Account Manager - Pulp & Paper, Northeast

At **ABB**, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world. **This position reports to:** Regional Sales Manager \_\_ ABB Pulp & Paper Account Managers are pivotal in driving the success of our Solutions and Service sales strategies within the designated Sales Territory. This role focuses on targeted Paper Accounts, requiring a dynamic, enthusiastic, and proven leader capable of operating at both strategic and tactical levels. The work model for the role is: Remote. Based in one of the following states: New York, New Hampshire, Massachusetts, Vermont, or Maine. This role is contributing to the **Process Industries division, within Automation.** **Responsibilities:** - Sales Strategy Execution: Develop, deploy, and manage sales strategies to meet Sales Volume and Margin targets. - Value-Based Selling: Utilize value-based and ROI-based selling methodologies to effectively motivate potential clients to invest in ABB Solutions and Services. - Customer Engagement: Cultivate strong relationships with key client representatives across engineering, process control, purchasing, and middle management levels (mill management, production, operations, maintenance, and engineering). - Account Planning: Create comprehensive account plans detailing strategies, objectives, and opportunities, including upgrades, evolution plans, and customer service strategies. - Competitive Analysis: Assess competing products/solutions and devise strategies to differentiate ABB's offerings. - Presentations: Coordinate and deliver presentations on technical, operational benefits, product features, economic justification, and product differentiation. - Sales Processes: Adhere to defined policies for sales pursuits, including safe driving, reporting, forecasting, proposal approvals, order-logging, risk reviews, and performance guarantees. **Qualifications:** - Bachelor’s degree with 8+ years of relevant experience, OR 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. - Familiarity with ABB’s product portfolio and competitive landscape is a plus. - Demonstrated leadership and strong presentation skills. Excellent communication skills. - Willingness to travel up to 70% of the time. We empower you to take the lead, share bold ideas, and shape real outcomes. You’ll grow through hands-on experience, mentorship, and learning that fits your goals. Here, your work doesn’t just matter, it moves things forward **What's in it for you** We want you to bring your full self to work—your ideas, your energy, your ambition. You’ll have the tools and freedom to grow your skills, shape your path, and take on challenges that matter. Here, your work creates impact you can see and feel, every day. **More About Us** ABB is an Equal Employment Opportunity and Affirmative Action employer for protected Veterans and Individuals with Disabilities at ABB. All qualified applicants will receive consideration for employment without regard to their- sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age, race and ethnicity, inclusive of traits historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law. For more information regarding your (EEO) rights as an applicant, please vi…