Description:
As a Business Driver Manager, your role will be to manage, develop and coach the sales support team in ABB's Process Automation Process Industries, Pulp & Paper Service division, in Westerville, Ohio, aiding the sales organization in finding optimal solutions to meet customers needs. Preferred location of candidate would be within the Eastern US.
You will be responsible for leading the North American (NAM) efforts for supporting the sale of L&W lab paper testing (automated and stand alone), pulp testing (lab and in line measurements) and KPM product line (consistency measurement and sheet break detector systems.) The role provides an exciting opportunity to work closely with sales, the North America Pulp & Paper leadership team, marketing, product management and L&W/KPM factory management as well as Pulp & Paper customers both at the corporate level and at individual paper mill locations.
This position reports to
Industry Lead, Pulp & Paper North Americ
Your responsibilities
- Deliver on results in meeting Sales Volume and Margin targets for North America for the Pulp & Paper L&W product portfolio & services.
- Manage and lead a team; coordinate or provide L&W related training (in person and webinars) for local sales team.
- Understand the scope of each ABB Pulp & Paper L&W portfolio solution or product and match solutions with customers needs and be able to articulate the value that is delivered by each solution.
- Coordinate and make presentations and product demonstrations to customers, covering topics including technical, operational benefits, product features, economic justification, product differentiation, etc.
- Review L&W proposals for accuracy and completeness and work with Sales management / Account managers to ensure L&W Solutions are being promoted at targeted accounts.
- Support NAM Industry Lead and management team in developing regional L&W related growth strategies for L&W Solutions and Services.
- Coordinate/lead L&W marketing initiatives including exhibitions, webinars, Automation trailer roadshows and marketing campaigns.
- Coordinate or provide L&W related training (in person and webinars) for local sales team.
- Work with factory and product management contacts to resolve customer issues.
- Review & recommend sales channel strategies for L&W & KPM product lines.
- Follow the Paper group defined policies regarding sales pursuit related activities and processes: Required Reporting, North America forecasts (maintained and reported monthly), Request for Proposals, Proposal Approvals, Order logging, and Company and Customer Safety Procedures.
- Complete required training (including but not limited to government, safety, integrity, cyber security training).
- Assist in managing third party sales representative and distributors per the ABB TPM (Third Party Management) process.
Your background
- Bachelor's Degree in engineering or related field and minimum 10 years of experience in sales or business development related to quality lab instrument solutions,
- Experience in business development, capital equipment sales or service sales.
- Ability to develop and implement L&W proposals and strategies that lead to significant service growth.
- Good competitor knowledge; Passion for selling and winning.
- Knowledgeable in the use of PC and related software including MS Suite.
- Ability to travel 50 percent to 60 percent, including international.
- Preferred location to be near a transportation hub to support travel requirements.
- A good understanding of paper quality testing equipment and processes.
- A good understanding of the P&P market and general papermaking processes.
- Ability to leverage existing relationships in the Paper industry to bring new selling opportunities to ABB.
- Past experience in a P&P Lab instrumentation sales or business development position with demonstrated success in business growth.
- Candidates must already have a work authorization that would permit them to work for ABB in the US.