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NAM PAPI Service Business Driver Job in Cleveland, Ohio US

NAM PAPI Service Business Driver

ABB DE INC - Cleveland, OH

Posted: 4/2/2021 - Expires: 7/1/2021

Job ID: 225871691


Job Description

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.

At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.                           

                            The ABB's Process Industries team engineers and delivers automation solutions from device to monitoring and control, ensuring our customers get the most out of their investment. Our digitalization solutions help improve plant and enterprise productivity, while reducing maintenance and energy costs. Deep domain knowledge enables us to truly understand and address the challenges and opportunities of Process Automation.

For our Marketing, Sales and Product Management team, understanding the full potential of our technology and the trends in our markets is highly rewarding. In addition, helping customers all over the world improve efficiency, save resources and reduce emissions gives our work a powerful sense of purpose.

The role reports to the Regional Sales Manager. As a NAM PAPI Service Business Driver, you will be responsible for developing, deploying, and supporting service sales strategies for the targeted, assigned process industry customers. The successful candidate must be energetic, enthusiastic, a proven leader and must demonstrate the ability to drive sales activities at both strategic and tactical levels. Candidate must have the ability to use value-based selling methodology and Return on investment (ROI)-based selling techniques to motivate potential clients to purchase ABB solutions. The Candidate will need to effectively support the sales effort at several levels within the customers organizations including engineering, process control, purchasing and various levels of management (production, operations, maintenance and engineering).

The successful candidate will be comfortable in a dynamic environment and will be a champion in the change process. Understanding of Agile Project Management is desirable. Ability to understand customer's needs at a high level in support of marketing campaigns is required. Out of the box thinking and the ability to updated existing service offerings and develop new services will be an important part of this role.

The performance of the Service Business Driver directly impacts the performance of the HUB and ABB's reputation within the industries served.
                        Your responsibilities
                                Always work safely and with the highest level of integrity.
                                Drive the creation, development and roll-out of new services in the Process Automation Process Industries (PAPI) customer space. Support existing sales, sales of current solutions, system upgrades, contract growth and expansion of the business into new areas including digital services and the Connected Engineer.
                                Drive the creation and execution of marketing campaigns.
                                Collaboration in a complex, fast paced team environment.
                                Drive sales forecasting and financial reporting activities related to service.
                                Drive the creation, refinement, distribution and use of sales collateral in coordination with the marketing team.
                                Drive Account Management in presenting service solutions to our customers, including delivery of presentations and participation in sales meetings. Presentations may cover technical, operational benefits, product features, economic justification, product differentiation, etc.
                                Develop sales target lists and target customer profiles.
                                Understand the scope of each service solution or service product along with the value that is delivered by each in the complete Portfolio of Solutions offered by ABB PAPI Services.
                                Develop and maintain close working relationships with Account Managers, Sales Managers, and client representatives responsible for making or influencing purchasing decisions. Interact with relevant parties to support sales campaigns, sales negotiations and service development.
                                Drive Account Management in the development of account plans that include account strategies, objectives and opportunity identification.
                                 Build strategies to cover upgrades, evolution plans, service products and customer service plans. Include in these plans ABBs digital offerings and support by our Connected Engineers.
                                As required, participate in Capture Teams as required for a sales pursuit.
                                Evaluate and assess competing products / solutions and their market positions; develop and implement strategies and plans to differentiate products from the competitors.
                                Follow defined policies regarding sales pursuit related activities and processes.

                        Your background
                                Bachelor's Degree in business administration, engineering or related work in the field and at least 10 years of relevant work experience, or another appropriate combination of degree and experience (i.e. Associate's with 12 years of experience, Master's with 8 years of experience).
                                Fifteen (15) years of work experience preferred.
                                Candidates must already have a work authorization that would permit them to work for ABB in the US.
                                Previous service operations or sales support experience is a plus.
                                Demonstrated leadership, strong presentation skills, as well as good communication (written and verbal) skills are required.
                                Travel may be required up to 70%.


Equal Employment Opportunity and Affirmative Action at ABB Inc.

ABB Inc. 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 sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by law.  For more information regarding your (EEO) rights as an applicant, please visit the following websites:

Identified Skills

Job Summary

Employment Type:
Full Time Employee
Job type:
Federal Contractor
Skill Based Partner:
Education Level:
Associate's degree
Work Days:
Mon, Tue, Wed, Thu, Fri
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