Account Manager - Pulp & Paper, Northeast
RemoteNew York, United States or New Hampshire, United States
Job Summary
Develop and manage sales strategies to meet volume and margin targets for targeted paper accounts in the Northeast region. Execute value-based and ROI-based selling methodologies to motivate clients to invest in ABB Solutions and Services. Cultivate relationships with key client representatives across engineering, process control, purchasing, and mill management levels. Create comprehensive account plans detailing strategies, objectives, and opportunities, including upgrades and evolution plans. Assess competing products and devise differentiation strategies while delivering presentations on technical benefits and economic justification. Adhere to defined sales policies for pursuits, forecasting, proposal approvals, and performance guarantees. Requires 8+ years of experience with up to 70% travel.
Required Qualifications
- Bachelor's degree with 8+ years of relevant experience
- High School Diploma with 12+ years of relevant experience
- Proven track record in sales, preferably within the Pulp & Paper or related industries
- Demonstrated ability to drive sales activities at both strategic and tactical levels
- Strong value-based and ROI-based selling skills
- Excellent relationship-building and negotiation skills
- Ability to effectively present to various levels within customer organizations
- Demonstrated leadership and strong presentation skills
- Excellent communication skills
- Willingness to travel up to 70% of the time
- Based in one of the following states: New York, New Hampshire, Massachusetts, Vermont, or Maine
Desired Qualifications
- Familiarity with ABB's product portfolio and competitive landscape is a plus
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