Regional Sales Manager - South Central Region, Pulp and Paper

ABB•Remote, TX

7d•$100,500 - $140,000•Hybrid

About The Position

The Regional Sales Manager manages Account Managers who have direct accounts to achieve respective financial goals established as part of the overall NAM Pulp & Paper sales plan. The Regional Sales Manager must be able to directly support the sale of all products, systems and service offerings in the ABB Process Automation Pulp & Paper portfolio, within the defined geography. ABB’s Paper Industry Focused solutions portfolio includes Quality Control Systems, Coordinated Machine Drives & Motors, DCS, Web Inspection and Web Monitoring Systems, AutoLine Lab Measurement Systems, related Services, Digital and Optimization Services, L&W Lab Instruments, and MES.

Requirements

Bachelor's degree (Engineering degree preferred) with 6+ years of relevant experience selling a technical product or solution in a complex business environment; OR Associate degree with 8+ years of relevant experience selling a technical product or solution in a complex business environment; OR High school diploma and 10+ years of relevant experience selling a technical product or solution in a complex business environment.
A strong team player with excellent organizational, verbal, and written communication skills is required.
Must be willing, and able to travel as required to manage the Region and attend meetings (estimated up to 50%).
Should understand the Market Segment Pulp & Paper portfolio of Systems, Products and Services, including DCS, QCS, Drives, Lab Measurement, and related Service offerings.
Should have a general understanding of Pulp & Paper industry and of general Pulp & Paper production processes.
Strong interpersonal skills, comfortable talking with customers, other salespeople, and related business contacts.
Strong customer presentation skills.

Nice To Haves

Salesforce experience preferred.

Responsibilities

Positive and proactive management, coaching and leadership of the regional sales team to achieve annual regional and individual goals for order volumes and margins.
Assist in determining opportunity pursuit strategies and help prepare proposals for large projects.
Take leadership role in negotiating major customer agreements.
Work in cooperation with Pulp & Paper Business Drivers, Product Managers and Market Segment Management to support development of strategic accounts or opportunities and to drive sales initiatives and campaigns.
Track and forecast sales opportunities, including conducting monthly forecast reviews with assigned team and with Industry Lead.
Provide sales feedback to marketing on competitive information, required product(s), features, and new market opportunities.
Take ownership of specific customer issues and drive to resolution.
Provide monthly report of regional performance, activities, business forecast, opportunity tracking, actions to improve performance, and business issues.
Ensure assigned Account Managers are following established sales processes and are fulfilling reporting requirements (opportunity entries and visit reports in Salesforce.)
Manage Opportunity Pipeline, providing continuous support and direction to the Account Managers.
Develop and maintain senior management level contact with major accounts in assigned region.
Establish, build, and maintain long-term customer relationships to increase market penetration and mitigate risk.

Benefits

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.