Business Development Manager - Modernization

USTBC ABB Installation Products Inc.; Cleveland (OH); Remote; USD 90,000 - 130,000; Full time

Job summary

ABB Installation Products Inc. is seeking an experienced Sales Engineer to drive service sales for ABB Energy Industries DCS upgrades and expansions. The role focuses on installed base opportunities and collaborating with Service Sales Manager to secure profitable service offerings.

The position supports remote work with preference for candidates in Ohio or Texas, requiring strong customer engagement and technical sales skills in automation systems.

Qualifications

• Bachelor's degree in engineering or equivalent.
• 8+ years in automation systems; DCS experience preferred.
• Comfortable presenting to customers and vendors; strong communication.

Responsibilities

• Penetrates installed base and promotes upgrades, retrofits, and value-added solutions.
• Plans and executes weekly sales visits; updates CRM with leads and opportunities.
• Develops sales opportunities for service products and ensures profitable delivery.
• Translates customer needs into ABB Service offerings and supports life cycle management.
• Collaborates with Service Sales Manager and Service Manager to drive service sales.

Skills

Customer facing

Presentation

MS Office

Salesforce

Education

Bachelor's degree in engineering

Tools

Salesforce

MS Office

Job description

At ABB , we help industries run leaner and cleaner-and every person here makes that happen. You'll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.

This position reports to:

Service Manager

This role will focus on ABB Energy Industries Distributed Control System (DCS) installed base and drive Services business for control system upgrades, expansions, and evolutions. Drives service sales process in collaboration with the Service Sales Manager and/or Service Manager. Generates service sales opportunities and secures profitable sales within the designated area(s). Focuses on Installed Base (IB) penetration and sells the entire Service product portfolio in collaboration with other ABB service units. Builds long-term customer relationships and ensures immediate response to specific customer needs and issues.

The work model for the role is: remote, ideally based in OH or TX.

Key Responsibilities

• Penetrates into IB, promotes various upgrade, retrofit, and value-add solutions to the benefit of the customer(s) and ABB.
• Understands the channel strategy and the establishment of related prices and prepares sales plan, reviews them, and proposes recovery plan(s) when needed.
• Utilizes IB database to understand the existing IB and identifies and develops sales opportunities for service products and solutions to penetrate the existing IB or new IBs in the market. Updates IB in the Service database regularly with the changes made at site.
• Focuses on the entire service portfolio to secure profit for assigned business / product groups.
• Generates service sales leads and develops new market opportunities by utilizing market trend information and through identifying and exploring potential new service portfolios.
• Sells entire service product portfolio to expand ABB footprint in the designated area(s). Acts as a marketer/salesperson of ABB's service products and solutions during marketing activities (campaigns, trade fairs, exhibitions, conferences, customer meetings).
• Translates the needs of customer into relevant ABB Service offerings and solutions.
• Establishes long-term customer relationships by understanding their requirements and applicable regulations and by demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM).
• Documents customer feedback and ensures customer satisfaction throughout the sales process. Registers required information into the appropriate customer database.
• Plans and performs the right number of weekly sales visits and reports them on CRM. Reports leads/opportunities, manages, and updates pipeline in CRM.
• Updates and monitors sales proposals and tenders and follows-up on proposal statistics. Communicates contract details in accordance with ABB offering and strategy and manages administrative sales processes.

Qualifications

• Bachelor's degree in engineering, or equivalent technical degree.
• 8+ years of experience in automation systems. DCS systems experience highly preferred.
• Comfortable in front of customers and vendors.
• Ability to lead technical training, lunch and learns, and demonstrations.
• MS Office skills are a must. Salesforce is preferred.

What's in it for you

We want you to bring your full self to work-your ideas, your energy, your ambition. You'll have the tools and freedom to grow your skills, shape your path, and take on challenges that matter. Here, your work creates impact you can see and feel, every day.

More About Us

ABB is an Equal Employment Opportunity and Aff… ???

All qualified applicants will receive consideration for employment without regard to their- sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age, race and ethnicity, inclusive of traits historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law.

For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf

As an Equal Employment Opportunity and Aff… ???

protected Veterans and Individuals with Disabilities may request to review the 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 Individuals with Disabilities 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