Corporate Account Manager Pulp & Paper

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Manager, NAM Pulp & Paper Corporate Accounts

In this role, you will have the opportunity to develop, deploy and coordinate sales strategies and sales pursuits for the targeted, assigned Corporate Paper Accounts within the Sales Territory. The successful candidate must be energetic, enthusiastic, a proven leader and must demonstrate the ability to create high-level relationships that drive sales activities at both strategic and tactical levels.

Candidate must have the ability to use value-based selling methodology and ROI-based selling techniques to motivate potential clients to purchase ABB solutions and develop existing customer relationships to drive long-term growth through retention, upselling and cross-selling. The Candidate will need to effectively leverage relationships to drive/evolve partnerships and sell at high levels of corporate and mill management.

The performance of the Corporate Account Manager directly impacts the performance of the local business unit and ABB’s reputation with customers and in the paper industry in general.

Remote work model. This role is contributing to the Automation Process Industries Division in the US.

• Develop and maintain close working relationships with senior-level corporate and mill management representatives responsible for making or significantly influencing purchasing decisions. Interact with relevant parties to negotiate sales, develop terms, resolve disputes and address quality-related issues.
• Develop corporate account plans that include complex account strategies, objectives, opportunity identification and associated plans/ tactics and player maps for the assigned accounts. Strategies to cover new system sales, evolution plans and customer service plans.
• Evaluate and assess competing products/solutions and their market positions; develop and implement strategies and plans to differentiate products from competitors.
• Collaborate with other ABB divisions, leveraging relationships to maximize ABB share-of-wallet in assigned corporate paper accounts. Promote the One-ABB approach during large sales pursuits (greenfield and brownfield projects for example) and include other ABB divisions with corporate purchasing agreements where appropriate.

• Bachelor's Degree in Engineering or related field
• Ten (10) years of work experience in Corporate Accounts sales or selling to senior, C-level customers minimum.
• The Corporate Account Manager must have demonstrated leadership and relationship building skills, as well as strong presentation and communication skills.
• The Corporate Account Manager must also have the ability to successfully negotiate large contracts and thus be effective in negotiation and problem resolution.

ABB is an Equal Employment Opportunity and Affymativeness Action employer for protected Veterans and Individuals with Disabilities at ABB.

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 historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law.

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As an Equal Employment Opportunity and Affymativeness Action Employer for Protected Veterans and Individuals with Disabilities, applicants may request to review the plan of a particular ABB facility between the hours of 9:00 A.M.

- 5:00 P.M. EST Monday through Friday by…