When Lu Athnos talks about anything… you trust her. Not just because she knows her stuff. Because she does. That makes her explanations clear, unwavering, and filled with wisdom. But there’s also the sense that she wants to help you, to share her knowledge and work out how it applies to your challenge — whatever you want to achieve in process automation, or perhaps in your career. Lu’s own 27-year career in Pulp and Paper for ABB has been stellar. Now, she’s one year into her role as Regional Sales Manager for the entire US east coast, covering a diverse range of pulp and paper manufacturers, such as packaging, fine writing, newsprint, tissue, and even paper to print money.
Lu has a genuine passion for self-improvement, demonstrated by her large collection of books representing her academic pursuits which include two Masters. Among her recommended book reads is "The Ideal Team Player" by Patrick M. Lencioni, reflecting her commitment to fostering teamwork and leadership within her professional journey
“I always feel I want to improve myself,” says Lu, who graduated from her university in China in 1996 with dual degrees, Electrical Engineering and English. Shortly after, she started her career with ABB in the People’s Republic. “ABB wanted someone with good technical and good English communication skills, so my background was a good fit.” This combination of technical expertise and linguistic proficiency made her an ideal candidate for ABB, setting the stage for an exciting career journey.
Lu started her career at ABB as a Process Control Engineer. Her professional journey took an interesting turn when ABB sent her for training in Columbus, Ohio, where she met her future husband, Mark. Together, they relocated to China, and after two more years working in the Pulp and Paper group of ABB China, they made the decision to move back to the United States. Upon returning to Columbus, Ohio, she joined the Pulp and Paper Projects group as a Systems Engineer. This career move marked a significant chapter in her ABB experience, showcasing her adaptability and resilience in navigating changes and seizing new opportunities.
How to engineer the best reputation
“I worked as a Systems Engineer for the next 12 years. I was traveling across the US, visiting customer sites, executing system installations, conducting operator training, and process optimization. I was always busy, but I loved it. I enjoyed meeting customers and our own Service Engineers, I thrive on solving customers’ problems. That was a fun and enjoyable experience for me.”
Despite her technical expertise in electrical engineering and growing practical experience in the pulp and paper industry, Lu felt the nuances of paper production were eluding her: “I still wanted to understand the papermaking process, how the paper machine runs, and what are the root causes of some complex issues.” She discovered that North Carolina State University offered a distance education Master's Degree in Wood and Paper Science Technology, which she completed in two-and-a-half years from 2006 to 2008, without skipping a beat in her Systems Engineer role. She reflects on this experience, saying “I learned a lot about pulp and paper making that was very beneficial for my work,” highlighting her commitment to continuous learning and understanding of the industry.
In 2012, Lu was still fully engaged with her Systems Engineer role, when someone “sowed the seed of change”, alerting her that the ABB Service Department had advertised for a QCS Regional Technical Advisor position. Describing the role, Lu explains, “That was a new position, providing high-level technical support for our service group.” Intrigued by the opportunity, this marked a pivotal moment in Lu's career as she explored a new and challenging role within the organization.
Soon, Lu assumed the role of Team Leader for this high-level Technical Specialist Group. From the start, Lu led the team in developing a Field Service Certification Program for the ABB Pulp and Paper service organization. This effort was instrumental in establishing a mechanism to "hold people accountable, to set goals and then inspect what you expect." Following this success, Lu progressed in her career to become the Service Specialist's Team Manager. Now, eager to broaden her knowledge, she embarked on studying for a Master of Business Administration (MBA) Degree, successfully completing the program with a degree in 2018. This demonstrated her commitment to continuous learning and equipped her with additional skills for her evolving role within the organization.
The rhythms of work and music
After a long day of work, Lu has crafted a distinctive method to unwind. She retreats to her music room, a haven equipped with a collection of guitars, a piano, and a drum kit, where she immerses herself in her music for an hour or so. Her musical preference leans towards "light rock," with her favorite bands including The Bee Gees and The Eagles, etc.
