Corporate Account Manager Pulp & Paper

In this role, you will have the opportunity to develop, deploy and coordinate sales strategies and sales pursuits for the targeted, assigned Corporate Paper Accounts within the Sales Territory. The successful candidate must be energetic, enthusiastic, a proven leader and must demonstrate the ability to create high-level relationships that drive sales activities at both strategic and tactical levels.

Candidate must have the ability to use value-based selling methodology and ROI-based selling techniques to motivate potential clients to purchase ABB solutions and develop existing customer relationships to drive long-term growth through retention, upselling and cross-selling.  The Candidate will need to effectively leverage relationships to drive/evolve partnerships and sell at high levels of corporate and mill management.

The performance of the Corporate Account Manager directly impacts the performance of the local business unit and ABB’s reputation with customers and in the paper industry in general.

The work model for the role is: Remote {#LI-Remote}
This role is contributing to the Automation Process Industries Division in the US.
You will be mainly accountable for:

• Develop and maintain close working relationships with senior-level corporate and mill management representatives responsible for making or significantly influencing purchasing decisions. Interact with relevant parties to negotiate sales, develop terms, resolve disputes and address quality-related issues.

• Develop corporate account plans that include complex account strategies, objectives, opportunity identification and associated plans/ tactics and player maps for the assigned accounts.  Strategies to cover new system sales, evolution plans and customer service plans. 

• Evaluate and assess competing products/solutions and their market positions; develop and implement strategies and plans to differentiate products from competitors.

• Collaborate with other ABB divisions, leveraging relationships to maximize ABB share-of-wallet in assigned corporate paper accounts. Promote the One-ABB approach during large sales pursuits (greenfield and brownfield projects for example) and include other ABB divisions with corporate purchasing agreements where appropriate.

Our team dynamics
You will join a dynamic and high performing team, where you will be able to thrive.

Qualifications for the role

• Bachelor's Degree in Engineering or related field

• Ten (10) years of work experience in Corporate Accounts sales or selling to senior, C-level customers minimum.

• The Corporate Account Manager must have demonstrated leadership and relationship building skills, as well as strong presentation and communication skills. 

• The Corporate Account Manager must also have the ability to successfully negotiate large contracts and thus be effective in negotiation and problem resolution.

More about us

ABB is an Equal Employment Opportunity and Affirmative Action employer for protected Veterans and Individuals with Disabilities at ABB.

All qualified applicants will receive consideration for employment without regard to their- sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age,  race and ethnicity, inclusive of traits historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law.

For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf

As an Equal Employment Opportunity and Affirmative Action Employer for Protected Veterans and Individuals with Disabilities, applicants may request to review the plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.

Protected Veterans and Individuals with Disabilities may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [email protected]. Resumes and applications will not be accepted in this manner.

ABB Benefit Summary for eligible US employees

[excludes ABB E-mobility, Athens union, Puerto Rico]

Go to www.myBenefitsABB.com and click on “Candidate/Guest” to learn more

Health, Life & Disability

• Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan. 

• Choice between two dental plan options: Core and Core Plus

• Vision benefit

• Company paid life insurance (2X base pay)

• Company paid AD&D (1X base pay)

• Voluntary life and AD&D – 100% employee paid up to maximums

• Short Term Disability – up to 26 weeks – Company paid

• Long Term Disability – 60% of pay – Company paid.  Ability to “buy-up” to 66 2/3% of pay.

• Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance

• Parental Leave – up to 6 weeks

• Employee Assistance Program

• Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption

• Employee discount program

Retirement

• 401k Savings Plan with Company Contributions 

• Employee Stock Acquisition Plan (ESAP)

Time off

ABB provides 11 paid holidays. Salaried exempt positions are provided vacation under a permissive time away policy.

While base salary is determined by things such as the successful applicant’s qualifications and experience, this position is expected to pay between $100,500 and $160,800 annually and is bonus eligible.