Account Manager - Pulp & Paper, Northeast

Account Manager – Pulp & Paper, Northeast

life insurance, parental leave, paid holidays, short term disability, long term disability, 401(k), employee discount

United States, New York

At ABB
, we help industries run leaner and cleaner and 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: Regional Sales Manager

ABB Pulp & Paper Account Managers are pivotal in driving the success of our Solutions and Service sales strategies within the designated Sales Territory. This role focuses on targeted Paper Accounts, requiring a dynamic, enthusiastic, and proven leader capable of operating at both strategic and tactical levels.

The work model for the role is:
Remote. Based in one of the following states:
New York, New Hampshire, Massachusetts, Vermont, or Maine.

This role is contributing to the Process Industries division, within Automation.

• Develop, deploy, and manage sales strategies to meet Sales Volume and Margin targets.
• Utilize value-based and ROI-based selling methodologies to effectively motivate potential clients to invest in ABB Solutions and Services.
• Cultivate strong relationships with key client representatives across engineering, process control, purchasing, and middle management levels (mill management, production, operations, maintenance, and engineering).
• Create comprehensive account plans detailing strategies, objectives, and opportunities, including upgrades, evolution plans, and customer service strategies.
• Assess competing products/solutions and devise strategies to differentiate ABB's offerings.
• Coordinate and deliver presentations on technical, operational benefits, product features, economic justification, and product differentiation.
• Adhere to defined policies for sales pursuits, including safe driving, reporting, forecasting, proposal approvals, order-logging, risk reviews, and performance guarantees.

• Bachelor's degree with 8+ years of relevant experience, OR High School Diploma with 12+ years of relevant experience.
• Proven track record in sales, preferably within the Pulp & Paper or related industries.
• Demonstrated ability to drive sales activities at both strategic and tactical levels.
• Strong value-based and ROI-based selling skills.
• Excellent relationship-building and negotiation skills.
• Ability to effectively present to various levels within customer organizations.
• Familiarity with ABB's product portfolio and competitive landscape is a plus.
• Demonstrated leadership and strong presentation skills.
• Excellent communication skills.
• Willingness to travel up to 70% of the time.

• Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
• Choice between two dental plan options:
  Core and Core Plus.
• Company paid life insurance (2× base pay).
• Voluntary life and AD&D - 100% employee paid up to maximums.
• Short Term Disability - up to 26 weeks
  - Company paid.
• Long Term Disability - 60% of pay
  - Company paid. Ability to "buy‑up" to 66 2/3% of pay.
• Supplemental benefits - 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance).
• Parental Leave - up to 6 weeks.
• Employee Assistance Program.
• Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption.
• Employee discount program.
• 401k Savings Plan with Company Contributions.
• Employee Stock Acquisition Plan (ESAP).
• Time off: 11 paid holidays; vacation based on years of service for hourly and non‑exempt positions; salaried exempt positions provided vacation under a permissive time away policy.

ABB is an Equal Employment Opportunity and affirmative action employer for protected veterans and individuals with disabilities. All qualified applicants will receive consideration for employment without regard to their sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age, race, and ethnicity, inclusive of traits…