OEM Account Management Leader - LV Drive Products

At ABB, we help industries run leaner and cleaner—every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.

This position reports to:

VP, OEM Business

In this role you will be responsible for leading and coaching our team of OEM Account Managers. This leadership role combines the responsibilities of key account management with team oversight. It involves commercial agreements, proposal development, global pricing development, risk assessment, and sales strategies (identify, prioritize, and develop strategies). You will provide oversight for OEM Account Managers and foster strong, lasting, and profitable relationships with assigned Direct or indirect OEMs to maximize ABB Share of Wallet (SoW).

This role supports the Motion Drive Products Division in New Berlin, WI.

While this role can be remote for the right candidate, there is a strong preference for the OEM Account Management Leader to have a hybrid presence in New Berlin, WI—our Motion Drive Products HQ.

• Lead and support the development and execution of the sales strategy to achieve profitable growth goals for assigned accounts by:
  • Understanding key business drivers, emerging risks, and the business environment and interpreting the impact and opportunity for ABB
  • Developing and executing account plans and account reviews
  • Participating in the development of sales strategies for the account by providing the customer’s current business and long‑term plans
  • Leading the development and implementation of the account plan and SoW growth actions
  • Maintaining a deep understanding of the account’s decision‑makers, processes, applications, product development plans, and the competitive market landscape
  • Forming executive‑level relationships with key accounts
• Lead cadence with Account Managers weekly to drive OEM account development, SoW expansion, and support any escalations while developing the Account Managers’ domain expertise in the respective OEM applications.
• Lead collaboration with Global teams/LSUs/ internal stakeholders (Operations, Channels, Legal, Finance) and other ABB Divisions to coordinate activity with target OEMs and manage escalations.
• Maintain regular account summary reports for the assigned OEM accounts and drive sales activities in SFDC.
• Meet or exceed assigned sales budget in the targeted OEM business segment and develop sales focus and acumen to accelerate Automation Solutions opportunities in the funnel pipeline.
• Lead sales activities with an emphasis on strategic profitable growth and predictable forecasting.
• Lead contract negotiations with assigned OEMs ensuring favorable terms and conditions while protecting the interests of our organization. Collaborate with operations, legal and finance teams to finalize agreements.

• Bachelor’s degree or Associate’s degree in Electrical Engineering, Business or a related field and 10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
• Previous sales and/or account‑management leadership experience required.
• Sound knowledge of OEMs, their revenue models and G2M strategies.
• Understanding of customer needs and experience in customer interface.
• Strong skills in Excel, PowerPoint, Microsoft Office platform and SFDC.
• Proven track record of exceeding sales targets in competitive markets.
• Exceptional negotiation and influencing skills with a demonstrated ability to close high‑value deals.
• Strategic thinker with strong analytical and problem‑solving abilities.
• Position involves 30-50% domestic travel in the United States and may include some international travel; requires a valid U.S. driver’s license and U.S. passport.
• Candidates must already have work authorization that would permit them to work for ABB in the U.S.

ABB Drive Products serves the industries and infrastructure segments with world‑class drives and programmable logic controllers (PLC). With its products, global scale and local presence, the Division helps customers improve energy efficiency, productivity and…