Approximately 2 international (Europe) trips per year

Your background

• Bachelor’s degree in Engineering related fields is preferred
• 10 years experience preferred in the maritime or electrical power transmission industry or in Sales and/or Business Development and/or Project Management
• Ability to receive US Government clearances as needed
• Proven accomplishments in understanding the Coast Guard and Navy market requirements
• Experience with Salesforce software is preferred
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

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

More about us

ABB Marine & Ports supplies world-leading technologies that are driving the evolution of sustainable shipping. Electrical propulsion, data-driven decision support and integrated solutions for ship and shore from ABB are paving the way to a zero-emission marine industry, providing greater efficiency and reliability to shipowners, and preparing vessels to meet the demands of tomorrow. Our automation and electrical solutions are making port and terminal operations safer, greener and more productive. ABB Marine & Ports operates in 26 countries and has 2,000 employees. www.abb.com/marine 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: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762. Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [email protected] Resumes and applications will not be accepted in this manner. #LI-Hybrid