Description:
This includes identifying and developing target accounts (consulting engineers, municipalities, System Integrators). Developing these accounts includes gaining specification position at both municipalities and consulting engineers, to increase sales, market penetration and position of ABB and our products. Develop and manage the water channel partner relationship, sales plan and growth targets. This includes determining long term strategic goals, building, and maintaining customer relationships, and securing specification position and sales growth. Tactical responsibilities include developing sales strategies, sales training for channel partners and maintaining a project pipeline in CRM(Customer Relationship Management).
This position reports to
Segment Director - Water & Waste Water
Your responsibilities
- Lead and develop water solution sales for Low Voltage Drives at targeted consulting engineers, municipalities, System Integrators, Accounts (using company resources to establish a differentiated value proposition around ABB drives. Delivering presentations to explain technical details of ABB VFDs (Valid From Date) to convince the audience of the benefits to specify and use ABB VFDs. Develop and execute a territory sales plan with the water channel partners in the assigned region to support the assigned sales growth targets)
- Collaborating with other ABB Divisions to grow market share
- Establish strong working relationships at multiple levels with key customers to become the trusted advisor and create preference for ABB products
- Provide important market and customer feedback to ABB for product improvements and new product development
- Maintain a project pipeline through Salesforce.com CRM tool. Keep an accurate opportunity funnel to assist sales forecasting
- Meet or exceed assigned sales budget in the water segment
- Remain current on industry trends, product applications, market activities and competitive products
- Attend industry functions and events as required
- Ensure compliance with all safety and work rules and regulations
Your background
- Bachelor degree (engineering or technical degree preferred) and 8 years of relevant sales/business experience
- Travel 60% required
- Must have prior track record of selling into the municipal water industry including selling to consulting engineers
- Market knowledge in LV (Low Voltage) Drives and related systems is preferred
- Candidates must already have a work authorization that would permit them to work for ABB in the US