OEM Account Management Leader - LV Drive Products

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:

VP, OEM Business

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In this role you will be responsible for lead and coach our team of OEM Account Managers. This leadership role combines the responsibilities of key account management with team oversight. This involves such aspects as commercial agreements, proposal development, global pricing development, risk assessment and sales strategies (identify, prioritize, and develop strategies). Provide oversight for OEM Account Manager fostering strong, lasting, and profitable relationships with assigned Direct or indirect OEMs maximizing ABB Share of Wallet (SoW).

This role supports the Motion Drive Products Division in New Berlin, WI.

While this role can be remote for the right candidate, there is a strong preference for the OEM Account Management Leader to have a Hybrid presence in New Berlin, WI – our Motion Drive Products HQ.

Your role and responsibilities:

• To lead and support the development and executing of the sales strategy to achieve profitable growth goals for assigned accounts by:
  • Understands the key business drivers, including significant and emerging business risks, and business environment and interprets the impact and opportunity for ABB
  • Develop and execute account plans and account reviews
  • Participates in the development of sales strategies for the account by providing the customer’s current business and long-term plans
  • Leads the development and implementation of the account plan and SoW growth actions
  • Maintain a deep understanding of the account's decision-makers, processes, applications, product development plans, and the competitive market landscape
  • Form executive level relationship with key accounts
• Lead cadence with Account Manager weekly to drive OEM account development, SoW expansion and support any escalations and develop the Account Managers domain expertise in the respective assigned OEMS applications.
• Lead the collaboration with Global teams/ LSUs / internal Stakeholders (Operations, Channels, Legal, Finance), and other ABB Divisions to coordinate activity with target OEMs and manage escalations.
• Maintain regular account summary reports for the assigned OEMs accounts and drive sales activities in SFDC.
• Meet or exceed assigned sales budget in targeted OEM business segment and develop sales focus and acumen to accelerate Automation Solutions opportunities in funnel pipeline.
• Lead sales activities with emphasis on strategic profitable growth and predictable forecasting.
• Lead contract negotiations with assigned OEM ensuring favorable terms and conditions while protecting the interests of our organization. Collaborate with operation, legal and finance teams to finalize agreements.

Our Team Dynamics

Our teams support each other, collaborate, and never stop learning. Everyone brings something unique, and together we push ideas forward to solve real problems. Being part of our team means your work matters - because the progress we make here creates real impact out there.

Qualifications for the role:

• Bachelor’s degree or Associate’s degree in Electrical Engineering, Business or related field and 10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
• Previous Sales and/or Account Management Leadership experience required.
• Sound knowledge of OEMs their revenue models and G2M strategies.
• Understanding of customer needs, experience in customer interface.
• Strong skills in Excel, PowerPoint, and Microsoft office platform and SFDC.
• Proven track record in exceeding sales targets in competitive markets.
• Exceptional negotiation and influencing skills, with a demonstrated ability to close high-value deals.
• Strategic thinker with strong analytical and problem-solving abilities.
• This position involves 30-50% domestic travel in the United States. This role may also include some international travel, requiring a valid US Driver’s License and US Passport.
• Candidates must already have work authorization that would permit them to work for ABB in the US.

More about us

ABB Drive Products serves the industries and infrastructure segments with world-class drives and programmable logic controllers (PLC). With its products, global scale and local presence, the Division helps customers to improve energy efficiency, productivity and safety.

What's in it for you

We give you the space to lead, the su