Account Manager – Oil & Gas

The Account Manager – Oil & Gas, will own and drive the country Go-To-Market Strategy, aligning with the Regional Sales Manager – ASEAN & Support Functions (Sales Operations, Commercial Operations, etc) and ABB’s Corporate goals. You will be responsible to lead the country sales for Oil & Gas (O&G) segment in driving revenue, develop and implement effective strategic plans, increasing market share, building & maintaining relationships with a focused drive towards business profitability. You will also need to build & maintain good working relationship with extended stakeholders to identify, work on sales opportunities and in driving them to closure.

You are required to co-develop with the Sales Support team to drive strategic Account Management & Planning methodology, identifying opportunities for early engagement with customers and drive & promote ABB’s key value differentiators. You must possess strong influencing, problem-solving and negotiation skills with an entrepreneurial mindset. You must have a good understanding of the market segment’s demand, customer’s budgeting processes and purchasing behaviors. You must possess leadership qualities to lead customer management & opportunities.

1. Strategy & Target

Owns the overall O&G segment Budget for the country. Creates, implements and reviews sales support strategy ensuring high say-do and high hit-rate to deliver on plan. Responsible to drive country sales strategy in collaboration with Sales Support team. Understands the key business drivers of the relevant customer’s business and business environment and interprets the impact and opportunity for ABB. 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.

2. Branding & Positioning

You will collaborate with the Regional Sales Manager, Hub Solution Support functions and Hub Marketing Leadership to develop a branding & positioning strategy on ABB’s capabilities as a preferred Integrated Solutions provider for Electrification, Controls/Automation, Telecommunications and Digitalization (ECTD). You will identify and map out potential key technical paper speaking seminars, events and plan to participate, working closely with the Hub & Global Marketing Leadership, Product Leadership and Technical Sales Support team.

3. Account Management

Together with the Regional Sales Manager and Hub Solution Sales Support team, you are to establish, own & drive account planning methodologies :

• Establish all key accounts within the Country with macro & micro outlook, opportunities, IB, investment & business plans, stakeholder matrix, C-suite engagement, etc.
• Each Country macro & micro outlook – current, 3 years & 5 years outlook within Energy space, ABB’s IB, ABB’s key stakeholder, etc

4. Market Knowledge

Monitors competitors’ activity with the account and ensures that appropriate response strategies are formulated and implemented. Gives input on market price developments.

5. Processes and tools

Drives application of standardized Marketing & Sales processes and tools (Salesforce, account plans, AVLs etc.) for the account.

6. Compliance & Integrity

You will champion ABB’s commitment to fostering a culture where Compliance & Integrity is woven into the fabric of everything we do.

Education, Knowledge, Skills, Experience:

• International, cross-BU and cross-division experience, fluent in English
• Relevant degree and 10+ years of experience within the country Oil & Gas customer base.