Regional Sales Manager - Pulp & Paper
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As a Regional Sales Manager, you will drive the sales performance of PAPI Systems Sales in Process Automation Process Industries (PAPI) in Cary, North Carolina, specifying and implementing effective sales and business development initiatives in line with global strategy.You will be responsible for managing Account Managers who have direct accounts to achieve respective financial goals established as part of the overall NAM (North America) 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 (Distributed control system), Web Inspection and Web Monitoring Systems, AutoLine Lab Measurement Systems, related Services, Digital and Optimization Services, L&W Lab Instruments and MES (Manufacturing Execution System).
This position reports to

Industry Lead, Pulp & Paper North Americ
Your 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)
• Ensure accuracy of CRM data entry (Salesforce) for assigned team
• 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
• Localized training and career development of Account Managers under supervision
• Set annual Personal Development Assessment goals (PDA) and conduct annual performance reviews
• Recruit, hire and train new account managers to fill vacant positions
• Other duties as assigned

Your background

• Bachelors degree (Engineering degree preferred) and minimum 12 years of relevant experience selling a technical product or solution in a complex business environment OR Associate degree and minimum 14 years of relevant experience selling a technical product or solution in a complex business environment OR High school diploma and minimum 16 years of relevant experience selling a technical product or solution in a complex business environment
• Should understand the Market Segment Pulp & Paper portfolio of Systems, Products and Services, including DCS, QCS, WIS, 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
• Strong customer presentation skills
• Thorough understanding of strategic, value selling process
• Technical competence and familiarity with personal computers and software
• Salesforce experience
• Must be willing and able to travel as required to manage the Region and attend meetings (estimated up to 60%)
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Accident insurance
• Wellbeing program

More about us

Process Industries division delivers complete electrification and automation solutions, industry-specific products and lifecycle services across industries. Engineering and delivering automation solutions from device to monitoring and control make our customers get more out of their investment; digitalization solutions including collaborative operations and augmented reality help improve plant and enterprise productivity, reduce maintenance and energy costs. Our engineering, project management, services and solutions portfolio covers a wide range of industries - Mining, Pulp & Paper, Metals, Aluminum and Cement, Data centers and Food and Beverage.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 ABBABB 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:http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdfhttp://www1.eeoc.gov/employers/poster.cfm. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdfAs 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 [email protected]. Resumes and applications will not be accepted in this manner. #LI-Hybrid