Business Development Manager - Modernization

ABB Inc.; Cleveland (OH); Remote; USD 120,000 - 180,000; Full time

Job summary

ABB Inc. is seeking a services-focused sales professional to lead service opportunities for control system upgrades and expansions.

The role targets Installed Base penetration and collaboration with Service units to maximize profitability, while building long-term customer relationships and ensuring rapid response to client needs. The position supports the ABB Energy Industries portfolio, with a remote work model ideally based in OH or TX, and reports to the Service Manager.

Qualifications

• Experience in service sales for control systems and upgrades.
• Ability to develop service sales plans and recovery plans when needed.
• Strong relationship-building with customers and ABB stakeholders.

Responsibilities

• Penetrates Installed Base (IB) and promotes upgrade, retrofit, and value-add solutions to benefit customers and ABB.
• Develops service sales opportunities and secures profitable sales within the designated area(s).
• Focuses on IB penetration and sells the entire service product portfolio in collaboration with other ABB service units.
• Generates service sales leads and develops new market opportunities by using market trend information.
• Sells the full service portfolio to expand ABB footprint in the designated area(s).
• Translates customer needs into ABB Service offerings and solutions.
• Establishes long-term customer relationships by understanding requirements and regulations and by demonstrating technical service knowledge to promote Life Cycle Management (LCM).
• Documents customer feedback and ensures customer satisfaction throughout the sales process; updates customer database.

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.