Key Account Manager

Manager, Industry & Account Management

In this role, you will have the opportunity to develop, implement and manage the account strategy with a focus on growth, profitability and customer satisfaction in the Industrial Gas Market for end users such as Air Products, Matheson, Linde and Air Liquide. Coordinate the sales activities and manage resolution of specific customer problems. Reporting to the Head of Industry and Account Management, you will work directly with front-end sales, service and ABB's channel partners on bidding strategy, product positioning and overall pursuit of business growth opportunities. You will join a high-performance account management team with the collective passion and high energy to deliver the division growth plan according to market needs, division strategy and targets.
The work model for the role is Hybrid. #LI-Hybrid
This role is contributing to the Process Automation Measurement & Analytics division in Houston, TX.
You will be mainly accountable for:
*Develop both short- and long-term strategic growth and business plans in close collaboration with Front End Sales (FES) and service that drive and support long-term profitable growth, tracking and reporting performance metrics within the SalesForce (SFDC) tool. Key accounts specifically in industries such as mid-stream O&G and Industrial Gasses.
*Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process.
*Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls.
*Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates and conducts customer negotiations.
*Develops, maintains and shares detailed knowledge of the customers' business strategy, purchasing behavior, organization, decision makers customer business drivers, economic trends, and
competition.
*Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit.
*Monitors competitors' activity with each account and ensures that appropriate response strategies are formulated and implemented.
*Creates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy.
Our team dynamics
You will join a talented team, where you will be able to thrive.

• Bachelors degree in a technical and or business discipline.
• 5+ years of relative experience in account sales and/or business management.
• Product knowledge with process and analytical and instrumentation equipment is a significant plus.
• Experience with ERP systems, SAP preferred
• Experience with CRM tools, Salesforce preferred
• Leadership experience in sales, engineering and operational projects
• Experience in strategic account and sales planning.
• Ability to anticipate customer needs and market trends.
• Up to 35% domestic travel required

The Measurement & Analytics Division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers, working at the heart of industrial digital transformation. The Measurement & Analytics Division's portfolio consists of analyzers measuring compositions of gases and liquids; instrumentation measuring process variables such as temperature, pressure, flow, and level; force measurement solutions measuring parameters such as flatness, thickness, and tension; and advanced digital solutions for device management, device health check and predictive maintenance. The Measurement & Analytics Division serves key industries such as oil and gas, chemical, water and wastewater, power, hydrogen, batteries, as well as the marine industry. The Division enables the optimization of industrial processes by providing and analyzing data collected from sensing and smart measurement devices. Parameters such as emission levels and production inputs are measured by providing 'before' and 'after' values, enabling efficient operations and environmental sustainability through measurement.
We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
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:
https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf
https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.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.
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
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:
https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_
screen_reader_10_20.pdf
https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_
formattedESQA508c.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.
While base salary is determined by things such as the successful applicant's qualifications and experience, this position is expected to pay between $74,900 and $139,100 annually and is bonus eligible.
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