Account Manager
1 month ago
At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions.
About the RoleThe Account Manager is responsible for sales of technical solutions and services to all existing ABB installed-based accounts, as well as develops new business in Calgary and Saskatchewan (possibly other provinces in the future). An ideal candidate is a sales-oriented engineer who enjoys solving technical problems and offering technical solutions.
Main Responsibilities- Achieve annual sales targets by actively serving existing ABB accounts and by developing new prospects
- Develop and manage relationships with customers by active communication and regular face-to-face visits
- Gain clear understanding of customers' needs and then match the technical solution to fulfill these needs
- Collect technical requirements and support preparation of winning technical proposals and quotations
- Follow structured sales process for tender screening, proposal generation, approvals and forecasting
- Prepare a detailed sales plan identifying potential targets and areas for business expansion
- Present key product differentiators, unique solution advantages and articulate value proposition to clients
- Negotiate pricing and commercial terms and conditions. Review and create contracts and agreements
- Effectively respond to technical queries by customers, EPC's, channel partners and contractors
- Collaborate with the different Subject Matter Experts (SME), marketing group, business development team and account managers to create winning sales strategies and to plan specific efforts for targeted sales pursuits
- Ensure compliance with company and regulatory requirements, such as integrity, health and safety
- Liaise with clients on a regular basis to gauge their satisfaction with services. Lead organizational resources to addressing specific concerns
- Support marketing efforts and various marketing campaigns in Canada, e.g. new product demonstrations, customer success stories, local customer events and industry conferences
- Bachelor's degree in engineering from an accredited University
- Minimum of 3 years of experience in technical sales or sales support role involving industrial control systems, ideally in the O&G (onshore and off shore), Utilities, Power Generation or Water market segments
- Experience in creating, reviewing and submitting technical proposals
- Previous experience as application engineer or a controls engineer is preferred
- Strong knowledge of industrial control systems: DCS, SCADA, PLC, HMI software and control system hardware
- Knowledge of electrical products and instrumentation, e.g. drives, MV/LV switchgear, protection relays, motor control centers, transformers, power distribution is a big plus
- Demonstrated technical aptitude and ability to learn new products quickly
- Excellent written and verbal communications skills. Proficient in English
- Good negotiation skills and ability to influence decisions
- Self-motivated, results-driven, takes initiative
- Strong interpersonal skills and relationship building skills (internally and externally)
- Passion for growing business
- Retirement plan
- Accident insurance
- Healthcare plan
- Wellbeing program
ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste.
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
For the ninth consecutive year, ABB Canada has been recognized as one of Canada's Best Employers by Forbes magazine. Consistently ranked as one of Canada's Top 100 Employers, Montreal's Best Employers, Canada's Best Employers for Young People, Canada's Greenest Employers and a long-time recipient of the Women in Governance Parity Certification, ABB's culture and commitment is to provide a caring workplace where everyone collaborates, feels valued, respected, included and supported. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process.
ABB's Military Reservist Policy offers Canada's Reserve Force members the flexibility to undergo military training and activities while maintaining job security, seniority, pay, benefits, and privileges as ABB employees, including up to 15 paid working days per year for training, as well as extended leave for operations both in Canada and abroad, ensuring seamless career integration with our nation's defense forces.
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