Key Account Manager – Oil & Gas (Midstream)

ABB Schweiz AG; Indiana; Remote; USD 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Key Account Manager to drive growth in the Midstream Oil & Gas market. This role involves developing strategic plans, managing customer relationships, and ensuring profitability through effective sales strategies. You will collaborate with sales teams and channel partners, leveraging your expertise to enhance customer satisfaction and market presence. With a focus on innovation and sustainability, this position offers the chance to be part of a high-performance team dedicated to making a significant impact in the industry. If you are passionate about driving business success and thrive in a collaborative environment, this opportunity is for you.

Qualifications

• 5+ years of experience in account sales and business development.
• Strong communication and leadership skills are essential.

Responsibilities

• Develop and manage account strategy for growth and customer satisfaction.
• Coordinate sales activities and resolve customer issues.

Skills

Account Sales

Business Development

Verbal Communication

Leadership Skills

Customer Relationship Management

Education

Bachelor of Science in Technical or Business Discipline

Tools

SalesForce (SFDC)

Job description

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 is a position with grade

13

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, Williams, and Enbridge. You will coordinate the sales activities and manage the 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. #LI-Remote This role is contributing to the Process Automation Measurement & Analytics division in Houston, TX.

You will be mainly accountable for:

1. 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.
2. Define and propose sales targets and growth margins for the account and ensure their achievement with a structured follow-up process.
3. Lead the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, and identifying a target for each solution element. Propose recovery plans in case of potential order shortfalls.
4. Establish and develop account relationships based on a defined strategy. Act as focal point for problem resolution and monitor customer claims. Plan, facilitate, and conduct customer negotiations.
5. Develop, maintain, and share detailed knowledge of the customers’ business strategy, purchasing behavior, organization, decision makers, customer business drivers, economic trends, and competition.
6. Sell products/solutions/services to customers, focusing on volume, mix, and profitability targets for assigned Business Unit. Monitor competitors’ activity with each account and ensure that appropriate response strategies are formulated and implemented.
7. Create added value for the customer and ABB by ensuring a coordinated sales approach (e.g., frame agreements). Communicate details in accordance with ABB supply, offering, and strategy.
8. Coordinate the use of internal or external resources (e.g., technical, advertising, and marketing) to provide value-added services to accounts.

Qualifications for the role

• Bachelor 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 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.

More about us

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. #LI-Onsite We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.