[Hiring] Regional Sales Manager @ABB

Role Description

The Regional Sales Manager manages Account Managers who have direct accounts to achieve respective financial goals established as part of the overall NAM Pulp & Paper sales plan. The Regional Sales Manager must be able to directly support the sale of all products, systems and service offerings in the ABB Process Automation Pulp & Paper portfolio, within the defined geography. ABB’s Paper Industry Focused solutions portfolio includes:

• Quality Control Systems
• Coordinated Machine Drives & Motors
• DCS
• Web Inspection and Web Monitoring Systems
• AutoLine Lab Measurement Systems
• Related Services
• Digital and Optimization Services
• L&W Lab Instruments
• MES

Key Responsibilities:

• Positive and proactive management, coaching and leadership of the regional sales team to achieve annual regional and individual goals for order volumes and margins.
• Assist in determining opportunity pursuit strategies and help prepare proposals for large projects.
• Take leadership role in negotiating major customer agreements.
• Work in cooperation with Pulp & Paper Business Drivers, Product Managers and Market Segment Management to support development of strategic accounts or opportunities and to drive sales initiatives and campaigns.
• Track and forecast sales opportunities, including conducting monthly forecast reviews with assigned team and with Industry Lead.
• Provide sales feedback to marketing on competitive information, required product(s), features, and new market opportunities.
• Take ownership of specific customer issues and drive to resolution.
• Provide monthly report of regional performance, activities, business forecast, opportunity tracking, actions to improve performance, and business issues.
• Ensure assigned Account Managers are following established sales processes and are fulfilling reporting requirements (opportunity entries and visit reports in Salesforce).
• Manage Opportunity Pipeline, providing continuous support and direction to the Account Managers.
• Develop and maintain senior management level contact with major accounts in assigned region.
• Establish, build, and maintain long-term customer relationships to increase market penetration and mitigate risk.

Qualifications

• Bachelor's degree (Engineering degree preferred) with 6+ years of relevant experience selling a technical product or solution in a complex business environment; OR Associate degree with 8+ years of relevant experience; OR High school diploma and 10+ years of relevant experience.
• A strong team player with excellent organizational, verbal, and written communication skills is required.
• Must be willing, and able to travel as required to manage the Region and attend meetings (estimated up to 50%).
• Should understand the Market Segment Pulp & Paper portfolio of Systems, Products and Services, including DCS, QCS, Drives, Lab Measurement, and related Service offerings.
• Should have a general understanding of Pulp & Paper industry and of general Pulp & Paper production processes.
• Strong interpersonal skills, comfortable talking with customers, other salespeople, and related business contacts.
• Salesforce experience preferred.
• Strong customer presentation skills.

Benefits

• 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.
• 401k Savings Plan with Company Contributions.
• Employee Stock Acquisition Plan (ESAP).
• ABB provides 11 paid holidays. Vacation is provided based on years of service for hourly and non-exempt positions. Salaried exempt positions are provided vacation under a permissive time away policy.
• This position is expected to pay between $100,500 and $140,000 annually and is eligible for a short-term incentive plan/annual bonus.