Service Sales Manager - Digital Services

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As a Service Sales Manager, you will drive the sales performance of Automation & Electrification Service, Process Automation Energy Industries (PAEN), specifying and implementing effective sales and business development initiatives in line with global strategy. You will be responsible to ensure successful implementation of the Process Automation Energy Industries Service sales strategy for digital advanced services (referred to as eServices), to profitably achieve qualitative and quantitative sales targets in the USA and across the Americas HUB. Analyze service market potential, with full focus on installed base (IB) coverage and ensure customer relationship management. Lead and develop the Service digital team to exceed the sales targets through high performance in order to ensure high levels of customer satisfaction.

This position reports to

IAEN Service Manager, Americas HUB

Your responsibilities

• Service sales strategy for eServices: Creates, plans and implements service sales strategy by increasing eServices sales to our installed based accounts across the HUB, culminating in subscription based services in Care agreements and leveraging Software as a Service (SaaS) models for profitable growth
• Promotes value added service product offerings including, but not limited to optimization services, loop performance, alarm management, safety, asset performance optimization, simulation, remote enabled services, collaborative operations, energy management, high performance graphics and other emerging service technologies
• Volume and profit: Achieves targeted sales volume by ensuring the Energy Industries sales team focuses on and sells the entire eServices portfolio for Service
• Participates in negotiations of major contracts to secure eServices sales volume
• Service sales targets: Ensures setting, periodic reviewing and achievement of eServices sales targets, providing cost effective solutions that add tangible business value to our customers
• New opportunities: In collaboration with the Energy Industries sales team, generates and identifies eServices sales leads by analyzing the IB potential and targeting opportunities from emerging trends with the eServices solutions available
• Customer approach: Establishes long term customer relationships with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products
• Ensures customer satisfaction issues are registered and responded to by team
• Sales process: Supports the team by participating in sales activities when needed
• Responsible for feedback on sales development, distribution of resources for eServices sales activities and the current status of the market
• Collaborates with Business and account teams to position different eServices offerings
• Evaluates and shares relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team
• Health, safety and integrity: Monitors client financial status and reports any changes regarding risk to relevant internal partner teams
• Identifies and manages potential risks relating to contract agreements for eServices across customers/channels
• Drives health and safety practices in own unit
• People leadership and development: Drives sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized and staffed
• Coaches the team in formulating sales plans, in negotiating and in developing customer segment expertise
• Actively demonstrates one ABB approach and guides direct and indirect subordinates

Your background

• Bachelor’s degree is required and minimum 6 years of industrial sales with experience in selling digital solutions
• Business/Engineering Degree is preferred
• Excellent relationship building and long term planning at the executive and operational leadership level. With the demonstrated ability to close enterprise deals
• Strong relationship and results focus to lead internal matrix stakeholders toward a combined set of solutions best suited to meet client expectations
• Process Automation industry knowledge that translates solutions into value based selling
• Solid technical background that will allow ABB to develop and deliver a set of netted solutions specifically designed to meet client needs
• Assembling and motivating matrix organizations
• Strong understanding of Hub/BL/Division and large corporate structure
• Success in building long term strategic relationships across the automation industry
• Business development / planning
• End to end product sales and marketing strategist
• Pipeline development that turns into financial based solutions selling
• A willingness to be on the road visiting customers up to 40% of the time
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Healthcare plan
• Wellbeing program

More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website [please apply online] 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: [please apply online] [please apply online] 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-[please apply online]. 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-[please apply online] or by sending an email to [please apply online]. Resumes and applications will not be accepted in this manner. #LI-Hybrid