General Contractor (GC) Key Account Manager (KAM) - Whiting Turner

General Contractor (GC) Key Account Manager (KAM) - Whiting Turner

Industrial Solutions empowers smarter business operations by connecting equipment, software, and services to protect, control, and optimize assets within electrical infrastructures. Across multiple energy-intensive industries, the business provides customers with end-to-end product and service solutions that help ensure the reliability and protection of their electrical infrastructure. The General Contractor (GC) Key Account Manager (KAM) will be responsible for developing and maintaining strong, productive working relationships with executive levels and below within the GC HQ. They will work to drive Supplier Relationship Agreements at a national level. They will be responsible for increasing ABB’s penetration and share across the country and delivering defined Orders growth objectives.

Tasks:

As the GC KAM, you will:
• Focus on developing strong relationships at all levels within the GC HQ .
• Coordinate with and support the sales managers responsible for local relationships. Communicate and coordinate any Supplier Agreements, Opportunity pipeline, etc. Ensure local sales managers understand local GC Org Structure and facilitate connections with key personnel. Utilize HQ relationships to increase hit rates.
• Develop national strategy to increase penetration and communicate and adopt it to local teams
• Act as the ABB point person for all ITO -OTR activities with HQ of GC as needed.
• Communicate product, business, marketing updates to GC HQ.
• Conduct regular business reviews with GC HQ. Maintain scorecard of projects bid and secured.
• Develop process to identify opportunities in SFDC and drive adoption with sales team
• Collect best practices from across the country and develop process to communicate and replicate
• Provide management with current competitive information on a continuing basis, including competitive pricing, policy changes, product development, and marketing strategies
• Submit accurate and timely reporting of pertinent sales activities
• Keep management aware of commercial developments and trends, both product and market that could affect future business
• Meet or exceed assigned volume measurement

Requirements:

• Bachelor's degree from an accredited university or college (or a high school diploma / GED with at least 4 years of experience in Sales)
• Minimum of 3 additional years of experience in Sales
ELIGIBILITY REQUIREMENTS
Ability and willingness to possess and maintain a valid driver's license
DESIRED CHARACTERISTICS
• Bachelor's Degree in Engineering
• Proven success in field sales commercial construction markets
• Ability to implement national selling strategy
• Excellent communication skills
• Strong oral and written communication skills
• Strong interpersonal and leadership skills able to make deep and trusting relationships at executive levels
• In-depth knowledge of the commercial contractor segment
• Self-starter
• Ability to use prioritization skills
• Proven time-management skills

Location:
Atlanta, Georgia, USA
Contract type:
Regular/Permanent
Business unit:
EP Industrial Solutions
Date posted:
2018-07-12
Job function:
Sales
Publication ID:
US65672593_E2

ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in electrification products, robotics and motion, industrial automation and power grids, serving customers in utilities, industry and transport & infrastructure globally. Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions: bringing electricity from any power plant to any plug and automating industries from natural resources to finished products. As title partner of Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 135,000 employees. www.abb.com

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