Account Manager

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The Account Manager develops, implements and updates the account strategy for Electrification Distribution Solutions (ELDS) in Los Angeles, California, from the customer’s perspective. You will be responsible for develop, implement and manage the account(s) strategy focused on growth, profitability and customer satisfaction. Coordinate the sales activities and manage resolution of specific customer problems.

This position reports to

Global Sales Manager

Your responsibilities

• Account strategies: Participates in the development of sales strategies for accounts by providing the customer’s current business and long term plans
• Sales targets: Defines and proposes sales targets and growth 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, facilitates 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 for assigned Business Areas
• 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 coordinated sales approach (example, frame agreements)Communicates details in accordance with ABB supply, offering and strategy
• Marketing: Coordinates the use of internal or external resources (example technical, advertising and marketing) in order to provide value added services to accounts
• Ability to develop sales strategies with businesses, provide insight to customers by navigating options & alternatives and coordinate activities involving multiple functions across a variety of businesses
• Strong analytical/communication skills required to determine, evaluate and report reasons for success, as well as obstacles of sales efforts, anticipate market change and forecast/communicate customers buying patterns & product requirements
• Ability to manage multiple projects while remaining organized & strategic to carry out the sales account plans
• Successful candidate must have an understanding of customer and company’s organizational structure, as well as strong business acumen / sense to determine when escalation is required
• Anticipates roadblocks and alerts internal & external stakeholders appropriately
• Fosters teamwork that drives collaboration and teamwork

Your background

• Bachelor’s degree and minimum 8 years of experience in Engineering, Project Management, Sales and/or Marketing
• Bachelor’s degree in an Engineering related field is preferred but not required; Sales skills are the differentiator
• Sales/Business Development experience working with clients in the utilities and/or energy markets
• Willingness to travel extensively
• Strong customer relationship skills; Exceptional analytical skills and leadership abilities
• 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's Distribution Solutions Division provides utility, industrial and commercial customers with safe, smart and sustainable technologies for the distribution of electricity. With ABB AbilityTM enabled digital solutions at its core, our extensive portfolio includes distribution automation products, switching, limiting, measuring and sensing devices, switchgear, modular substation packages, and related services. 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. #LI-Hybrid