Senior Business Development Manager

Description:

As a Senior Business Development Manager - Support Services, you will be responsible for the sales of One Care service agreements as part of the sale of the motor/drive systems delivered by ABB in various industries. These services agreements, depending on the customer, can deliver outcomes such as Downtime risk reduction, Maintenance cost reduction, knowledge flight risk reduction, etc. The achievement of these outcomes requires the alignment of a customer's business objectives, their successful adoption of OneCare deliverables purchased and execution of those deliverables. As part of a Global organization, you will be working in partnership with ABB's System Drives sales organization to ensure that a properly tailored services agreement is sold as part of each system sale. You will also partner with the Motion Services sales organization to ensure that each services agreement opportunity is moving along the sales funnel through your direct efforts, those of Territory account managers and driven to a successful conclusion. As part of a Global organization, you will be working in partnership with ABB's System Drives sales organization to ensure that a properly tailored services agreement is sold as part of each system sale. You will also partner with the Motion Services sales organization to ensure that each services agreement opportunity is moving along the sales funnel through your direct efforts, those of Territory account managers and driven to a successful conclusion. Continuous communication with the Motion Services portfolio and delivery organizations will be very important to ensure proposals properly align ABB's capabilities with outcomes valued by customers. As a successful candidate you are technically inclined, with an understanding of how ABB support services can positively impact results for customers. You have demonstrated experience in the execution of consultative sales cycles in Industrial customers and effective engagement of the different personas involved in a service agreement purchasing decision. Being collaborative is a must, as you will manage an opportunity pipeline and determine which efforts you need to personally execute, and which ones can be managed by other members of the Sales Team. ABB stakeholders will listen to your thoughts on how our offerings should evolve to exceed customer expectations. Regional Sales Directors will also work with you to understand how their teams can collaborate with you more effectively.

Your responsibilities

• Understand pipeline of system sales opportunities that are supportable by One Care service agreements
• Match customer applications with One Care agreement proposals that help customers reach desired outcomes
• Achieve assigned sales quota by personal engagement with customers and through supporting regional sales teams
• Provide feedback to Portfolio, Operations, and other Motion Services teams as to how well our offering align with customer needs and desired outcomes

Your background

• Bachelor's degree with at least 12 years relevant experience within a complex business environment required
• Strong analytical, communication and leadership skills required
• Travel up to 50% required
• Prior experience in the sales of recurring revenue service agreements to industrial customers highly preferred
• Candidates must already have a work authorization that would permit them to work for ABB in the US