Technical Sales Specialist - FTIR (National)

ABB Inc.; Washington (District of Columbia); Remote; USD 98,000 - 184,000; Full time

Job summary

An established industry player is seeking a Technical Sales Specialist to drive growth in Process Analytics. This remote position focuses on planning, presenting, and managing opportunities in the US market. The ideal candidate will possess a strong technical background in FTIR/NIR technologies and a customer-centric approach. You'll work closely with sales teams to build relationships, identify projects, and adapt strategies to market changes. This role offers a competitive salary and the chance to make a significant impact in the field of analytics, empowering clients with innovative solutions.

Qualifications

• 5+ years' experience in instrumentation as a customer, seller, technician, or project manager.
• Customer-centric focus with the ability to build relationships at all levels.

Responsibilities

• Identify potential projects and present tailored ABB Analytical Solutions.
• Monitor market trends and recommend strategic adjustments.

Skills

FTIR / NIR

CGA

CEMS

GC

TDL technologies

Solution design

Customer relationship management

Education

Associates Degree in technology

Job description

Technical Sales Specialist - FTIR (National)

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.

Reporting To: Sales Team Lead

Your Role and Responsibilities

In this role, you will be planning, presenting, and managing new and existing ABB Analytics opportunities for our Process Analytics (PA) business in the US. The ideal candidate will be technically proficient, experienced in FTIR / NIR, with knowledge of CGA, CEMS, GC, and/or TDL technologies. You should be well-spoken and driven to succeed in meeting customer needs.

The work model for this role is remote. #LI-Remote
Relocation assistance will not be provided.

This role contributes to the nationwide Process Automation Measurement & Analytics (PAMA) division in the US.

Main Responsibilities

1. Identify potential projects and present ABB Analytical Solutions tailored to customer needs. Support Channel Partners, collaborate with sales teams, and drive business growth.
2. Expand ABB's Process Analytics business aligned with the go-to-market strategy. Serve as the front line for offering and executing solutions, with a technical, well-spoken, and success-driven approach.
3. Monitor market trends and recommend strategic adjustments to adapt to changing landscapes. Provide market insights for decision-making.
4. Communicate the value proposition of Analytics internally and externally. Support local sales with effective perception, promotion, and training initiatives.
5. Achieve key targets (volume, price, mix) regionally and nationally. Develop and execute detailed business plans with regular follow-up.
6. Prioritize and manage major accounts, including account management in collaboration with local Account Managers.
7. Build and maintain strong customer relationships, follow up on performance, and communicate opportunities or deficiencies.
8. Collaborate with sales teams to identify and secure future business, including end-user and third-party agreements. Assist in negotiating complex legal and commercial agreements.
9. Identify and mitigate risks related to contracts and pricing across segments.
10. Report segment-wise progress and utilize tools to identify future opportunities.

Qualifications

• Associates Degree in technology plus 5+ years' experience in instrumentation, either as a customer, seller, technician, or project manager.
• Experience with FTIR / NIR and knowledge of CGA, CEMS, GC, or TDL technologies.
• Understanding of Analytics including GC, FTIR, Tunable Diode Lasers, CGA, and CWA. Instrumentation knowledge is a plus.
• Ability to leverage industry relationships for new opportunities.
• Solution design skills tailored to customer needs while promoting ABB products.
• Customer-centric focus—understanding their goals, buying behaviors, and maintenance practices.
• Ability to build relationships at all organizational levels, from field personnel to executives.
• Up to 35% domestic travel required; international travel may be needed once per year.
• No visa sponsorship available; candidates must have work authorization for the US.

About Us

We value diversity and invite you to apply for your next career step with ABB. Visit www.abb.com to learn more about our global impact. The annual salary range is approximately $98,700 to $183,300, plus bonuses.

ABB is an Equal Employment Opportunity (EEO) and Affirmative Action employer. We encourage diversity and do not discriminate based on race, creed, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, or veteran status. For more information, visit the provided EEOC and DOL links. Reasonable accommodations are available upon request.