Key Account Manager – Power Grids Sales West
ABB, San Francisco, CA, USA
Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.
It is an exciting time to join ABB Power Grids. ABB and Hitachi have signed an agreement to create a joint venture (JV). By combining ABB Power Grids’ with Hitachi’s complementary strengths, we plan to form a new and stronger global leader in the power sector. ABB Power Grids and Hitachi will have more than 230 years of combined heritage and experience. Together, we will be well-positioned to shape the future of energy, with pioneering technologies, as the partner of choice for enabling a stronger, smarter and greener grid. The transaction is expected to be completed by the first half of 2020, subject to regulatory approvals. Join us on this exciting journey.
ABB Power Grids is seeking a Key Account Manager – PG Sales West for its San Francisco, California location. The Key Account Manager (KAM) is a key part of ABB’s strategy and maintains and expands relationships with strategically important customers. Assigned to one or more accounts, the KAM is responsible for achieving sales targets, pipeline management, relationship management and strategic account planning while maintaining customer satisfaction as measured by the Net Promoter Score. The KAM represents either the entire range of ABB products, systems and services to an account or a defined subset where multiple Account Managers are assigned. The Key Account Manager will lead the account planning cycle and ensure their needs and expectations are met by the company. The Key Account Manager will report to the Vice President of Key Accounts in that region
Account Strategies – Participates in the development of sales strategies for accounts by providing the customer’s current business and long-term plans within an account team environment.
Sales Targets – Proposes sales targets and inputs to grow margins for the account and ensures their achievement with a structured follow-up process
Account plan – 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
Customer Relations – Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilities and conducts customer negotiations.
Customer Knowledge- Develops, maintains and shares detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
Volume and Profit – Sells products/solutions/services to customers, focusing on volume, mix and profitability targets.
Market Activity – Monitors competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented.
Sales – Creates added value for the customer and ABB by ensuring a deep understanding of the customers applications. Communicates details in accordance with ABB supply, offering and strategy. Instills customer confidence based upon strong technical understanding of products/systems and communication of that knowledge into customer solutions. Challenges internal and external to explore new options and solutions.
Marketing – Coordinates the use of internal or external resources (e.g. – technical, advertising and marketing) in order to provide value added service to accounts.
Bachelor’s degree and minimum of 12 years of experience in Engineering, Project Management, Sales, and/or Marketing;
Sales/Business Development experience working with clients in the utilities and/or energy markets.
Candidate must already have a work authorization that would permit them to work for ABB in the United States
Experience with complex, utility systems/solution selling is preferred
Willingness to travel extensively
Strong customer relationship skills; Exceptional analytical skills and leadership abilities.
Bachelor’s degree in an Engineering-related field is preferred but not required; Sales skills are the differentiator
Experience working with large investor-owned utility clients is a plus (IOU).
Recent experience working with the sales & marketing of Power Distribution products (e.g. transformer systems, switchgear, circuit breakers, etc.).
More About Us
Bring your very own sense of pride and purpose as you help us drive forward the Fourth Industrial Revolution – creating a sustainable future for our planet, and your career. Join ABB and harness the power of our diverse global network, as you collaborate with and learn from our world-class teams. Above all, challenge yourself every day. Let’s write the future, together.
Equal Employment Opportunity and Affirmative Action at ABB
ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.
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Business Function Front End Sales