At ABB, we help industries become more resource efficient and cleaner - and every person here contributes to the results. You'll have the opportunity to lead, be supported to grow and be proud of the impact we create together. Join us and help drive what drives the world.

This position reports to: Sales Manager.

Your role and responsibilities:

Within ABB Automation, we have in Sweden a dedicated group of about 150 people solely focused on working with our customers in the pulp and paper industry but globally we are in the Pulp, Paper and Fiber business line 1500 people. We deliver automation projects based on 800xA, drive system projects, electrification and digitalization - as well as service and support via long-term service agreements. As our current account manager will develop further in a new global role, we are looking for an experienced Account Manager who wants to be involved in developing business with our existing key customers.

The position is full-time with a location in Stockholm, Karlstad or Norrköping.

As an Account Manager, you are responsible for building long-term customer relationships with some of Sweden's leading companies in the paper and pulp industry. You will be responsible for around 10-15 existing ABB customers with installed base and long history of cooperation. Your role is about understanding the customers' challenges and translating these into concrete business proposals that match ABB's solutions.

You manage, migrate and modernize the existing installed base, while identifying opportunities to expand with new features and solutions. You build relationships at multiple levels within the customer - from automation teams and projects to operations, maintenance and production management.

In the role you will:

• Establish and nurture customer contacts at different levels of the customer organization
• Identify customer needs and develop business proposals based on these
• Present solutions and the business case - from business proposals to technical briefings at customer sites
• Work in a structured way with sales in our CRM system and build a pipeline that is continuously updated and nurtured
• Lead and coordinate ABB:s internal specialist team to develop technical and commercial solutions
• Make about 150 customer visits per year at the customer's site to create understanding and make contacts (most of the trips can be done during the day)
• Drive business through the entire sales cycle - from needs analysis and quotation to negotiation and closing
• Have a clearly defined sales target with follow-up and incentives

You are part of a group with 4 other account managers as well as technical sales experts who can support you.

Your background:

To succeed in the role, we look for a strong combination of technical understanding, business acumen and the ability to build trusting relationships. You are self-driven, structured and driven by creating value through long-term collaborations.

We see that you have:

• Relevant post-secondary education in engineering, industrial economics or equivalent
• Several years of experience in B2B sales, preferably in automation, process or industrial solutions or a technical background and leading role in technology that makes it easy to move into sales.
• Technical understanding of the process industry, preferably from paper and pulp
• Knowledge of industrial control systems, preferably ABB 800xA or other DCS, and how these work in industrial applications
• Knowledge of industrial applications such as drive systems, process control, power distribution in industrial environments.
• Understanding of business economics, project calculations and tenders - as well as experience of contract forms for fixed price projects (eg. SSG is meritorious)
• Documented experience of independent customer responsibility and driving business throughout the sales process
• Experience of working in a structured way with CRM systems, preferably Salesforce, as well as customer and account plans
• Very good knowledge of Swedish and English and a strong communicative and relationship-building ability

This is what we offer

The position is available as one of our current account managers is advancing to a global role within ABB. You will have the opportunity to take over an established customer portfolio with known relationships and great potential.

We offer you:

• To represent one of Sweden's most respected industrial brands that has developed Swedish industry for a long time
• A key role with your own responsibility and great opportunities to influence
• Position as a team player in a group where 4 people with experience have the same role for other customers in Sweden
• A manager who will give you great responsibility and autonomy but who clearly sets requirements and is present for support when needed.
• Opportunities to develop in strategic value-based sales of complete solutions with clearly reported customer value.
• An established network of existing customers with a long history of cooperation with ABB
• Clear sales targets with attractive incentives linked to performance
• Market salary and ABB:s competitive employment conditions
• Company car
• Support from technical sales experts and an experienced team of colleagues
• Opportunity for continuous competence development in technology, sales and leadership
• An employer who values initiative, innovation and lifelong learning - our mottos Care, Courage, Curiousity and Collaboration reflect us well in the group.

More about us:

ABB is a leading global technology player in electrification and automation, enabling a more sustainable and resource-efficient future. Within ABB Automation in Sweden, we are dedicated to the pulp and paper industry with a specialized group of approximately 150 people.

We deliver complete automation projects based on 800xA, drive systems, electrification and digitalization. Our customers are some of Sweden's leading industrial companies, and we have long-term relationships built on trust, expertise and shared success. In addition to new investments, we also perform service, maintenance and modernization of existing systems through long-term service agreements.

Our business is characterized by innovation, sustainability and customer proximity. We believe in creating value through long-term partnerships and developing together with our customers and employees.

We kindly decline direct contact with staffing and recruitment companies and sellers of additional job advertisements.

We look forward to reading your application in PDF format. We work with continuous selection, which means that the position may be filled before the deadline. Please note that the hiring process at ABB Sweden includes a reference check, a drug test and in some recruitments also an extended background check.

Become one of us. Be part of the team where progress happens, industries change and your work shapes the world - Engineered to Outrun

Contact

Recruiting Manager Thomas Andersson +46 724 64 47 60, will answer your questions about the role.

Union representatives - Sveriges Ingenjörer: Mikael Blomqvist, +46 768 06 00 11; Ledarna: Leif Öhrberg, +46 724 64 40 16; Unionen: Krista Andersson, +46 706 44 02 85.

For all other questions, please contact Talent Partner Sara Vestin, +46 724 64 46 88.

To build a cleaner and smarter future, we need all kinds of people: the curious, the brave and the creative. That's why we welcome people from all backgrounds and experiences.

Are you ready to make a difference?

Apply today or visit https://www.abb.com to learn more about how our solutions impact the world.