Despite now holding the position of Regional Sales Manager, Lu maintains a profound understanding and respect for the challenges of field service. Recently, she delivered a presentation to a group of new Field Service Engineers at the Westerville training facility, focusing on the importance of “people skills”.
She recommended a book, The Intentional Field Service Engineer, by Bruce Breeden, emphasizing the value of intentional and effective interpersonal skills in the field service role. Breeden writes about the skills needed as a Service Engineer, and Lu quotes him saying, “The key is to become a Trusted Advisor”.
Lu excels in the field of sales, relishing her new role, the continuous learning of sales skills and all that it entails. Following a swift climb through the ranks over the past four and a half years, she shares, "I enjoy the sales role and acquiring sales skills. I like to help people. It gives me pleasure to solve customers’ problems.” In her sales role, she helps customers address issues of obsolescence in their equipment or provides solutions to overcome their challenges. Lu’s genuine passion for helping others and finding innovative solutions contributes to her success and fulfillment in the dynamic world of sales.
“Once, I was leaving a paper mill and the mill manager came out (with a big smile) and stopped me as I was getting into my car. He said that the solutions I had proposed to their challenges would likely save them $10,000 a month. I thought that was cool — being able to apply ABB technology to not only address challenges, but also to contribute significantly to reducing business costs and increasing profits.”
She adds, “I'm not here to push a customer to buy things. Coming from a technical background, I like to understand their process and their needs, which helps me offer a solution that's trustworthy and effective. Sometimes, I even tell the customer, ‘Yes, ABB has a solution, but it's not the best fit for you. I suggest that you look elsewhere to get a better solution for that problem.’ People respect you for that.” Her commitment to understanding the customer's unique requirements and providing honest and tailored solutions reflects a genuine dedication to building trust and fostering long-term relationships.
Humility and paper smarts
As Lu enters her 28th year at ABB, now in her second year as a Regional Sales Manager, she says, “I am privileged to lead a remarkable team comprised of individuals with a wealth of knowledge and experience. Together, we have cultivated a culture centered on trust, respect, and effective collaboration. I have a lot of respect for my team members, actively learning from their extensive experience despite my relatively short tenure in sales. Micromanagement is not my approach. I am dedicated to providing 100% support, creating an environment where they can thrive and achieve success.” Her humility in recognizing learning opportunities highlights a commitment to continuous growth, contributing to her ongoing enjoyment and success at ABB.
As part of her MBA journey, Lu had the privilege of being accepted into the university's "Leadership Development Program". She received training in personal leadership, team leadership and organizational leadership, complemented by individual career development coaching. “My coach helped me a lot to think about what's important for me and what I want to do in my career,” says Lu. She enjoys engaging in discussions with those seeking career advice that are not dictating the outcome but rather aiming to reveal the individual's passions and talents. “I love to help them analyze the situation and point out that there are a lot of different career opportunities in our organization,” she remarks, underscoring her commitment to supporting others in their career journeys.
Lu takes pride in her most significant career achievement: the reputation for her integrity and accountability that she has cultivated within her ABB teams. She emphasizes, “People know they can count on me, no matter what it is.” This acknowledgment underscores the value that she places on reliability, trustworthiness, and a steadfast commitment to her responsibilities. This contributes to her standing as a respected and dependable professional leader within the organization.
Lu considers her role as a Regional Sales Manager to be the most fulfilling yet. She explains “I maintain close connections with customers, our Account Managers, and the service team; I would miss these valuable connections if I were to progress to higher levels within the organization.”
“I think a big part of being Unstoppable is that I love what I do.”
For young women interested in STEM roles, Lu's advice is "to challenge gender stereotypes, focusing on your capabilities and contributions, and overcoming outdated perceptions. Stay true to your passion, seek support, and maintain a commitment to continuous learning to thrive and make a meaningful impact on the industry."
