Channel Sales Specialist

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You will be accountable for sales of Electrification Distribution Solutions (ELDS) in Birmingham, Alabama, driving sales volumes and margins. You will be responsible for meeting/exceeding assigned sales goals and objectives by developing and maintaining strong, productive working relationships with channel partners, electrical contractors and end users in the Birmingham / Huntsville trade areas. You’ll plan and implement sales strategies to maximize market share and margin on large electrical construction projects within the commercial construction market and the governmental and industrial markets industries.

This position reports to

Global Sales Manager

Your responsibilities

• Identify and track upcoming sales opportunities and influence customer specifications to favor ABB and to increase market share in the commercial, industrial and governmental market segments
• Educate customer base about differentiating products with technical presentations, etc
• Generate cross selling leads and make it easier to do business with ABB Industrial Solutions
• Collaborate with Product Managers by identifying product gaps, providing input on new product introductions, and sharing customer feedback
• Introduce new products to existing customer base and identify target customers
• Meet or exceed assigned volume and margin targets
• Perform take off's and develop cost effective proposals from project plans and specs and negotiate and secure project orders; provide value engineering suggestions; provide full packages to differentiate from competition utilizing full product breadth such as UPS (Uninterruptable Power Source), Paralleling switchgear, ATS (Automatic Transfer Scheme) etc
• Understand market pricing and utilize knowledge to successfully close opportunities
• Provide market feedback, competitive intelligence and hit rate information to business and sales leadership
• Track sales leads, wins and losses in CRM system (Salesforce); perform analysis on hit rate data
• Create customer marketing programs (NPI launch, training) to promote ABB products and services
• Mine construction data (Dodge, bid board) to identify key trends in marketplace and new product needs
• Identify new customers and create customer profiles to understand ABB’s position
• Participate in industry and local construction organizations to build relationships

Your background

• Bachelor’s degree in Engineering. Business or related is required with a minimum of 8 years of sales experience in large commercial construction and industrial projects, preferably in the electrical products industry
• Experience working with electrical contractors and channel partners is required
• Strong technical application, take off and proposal development skills
• Customer focused mindset with proven ability to respond quickly to customer needs
• In depth knowledge of the region’s electrical industry and ABB products is desired
• Strong collaboration, leadership and influencing skills are required
• Customer focused mindset with proven ability to respond quickly to customer needs
• Knowledge of customer financial drivers / needs
• Must have ability to utilize analytical software and sales tools; salesforce.com experience preferred
• Strong oral, written communication skills and presentation skills
• Ability to apply Six Sigma to improve customer satisfaction and Six Sigma or equivalent Quality training is a plus
• Sales experience of a $3Million plus business
• Understanding and experience with full portfolio of products and services (including power distribution one line and
• installation products) is preferred
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Wellbeing program
• Healthcare plan

More about us

ABB's Distribution Solutions Division provides utility, industrial and commercial customers with safe, smart and sustainable technologies for the distribution of electricity. With ABB AbilityTM enabled digital solutions at its core, our extensive portfolio includes distribution automation products, switching, limiting, measuring and sensing devices, switchgear, modular substation packages, and related services. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website [please apply online] Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: [please apply online] [please apply online] As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action 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-[please apply online]. Protected veterans and qualified individuals with a disability 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 Representative at 1-888-[please apply online] or by sending an email to [please apply online]. Resumes and applications will not be accepted in this manner. #LI-Hybrid