Business Development Manager

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The Business Development Manager has the task of delivering the service portfolio to ABB customers within the Automation & Electrification Service, Process Automation Energy Industries (PAEN) in Cleveland, Ohio, helping to drive sales volumes and margins across the Service product portfolio and regularly updating the database with changes made on site. The role will focus on evolving Heritage DCS (Distributed control system) including Advant to the latest technologies and will carry a business target to drive $15 million annual sales. You will be responsible for sales pipeline growth, developing bid strategies, supporting account managers and customers as a technical consultant, lead sales engagements and technical issues directly with customers, drive evolution audits, provide proposal scoping, pricing development, risk assessment, lead sales campaigns and work closely with Operations and OPC’s to establish effective project delivery strategies. This role will also ensure that firm bids and orders received are at acceptable profit levels. This position will be relentless in determining where our customers perceive value and help the PG align their value proposition with the Customers buying criteria.

This position reports to

Service Manager

Your responsibilities

• Drive Service project business growth for evolutions, upgrades and expansions across the HUB
• Business development, lead sales pipeline growth, develop and manage bid strategies for complex opportunities, work directly with account managers and customers, generate new leads, roll out and manage sales campaigns and customer loyalty offers
• Utilize installed base database to understand the existing systems and identify and develop sales opportunities for Service products and solutions to penetrate the existing IB/new IBs in the market
• Manage site evolution audits and use evolution audit data and analysis tools to identify key sales target opportunities, follow up directly with account managers to successfully close sales pursuits
• Provide consulting expertise to customers, lead technical discussions and meetings, explain ABB technologies and generate new leads for sales pursuits that are aligned with customer needs
• Act as the 'glue' between sales and proposals. For complex offerings, help proposal engineers by documenting the proposal scope (RFQ)
• Effectively execute the core business growth strategies defined by the HUB management team
• Forecast bookings and meet/exceed resulting sales order objectives
• Meet desired product mix, price quality and orders profit margins
• Develop and lead new solutions and approaches to take to market, train account managers and effectively grow service business
• Work with local divisions across the HUB, plan sales strategies and develop specific sales plans for major project pursuits
• Build and maintain long term customer relationships to increase market penetration and mitigate risk
• 30 percent travel for customer meetings
• Comply with all ABB Policies, Laws and Regulations including HSE (Health, Safety & Environment) requirements

Your background

• Bachelor’s degree in Engineering or business administration preferred, but not required
• Minimum of 6, with 12 years preferred, related experience with automation systems
• Knowledge of automation system components, client/server architectures (IT, OT, Digital a plus)
• Knowledge of ABB DCS a plus
• Experience making estimates for proposals
• Sales, Marketing, Technology, Project Lead experience
• Exceptional analytical, communication and leadership skills
• 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
• Wellbeing program
• Healthcare plan

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