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Title Regional Technical Sales Manager (West Coast)
Req Number 09-00193
Location Home California - PP
Regular/Temporary Regular
Employment Full-Time
Function Responsible for stimulating Division sales and providing technical marketing support of products (relays and automation)and services directly with Field Sales, Channel Partners and customers.
Division PP
Business Unit PP
Company ABB, Inc
Req Description PURPOSE OF POSITION
Responsible for stimulating Division sales and providing technical marketing support of products (relays and automation)and services directly with Field Sales, Channel Partners and customers.
QUANTIFIABLE DIMENSIONS
Responsible for supervising regional sales activities of minimum $6M annually that includes the utility sales force and the industrial sales force, OEM sales force, Sales Reps and Distributors.
MAJOR RESPONSIBILITIES
1. Conduct field training seminars to help customer personnel in the application and the operation of the products and services. Recommend and develop promotional programs, including training, seminars, mail-shots, customer visits, demos and other events to help achieve the core division objectives.
2. Assist customers with technical product applications and in solving technical problems to obtain sales and enhance customer goodwill.
3. Attendance of trade shows, seminars and conferences as necessary for the achievement of core objectives. Support the other activities of the BU when appropriate or as defined by management.
4. Assist sales to meet division financial objectives in conjunction with Field Sales organization; provide and coordinate technical support on new products to include publications and training aides. Interact with utility, industrial, consulting and OEM engineers to specify relay and automation products.
5. Develop and maintain appropriate project and customer databases to develop and pursue business opportunities. Coordinateion with Front End Sales (FES)/ Account management and other Sales and Marketing representative channels as required to achieve order input and customer satisfaction.
6. Maintain competitive base of knowledge and serve as Division experts with respect to competitors products.
7. Provide monthly report detailing the field activities for the month and report active projects to aid Division personnel and upper management with project tracking and forecast.
8. Participate in the specification of new products in conjunction with internal ABB engineering and marketing by the application of first hand knowledge of competitive products and customer preferences. Assume leadership role in marketing analysis and division strategic product reviews.
9. Responsible for orders from a technical and commercial standpoint during bidding, negotiation, order entry, and after sale periods. Required to work with engineering and schedulers to ensure a clean order.
10. Travel to customers in conjunction with the assigned outside sales person for the accounts at a average of 30% of ones time in order to meet assigned objectives. Responsible for presenting product features and advantages along with performing product training as required.
11. Review and prepare proposals from customer specifications with a full understanding of ABB?s technical abilities, competitor offerings and market conditions.
Education B.S. degree in electrical engineering/power systems or recognized equivalent degree. Must have 4 or more years with utilities and some relay experience. Sales-related experience a plus.
Interpersonal Skills
Work Experience Must have knowledge of power system operation and equipment utilization, with greater depth in area of protection philosophy (generation, transmission, distribution, control, relay settings) and implementation. This knowledge includes knowledge of Division/Corp. products and marketing techniques. Must also possess knowledge of customer and competitive manufacturing equipment.
B.S. degree in electrical engineering/power systems or recognized equivalent degree. Must have 7 or more years experience in power systems relaying. Sales-related experience a plus.
Must be able to solve customer relaying problems and application issues of a highly complex nature without resorting to engineering assistance. For more highly complex technical problems, must be able to marshal necessary engineering assistance and coordinate/guide efforts toward resolution. Must exercise considerable creativity in developing and implementing marketing approaches tailored to individual customers, based on knowledge of customer personnel, preferences, and requirements. Must be able to analyze market/competitive trends and recommend action plans leading to new products and marketing approaches.
Must have background in Recloser technologies including the control systems, communication requirements and application knowledge. Experience with outdoor breakers and their application, sales and training would be highly desired as well.
Needs to have knowledge of Substation Automation, Distribution Autiomation and Protection products, RTUs and systems and be able to assist the customers in the selection and implementation of the best ABB solution for their applications. Experience with LAN protocols, HMI systems, and software packages a must.
Must be able to explain in a clear and persuasive manner, the technical merits of the Division?s products in direct contact with the customer. Must be able to utilize marketing skills to convince customers of the desirability of buying ABB equipment, often in the face of intense bias or preference for competitive products and/or services. Must be able to teach complex technical subjects to groups of technicians or engineers, tailoring the talk to the level of the audience. Must be able to create customer confidence in ABB products and services. Must be able to clearly and concisely present results and recommendations of customer contacts to others within the Division so as to influence the direction of the Division to maximize sales and customer satisfaction.
Ability to create and present power point presentations to a variety of audiences including customers, training groups, seminars and senior managers a must.
Ability to prioritize work activities and self manage required.
Diversity in ABB ABB is an equal opportunity employer and does not discriminate by race or gender or age or creed or national origin.
Applicant Qualifications Applicants must be legally authorized to work in the United States.
This position is currently accepting applications.

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