Technical & Design Promotion Specialist aka Field Application Engineer (FAE)

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.

ABB's Distribution Solutions Division provides utility, industrial and commercial customers with safe, smart and sustainable technologies for the distribution of electricity. With ABB AbilityTM enabled digital solutions at its core, our extensive portfolio includes distribution automation products, switching, limiting, measuring and sensing devices, switchgear, modular substation packages, and related services. Plan and implement proactive promotional activities for the assigned target audience (consultants, design institutes, engineering/architect offices, authorities etc.) in order to create the market demand and need for the features/products. Build long term customer relationships and identify and develop sales opportunities by introducing, presenting and educating the target audience about ABB products and tools. This position’s primary objective is to meet/exceed the business targets and their associated key performance indicators defined by the National Field Application Engineering (FAE) Manager. This regional specialist executes strategies jointly formulated between the National FAE Manager and the leadership teams for Electrification Distribution Solutions (ELDS) and Electrification Smart Building / Smart Power (ELSB/SP) business lines. This position is dedicated to demand creation, building a healthy opportunity pipeline and assist-ing our sales teams in securing business. We are responsible for delivering technical support by providing value engineering when and where needed within the region. The team’s main specify-ing efforts will be at targeted Industrial EPC’s and commercial consultants where our LV & MV power systems and ABB Ability digital platform will be specified to differentiate our value pro-posal. This position is also accountable to ensure that each identified CAPEX & OPEX business oppor-tunity is properly created, tracked and monitored in SFDC, by following precisely the different stage gate for each opportunity. The FAE will take active engagement in the bi-weekly cadence meetings and will provide clear visibility on pipeline management forecast.

Your responsibilities

• Meet or exceed sales targets and associated key performance indicators.
• Develop, deploy, execute & monitor the commercial plan jointly formulated with the business lines.
• Ensure “Push and Pull” specifications methodology is done by properly defining both the specifiers and the End-Users related to a specific project.
• Develop sales/business plans, establish call plans, identify account profiles and execute the sales plan to convert targeted specifiers to accept ABB LV & MV products & solutions.
• Support the various ABB Business segment leaders and sales teams from various ABB busi-nesses.
• Identify business opportunities, log these opportunities in the ABB SFDC CRM, and maintain the opportunity pipeline.
• Utilize superior product & equipment knowledge and expertise, competitive information and customer knowledge to specify the EL LV & MV offering at consultant level to cover the cus-tomer's/end-users present and future needs.
• Regularly provide feedback on conversion progress for each targeted customer and / or CAPEX Projects.
• Provide ideas to accelerate growth, solve potential road-blocks such as the technology road map.
• Collaborate with the various product marketing team members for specific sales by applica-tion and by product families.
• Regularly provide training sessions to customers and sales teams to boost skills and compe-tencies on all ELDS and ELSB/ELSP LV & MV products and solutions.
• Collaborate and support other ABB business’ sales teams on selling the EL portfolio.

Your background

• Electrical engineering degree, an active member of the Professional Engineers Ontario (PEO) as-sociation.
• 5 to 10 Years of commercial and industrial market segment experience with MV & LV equipment.
• 5 to 10 years of experience in sales with specific accomplishment of securing major projects, cov-ering commercial and industrial consultants.
• 3 - 5 years of strategic account management experience.
• Fluent in English (spoken and written). Other languages beneficial.
• Good working knowledge of LV & MV electrical distribution, automation and control products.
• Good understanding of the customer’s problems, needs and challenges as well as industry-specific knowledge preferred.
• Good insights on competitive landscape, competitor’s offering, and competitor’s go-to-market model.
• Good capacity to listen with analytical and technical skills.
• Strong communication & interpersonal skills with great negotiation and influencing skills.
• Autonomous, entrepreneurial & team spirit.

Benefits

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

More about us

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 8th year in a row, ABB Canada has been recognized as one of Canada’s top employers by Forbes Magazine. Also named as Canada's Top 100 Employers, Montreal's Top Employers, Canada's Top Employers for Young People, Canada’s Greenest Employers and in 2021 Best Candidate Experience Award (CandE Award), ABB's culture and commitment are 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. #LI-Hybrid