Account Manager
3 weeks ago
At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.
This is a position with global grade
12
Your role and responsibilitiesJoin us as Account Manager for ABB's Energy Solutions business and you will take ownership to develop and drive the Go-To-Market Strategy. This involves close collaboration with Segment Sales Manager, Country Local Division Managers, extended Country stakeholders (i.e., Operations, Services, Supply Chain, etc), Hub Asia Leadership to align with ABB's Corporate goals. Focusing on the East Australian market and assigned accounts for all key segments your responsibilities will encompass driving orders, margins, developing and implementing effective capture plans, increasing market share, building & maintaining relationships with a focused drive towards business profitability.
Reporting to the Hub Segment Sales Manager, you are required to co-develop winning tactics with the Sales Support team to drive strategic Account Management & Planning methodology, identifying opportunities for early engagement with end customers, drive & promote ABB's key value differentiators. You must possess strong influencing, problem-solving and negotiation skills with an entrepreneurial mindset. You must have a good understanding of the market segment's demand, customer's budgeting processes and purchasing behaviors.
This position can be based in either Brisbane, Singleton or Sydney.
Responsibilities include:
- Owning the Sales Budget for the assigned accounts and pipeline growths. You will be responsible to drive revenue, develop and implement effective strategic plans, increasing market share, building & maintaining relationships with a focused drive towards business profitability.
- You will also need to build & maintain a good working relationship with the Local Division Managers and extended stakeholders collaborating with the relevant Solution Support functions and Marketing Leadership to develop a branding & positioning strategy on ABB's capabilities as a preferred Integrated Solutions provider for Electrification, Controls / Automation (ICSS, ENMCS), Telecommunications and Digital (ECTD)
- Establishing all key accounts with macro & micro-outlook, opportunities, IB, investment & business plans, stakeholder matrix, C-suite engagement, etc.
- Monitoring competitors' activity with the account and ensures that appropriate response strategies are formulated and implemented. Giving input on market price developments
- Driving application of standardized Marketing & Sales processes and tools (Salesforce, account plans etc.) for the account
- You will champion ABB's commitment to fostering a culture where Compliance & Integrity is woven into the fabric of everything we do
- Identifying and mapping out potential key technical paper speaking seminars, events, and plan to participate, working closely with the Hub & Global Marketing Leadership, Product Leadership and Technical Sales Support team
- Understanding the key business drivers of the relevant customer's business and business environment and interprets the impact and opportunity for ABB. Participating in the development of sales strategies for the account by providing the customer's current business and long-term plans
- Engineering degree and significant experience in Oil and Gas, Chemical and Refinery customer base.
- Significant experience as Account Manager in the same segment
- International, cross-BU and cross-division experience
- Understanding of DCS, ICSS, ENMCS solutions
- Knowledge of similar solutions available in the market would be beneficial
- Fluent in English
ABB Energy Industries is enabling safe, smart, and sustainable projects and operations for businesses across the Oil & Gas, Chemicals & Refining, Power & Water, Life Sciences sectors. Driving integrated solutions that automate, digitalize, and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years of domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste towards Net Zero Carbon Emission.
We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website
Recruitment Agencies please be aware that this role is being managed by the internal ABB Talent team directly. We will reach out to our preferred agency partners should we require support. Your adherence to our process is appreciated
Work model: hybrid #LI-hybrid
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