ABB is seeking a Mining Systems Account Manager to serve our Industrial Automation division within our Process Industries (IAPI), Mining Sales team this person will be responsible for developing, deploying and controlling sales strategies for the new and existing Mining clients.The successful candidate must be energetic, enthusiastic, a proven leader and must demonstrate the ability to drive sales activities at both strategic and tactical levels. Candidate must have the ability to use value-based selling methodology and ROI-based selling techniques to motivate potential clients to purchase ABB solutions. The Candidate will need to effectively sell at several levels within the customers' organizations including engineering, process control, purchasing, and various levels of middle management (production, operations, maintenance, and engineering) as well as some upper management levels.
Professionals ( > 2 years of work experience)
Typical duties/responsibilities for sales may include, but are not limited to, the following:
Conduct sales calls with customers to promote ABB Mining offerings. Customers include mine owners as well as OEM/EPC companies doing business with mining customers.
Perform customer facility walk-through sessions to identify opportunities and capture installed base information.
Lead the development and implementation of sales account plans to ensure growth.
Recognize & develop mining opportunities to creatively meet customer needs and provide solutions.
Work with multiple sales account managers, business units, and third party companies to structure successful cope of supply.
Establish, build, and maintain long-term customer relationships.
Develop, execute and drive capture strategies for opportunity-specific sales pursuits.
Manage sales activities and close sales opportunities into ABB orders.
Support management with key data and insights on markets, opportunity tracking, and effective selling tactics.
Maintain an accurate sales forecast within current forecasting tools (SalesForce.com).
Maintain full compliance with all ABB Policies, Laws, and Regulations (including Operational Health and Safety requirements).
Achieve input and buy-in from management.
Support the proposal development process by communicating strategies and key customer issues and by being responsive to the proposal team and when needed by directly involving in proposal process.
Deliver on results in meeting sales volume and margin targets.
Understand the scope of each solution or product along with the value that is delivered by each solution or product in the complete portfolio of solutions offered by ABB IAPI.
Develop and maintain close working relationships with client representatives responsible for making or influencing purchasing decisions. Interact with relevant parties to negotiate sales, develop terms, resolve disputes and address quality-related issues.
Develop account plans that include account strategies, objectives, and identifying opportunities.
As required, form and lead capture teams as required for a sales pursuit.
Evaluate and assess competing products / solutions and their market positions; develop and implement strategies and plans to differentiate from the competitors.
Coordinate and make presentations to customers. Presentations may cover technical, operational benefits, product features, economic justification, product differentiation, etc.
Additional duties may be assigned, as required.
Alternatively, this position may be filled at a more senior level for the successful candidate meeting these basic qualifications:
Bachelor's degree in an Engineering and 5 years of experience with mining industry sales.
Previous experience working with Mining industry solutions (i.e. Hoists, Electrification, Drives, Automation, etc.); recent technical sales and/or client-facing experience presenting industry solutions is heavily preferred.
Familiarity with Operations & Maintenance practices of mining industry equipment and process.
Experience in negotiating sales contracts.
Ability to technically understand customer needs and develop ABB solutions.
Ability to successfully manage multiple priorities concurrently.
Ability to listen effectively and understand customer needs.
Ability to clearly present ABB value propositions to the customer.
Self-starter & team-player attitude able to work well with others in a proactive manner.
Working knowledge of commercial and legal terms and conditions.
Familiarity with multiple ABB power products and services.
Willingness to travel 75%.
Strong communication skills (verbal and written) and presentation skills.
Candidates must already possess work authorization that permits them to work for ABB in the US.
US citizen preferred.
This position requires residence in the Western US.
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:
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 US-AskHR@abb.com. Resumes and applications will not be accepted in this manner.
Phoenix, Arizona, USA
Contract type:Regular/PermanentBusiness unit:Business Unit Process Industries
Date posted:2019-03-12Job function:SalesPublication ID:US65367204_E9
ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in electrification products, robotics and motion, industrial automation and power grids, serving customers in utilities, industry and transport & infrastructure globally. Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions: bringing electricity from any power plant to any plug and automating industries from natural resources to finished products. As title partner of Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 135,000 employees. www.abb.com