Business Development Manager - Modernization

ABB•Cleveland, OH

2d•Remote

About The Position

This position reports to: Service Manager. This role will focus on ABB Energy Industries Distributed Control System (DCS) installed base and drive Services business for control system upgrades, expansions, and evolutions. Drives service sales process in collaboration with the Service Sales Manager and/or Service Manager. Generates service sales opportunities and secures profitable sales within the designated area(s). Focuses on Installed Base (IB) penetration and sells the entire Service product portfolio in collaboration with other ABB service units. Builds long-term customer relationships and ensures immediate response to specific customer needs and issues. The work model for the role is: remote, ideally based in OH or TX.

Requirements

Bachelor’s degree in engineering, or equivalent technical degree.
8+ years of experience in automation systems.
DCS systems experience highly preferred.
Comfortable in front of customers and vendors.
Ability to lead technical training, lunch and learns, and demonstrations.
MS Office skills are a must.

Nice To Haves

Salesforce is preferred.

Responsibilities

Penetrates into IB, promotes various upgrade, retrofit, and value-add solutions to the benefit of the customer(s) and ABB.
Understands the channel strategy and the establishment of related prices and prepares sales plan, reviews them, and proposes recovery plan(s) when needed.
Utilizes IB database to understand the existing IB and identifies and develops sales opportunities for service products and solutions to penetrate the existing IB or new IBs in the market.
Updates IB in the Service database regularly with the changes made at site.
Focuses on the entire service portfolio to secure profit for assigned business / product groups.
Generates service sales leads and develops new market opportunities by utilizing market trend information and through identifying and exploring potential new service portfolios.
Sells entire service product portfolio to expand ABB footprint in the designated area(s).
Acts as a marketer/salesperson of ABB’s service products and solutions during marketing activities (campaigns, trade fairs, exhibitions, conferences, customer meetings).
Translates the needs of customer into relevant ABB Service offerings and solutions.
Establishes long-term customer relationships by understanding their requirements and applicable regulations and by demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM).
Documents customer feedback and ensures customer satisfaction throughout the sales process.
Registers required information into the appropriate customer database.
Plans and performs the right number of weekly sales visits and reports them on CRM.
Reports leads/opportunities, manages, and updates pipeline in CRM.
Updates and monitors sales proposals and tenders and follows-up on proposal statistics.
Communicates contract details in accordance with ABB offering and strategy and manages administrative sales processes.

Benefits

Health, Life & Disability
Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
Choice between two dental plan options: Core and Core Plus
Vision benefit
Company paid life insurance (2X base pay)
Company paid AD&D (1X base pay)
Voluntary life and AD&D – 100% employee paid up to maximums
Short Term Disability – up to 26 weeks – Company paid
Long Term Disability – 60% of pay – Company paid.
Ability to “buy-up” to 66 2/3% of pay.
Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance
Parental Leave – up to 6 weeks
Employee Assistance Program
Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
Employee discount program
401k Savings Plan with Company Contributions
Employee Stock Acquisition Plan (ESAP)
ABB provides 11 paid holidays.
Vacation is provided based on years of service for hourly and non-exempt positions.
Salaried exempt positions are provided vacation under a permissive time away policy.
Eligible for a short-term incentive plan/annual bonus.