Regional Sales Manager - South Central Region, Pulp and Paper

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:

Sales Manager__The Regional Sales Manager manages Account Managers who have direct accounts to achieve respective financial goals established as part of the overall NAM Pulp & Paper sales plan. The Regional Sales Manager must be able to directly support the sale of all products, systems and service offerings in the ABB Process Automation Pulp & Paper portfolio, within the defined geography.

ABB’s Paper Industry Focused solutions portfolio includes Quality Control Systems, Coordinated Machine Drives & Motors, DCS, Web Inspection and Web Monitoring Systems, Auto Line Lab Measurement Systems, related Services, Digital and Optimization Services, L&W Lab Instruments, and MES.

Key Responsibilities:

Positive and proactive management, coaching and leadership of the regional sales team to achieve annual regional and individual goals for order volumes and margins.

Assist in determining opportunity pursuit strategies and help prepare proposals for large projects.

Take leadership role in negotiating major customer agreements.

Work in cooperation with Pulp & Paper Business Drivers, Product Managers and Market Segment Management to support development of strategic accounts or opportunities and to drive sales initiatives and campaigns.

Track and forecast sales opportunities, including conducting monthly forecast reviews with assigned team and with Industry Lead.

Provide sales feedback to marketing on competitive information, required product(s), features, and new market opportunities. Take ownership of specific customer issues and drive to resolution.

Provide monthly report of regional performance, activities, business forecast, opportunity tracking, actions to improve performance, and business issues. Ensure assigned Account Managers are following established sales processes and are fulfilling reporting requirements (opportunity entries and visit reports in Salesforce.)Manage Opportunity Pipeline, providing continuous support and direction to the Account Managers.

Develop and maintain senior management level contact with major accounts in assigned region. Establish, build, and maintain long-term customer relationships to increase market penetration and mitigate risk.

Qualifications:

Bachelor's degree (Engineering degree preferred) with 6+ years of relevant experience selling a technical product or solution in a complex business environment; OR Associate degree with 8+ years of relevant experience selling a technical product or solution in a complex business environment; OR High school diploma and 10+ years of relevant experience selling a technical product or solution in a complex business environment.

A strong team player with excellent organizational, verbal, and written communication skills is required. Must be willing, and able to travel as required to manage the Region and attend meetings (estimated up to 50%).Should understand the Market Segment Pulp & Paper portfolio of Systems, Products and Services, including DCS, QCS, Drives, Lab Measurement, and related Service offerings.

Should have a general understanding of Pulp & Paper industry and of general Pulp & Paper production processes.

Strong interpersonal skills, comfortable talking with customers, other salespeople, and related business contacts. Salesforce experience preferred.

Strong customer presentation skills.

What's in it for youWe want you to bring your full self to work—your ideas, your energy, your ambition. You’ll have the tools and freedom to grow your skills, shape your path, and take on…