Midwest Regional Sales Specialist

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You will be accountable for sales of Process Automation Measurement & Analytics in Analytical Sales driving sales volumes and margins. In this role, you will be presenting, planning, implementing and helping to manage the Installation of ABB Analytics solutions in the Midwest Region. The ideal candidate will be technically sound, well-spoken and driven to succeed in meeting and exceeding our customer’s needs and winning Analytics business for ABB.

This position reports to

Analytics Sales Specialist,NE Region

Your responsibilities

• Responsibility- To identify potential projects and present ABB Analytics Solutions that are fit-for-purpose for our customers. The individual will drive and support our Channel Partners, work with the ABB Process Analytics Team and most importantly drive our Analytics business directly
• Goal- Grow ABB’s Analytics business in the Midwest Region in conjunction with ABB’s go-to-market strategy. The Sales Specialist is the front line of offering and executing ABB solutions. Candidate must be technical, well-spoken and driven to succeed
• Market analysis -Monitor market trends and recommend adjustments for the strategy and plans accordingly to meet changing market and competitive landscapes. Provides appropriate market information for long- to mid-term decision making
• Marketing - Communicates the end user value proposition for Analytics (internally and externally). Supports local Sales organization to have an effective perception in Analytics. Creates and implements the communication, promotion, and training activities in the segment
• Targets - Responsible for achieving key targets (e.g. volume, price, and mix) for Analytics in the Midwest Region. Creates detailed business plans, implements with regular follow-up
• Account management - Ensures major Analytics accounts in the West Region are identified and prioritized. Will obviously include Account Management for accounts in conjunction with the local Account Manager and possibly for accounts across the country and around the world
• Customer relationship - Builds and maintains strong relationships with the key Analytics customers in the West Region. Follows up ABB’s performance in fulfilling their needs and communicates deficiencies and/or opportunities to the respective Business Units/Product Groups
• Contracts and negotiations - Works closely with the relevant Sales organization to help in the identification and capture of future business. Drives the capture of end user/third party agreements. Helps negotiate complex legal and commercial frame agreements
• Risk - Identifies and manages potential risks relating to contract agreements and prices across segments
• Reporting - Reports by segment to accurately measure progress and uses common tools to identify future opportunities
• Overnight travel is estimated to be up to 30%-50% per year depending on business intensity.

Your background

• Associates Degree in technology area with combined 5 years of experience with process analytical applications either a customer, selling, technician or project manager
• Good time/activity and priority management skills
• Strong willingness to learn and passion for success
• Solid understanding of Analytics including but not limited to CGA, GC’s, FTIR, CWA and Tuneable Diode Lasers. Working knowledge of instrumentation is also an asset
• Leverage any existing relationships in the industry to bring new selling opportunities to ABB.
• Ability to design solutions particular to the customer’s needs while driving ABB products into the solution
• Competitor knowledge; Passion for winning
• Resilience to overcome challenges
• Obsessive focus on end users, their wants and needs, their goals and objectives, how they buy, how they maintain their equipment, how they partner with suppliers
• Ability to develop relationships at all levels in ABB, our channel partners and our end users (from field personnel to corner office)
• Candidates must already have a work authorization that would permit them to work for ABB in the US

More about us

ABB's Measurement & Analytics division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers. With thousands of experts around the world and high-performance digital technology, ABB's team is dedicated to making measurement easy for its industrial and energy customers to let them operate more efficiently and profitably. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action 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 qualified individuals with a disability 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 US-AskHR@abb.com. Resumes and applications will not be accepted in this manner. #Li-Remote