Services Key Account Manager

Description:

Your responsibilities

• Cultivate customer relationships, gain business insights, stay informed about customer decisions, collaborate for mutual advantage, balance short term performance with long term value, and offer market and technology insights to support strategic development
• Understand the customer's key business drivers and environment, assess their impact and opportunities for ABB, align strategies with specific business objectives, and promote internal collaboration for mutual economic benefit within the broad US Electrification Commercial Organization
• Create tactical account plans that align with customer initiatives, guide Services Operations and local sales organizations in plan implementation, establish local account teams, and facilitate information sharing and internal collaboration for mutual economic benefit
• Define future business development initiatives, coordinate proposals across customer accounts, ensure initiative execution, facilitate 'Ease-of-doing business' through agreed Terms & Conditions or vendor approvals as required
• Identify crucial sales opportunities, collaborate with the local organization to commit to next year's objectives, align BU goals with customer budget constraints, and utilize designated tools to plan and document the agreed upon Performance Plans
• Build strong relationships with customer stakeholders, conveying ABB's value by aligning with their needs and objectives, and collaborating closely with the services BU as well as broad Electrification US commercial teams
• Cultivate and enhance relationships with ABB stakeholders across various levels and divisions, serving as an advisor to senior management to articulate customer needs, providing valuable insights regarding customer preferences, competitors, risks, opportunities, and market trends, and utilizing internal communication platforms to disseminate best practices, lessons, and successes
• Accurately document key customer stakeholders, coordinating interactions and relationship-building between ABB and the customer, and preparing tailored agendas and strategy briefs based on stakeholder seniority and business interests for effective engagements
• Stay updated on industry trends, conveying business needs to the services BU, facilitating interactions with customer C-level executives, and reporting meeting outcomes, account performance, and progress at agreed intervals to the sponsor
• Evaluate the customer's buying journey, coaching local organizations on best practices, resolving execution issues, and leveraging tools for operational excellence with the account
• Work within ABB's Customer Relationship Management tools (Salesforce.com) and ensure data accuracy and quality within the tools and rely on information to drive the strategic planning process

Your background

• Bachelor’s degree in a related field required with 9 plus years of related military/work experience OR Associate’s degree with 11 plus years of related military/work experience OR High School Diploma with13 plus years of related military/work experience required
• Ability to translate insights into tangible business outcomes
• Competent in business management and finance terminology
• Ability to challenge customer motivation and thinking
• Understanding of key business drivers in market
• Ability to develop sales strategies and assess new opportunities
• Candidates must already have a work authorization that would permit them to work for ABB in the US