ABB
Key Account Manager
Oil & Gas (Midstream)
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. Write the next chapter of your ABB story. This position reports to Manager, Industry & Account Management. Your role and responsibilities: In this role, you will develop, implement and manage the account strategy with a focus on growth, profitability and customer satisfaction in the Mid-Stream O&G Market for end users such as XTO, P66/DCP, Kinder Morgan, TC Energy, Willams, Enbridge and Enbridge. Coordinate the sales activities and manage resolution of specific customer problems. Reporting to the Head of Industry and Account Management, you will work directly with front-end sales, service and ABB's channel partners on bidding strategy, product positioning and overall pursuit of business growth opportunities. You will join a high-performance account management team with the collective passion and high energy to deliver the division growth plan according to market needs, division strategy and targets. The work model for the role is remote. This role is contributing to the Process Automation Measurement & Analytics division in Houston, TX. You will be mainly accountable for: Develop both short- and long-term strategic growth and business plans in close collaboration with Front End Sales (FES) and service that drive and support long-term profitable growth, tracking and reporting performance metrics within the SalesForce (SFDC) tool. Key accounts specifically in the mid-stream O&G market. Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process. Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls. Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates and conducts customer negotiations. Develops, maintains and shares detailed knowledge of the customers' business strategy, purchasing behavior, organization, decision makers customer business drivers, economic trends, and competition. Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit. Monitors competitors' activity with each account and ensures that appropriate response strategies are formulated and implemented. Creates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy. Coordinates the use of internal or external resources (e.g. technical, advertising, and marketing) to provide value added services to accounts. Qualifications for the role: Bachelors of Science degree in a technical and or business discipline; preferably business related 5+ years of relative experience in account sales and/or business development Product knowledge with process and analytical and instrumentation equipment is a significant plus. Leadership experience in sales, engineering and operational projects would be a plus Experience in strategic account and sales planning. Ability to anticipate customer needs and market trends. Strong, well-developed verbal communication, influencing, coaching and leadership skills. Up to 35% domestic travel required The Measurement & Analytics Division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers, working at the heart of industrial digital transformation. The Measurement & Analytics Division's portfolio consists of analyzers measuring compositions of gases and liquids; instrumentation measuring process variables such as temperature, pressure, flow, and level; force measurement solutions measuring parameters such as flatness, thickness, and tension; and advanced digital solutions for device management, device health check and predictive maintenance. The Measurement & Analytics Division serves key industries such as oil and gas, chemical, water and wastewater, power, hydrogen, batteries, as well as the marine industry. The Division enables the optimization of industrial processes by providing and analyzing data collected from sensing and smart measurement devices. Parameters such as emission levels and production inputs are measured by providing 'before' and 'after' values, enabling efficient operations and environmental sustainability through measurement.
Oil & Gas (Midstream)
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. Write the next chapter of your ABB story. This position reports to Manager, Industry & Account Management. Your role and responsibilities: In this role, you will develop, implement and manage the account strategy with a focus on growth, profitability and customer satisfaction in the Mid-Stream O&G Market for end users such as XTO, P66/DCP, Kinder Morgan, TC Energy, Willams, Enbridge and Enbridge. Coordinate the sales activities and manage resolution of specific customer problems. Reporting to the Head of Industry and Account Management, you will work directly with front-end sales, service and ABB's channel partners on bidding strategy, product positioning and overall pursuit of business growth opportunities. You will join a high-performance account management team with the collective passion and high energy to deliver the division growth plan according to market needs, division strategy and targets. The work model for the role is remote. This role is contributing to the Process Automation Measurement & Analytics division in Houston, TX. You will be mainly accountable for: Develop both short- and long-term strategic growth and business plans in close collaboration with Front End Sales (FES) and service that drive and support long-term profitable growth, tracking and reporting performance metrics within the SalesForce (SFDC) tool. Key accounts specifically in the mid-stream O&G market. Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process. Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls. Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates and conducts customer negotiations. Develops, maintains and shares detailed knowledge of the customers' business strategy, purchasing behavior, organization, decision makers customer business drivers, economic trends, and competition. Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit. Monitors competitors' activity with each account and ensures that appropriate response strategies are formulated and implemented. Creates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy. Coordinates the use of internal or external resources (e.g. technical, advertising, and marketing) to provide value added services to accounts. Qualifications for the role: Bachelors of Science degree in a technical and or business discipline; preferably business related 5+ years of relative experience in account sales and/or business development Product knowledge with process and analytical and instrumentation equipment is a significant plus. Leadership experience in sales, engineering and operational projects would be a plus Experience in strategic account and sales planning. Ability to anticipate customer needs and market trends. Strong, well-developed verbal communication, influencing, coaching and leadership skills. Up to 35% domestic travel required The Measurement & Analytics Division is among the world's leading manufacturers and suppliers of smart instrumentation and analyzers, working at the heart of industrial digital transformation. The Measurement & Analytics Division's portfolio consists of analyzers measuring compositions of gases and liquids; instrumentation measuring process variables such as temperature, pressure, flow, and level; force measurement solutions measuring parameters such as flatness, thickness, and tension; and advanced digital solutions for device management, device health check and predictive maintenance. The Measurement & Analytics Division serves key industries such as oil and gas, chemical, water and wastewater, power, hydrogen, batteries, as well as the marine industry. The Division enables the optimization of industrial processes by providing and analyzing data collected from sensing and smart measurement devices. Parameters such as emission levels and production inputs are measured by providing 'before' and 'after' values, enabling efficient operations and environmental sustainability through measurement.