Regional Service Sales Manager

ABB LTD Pittsburgh , PA 15201

Posted 2 months ago

ABB is seeking a Regional Service Sales Manager, to serve our Power Grids division as a Regional Service Sales Manager (RSSM) within our Power Grid Service Sales team this person will be expected to present our service solutions to new and existing clients. Our successful candidate will be a highly motivated, collaborative and fast-paced sales hunter with a history of meeting or exceeding sales targets and a strong drive to succeed. As RSSM, you will have primary responsibility to drive service sales of electrical power equipment substation services and service projects, generating service sales opportunities and securing profitable sales with the designated region. The RSSM role will focus on installed equipment and sell the entire Service product portfolio of Power Grids in collaboration with the business line technical expertise. Developing Service sales account plans to ensure growth, building long-term customer relationships, driving high levels of customer satisfaction and ensuring immediate response to specific customer needs and issues are addressed are key success factors for this position.
2018-12-31

Senior professionals ( > 5 years of work experience)

Tasks:

Typical duties/responsibilities may include, but are not limited to, the following:

Service Sales Delivery

  • Contribute to and implement the service sales strategy. Develop and implement service sales account plans to ensure growth. Penetrate IB, promote various upgrade, retrofit and value add solutions to the benefit of the customers and ABB. Understands the channel strategy and the establishment of related prices and prepares sales plans, reviews them and proposes recovery plans) when needed. Regularly updates IB in ServIS (the approved Service database) with the changes made at customer sites.

Volume and Profit

  • Utilizes ServIS IB database to understand the existing IB and identifies and develops sales opportunities for Service products and solutions to penetrate the existing IB/new IB's in the market. Focuses on the entire Power Grids Service portfolio.

New Opportunities

  • Conducts sales calls with customer to promote Service offerings and performs customer facility walk-through sessions to identify services opportunities. Generates Service sales leads and develops new market opportunities by utilizing market trend information, identifying and exploring potential new service portfolios. Takes a One ABB approach to leverage ABB product and service portfolios

Customer approach

  • Establishes long-term customer relationships by understanding customer requirements and applicable regulations and demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM). Registers customer feedback and ensures customer satisfaction throughout the sales process.

Sales Process

  • Sells entire service product portfolio to expand ABB footprint in the designated region. Charts out and monitors sales proposals, tenders and follow s up. Prepares ABB's service offerings based on customer need and in coordination with sales account managers, business units, third party companies and local management. Communicates contract details in accordance with ABB offering and strategy. Manages administrative sales process.

Marketing

  • Acts as a marketer/salesperson of ABB's service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings). Translates the needs of customer into relevant ABB service offerings and solutions.

Health, Safety and Integrity

  • Contributes to risk assessments related to price and quality. Registers required information into SFDC. Ensures technical reliability, safety and cost effective solutions to satisfy customer's needs. Complies with health and safety directives.

Additional Responsibilities

  • Provide technical direction for service sales training to less-experienced staff. Support management with key data and insights on markets, opportunity tracking, and effective service selling tactics.

Requirements:

Basic Qualifications:

  • Bachelor's Degree with 5+ years of experience in sales, sales support, and/or service of power systems / solutions; OR
  • Associate's Degree with 7+ years of experience in sales, sales support, and/or service of power systems / solutions; OR
  • High School Diploma (or GED) with 9+ years of experience in sales, sales support, and/or service of power systems / solutions.

Alternatively, this position may be filled at a more senior level for the successful candidate meeting these basic qualifications:

  • Bachelor's Degree with 8+ years of experience in sales, sales support, and/or service of power systems / solutions; OR
  • Associate's Degree with 10+ years of experience in sales, sales support, and/or service of power systems / solutions; OR
  • High School Diploma (or GED) with 12+ years of experience in sales, sales support, and/or service of power systems / solutions.
  • A Master's Degree in required field = Credit given for 2 years of work experience
  • A PhD/Doctorate in required field = Credit given for 3 years of work experience

Preferred Qualifications:

  • Bachelor's degree in an Engineering or technical discipline is highly preferred

  • Previous experience working with electric substation equipment (i.e. Transformers, Switchgear, Circuit Breakers, etc.); recent technical sales and/or client-facing experience presenting electric substation equipment solutions is highly preferred.

  • Familiarity with Operations & Maintenance practices of electric substation equipment and substation construction.

  • Experience with Substation construction.

  • Experience negotiating long term substation service contracts.

  • Familiarity with multiple ABB power products and services.

  • Willingness to travel 60%.

Additional information

#LI-USA

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:

http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf

http://www1.eeoc.gov/employers/poster.cfm

http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.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 US-AskHR@abb.com. Resumes and applications will not be accepted in this manner.

Location:

Pittsburgh, Pennsylvania, USA

Contract type: Regular/Permanent Business unit: Business Unit Transformers

Date posted: 2018-10-05 Job function: Sales Publication ID: US66894215_E2

ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in power grids, electrification products, industrial automation and robotics and motion, 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 in ABB 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 147,000 employees. www.abb.com


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Regional Service Sales Manager

ABB LTD