Service Sales Manager - Pulp & Paper

At ABB, we are dedicated to addressing global challenges. Our core values: care, courage, curiosity, and collaboration - combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to empower everyone to create sustainable solutions. Write the next chapter of your ABB story.

This position reports to

Sales Manager

Your role and responsibilities

Ensure the execution of the sales strategy for the Pulp and Paper portfolio within the PAPI Division, through planning, leadership, and development of the sales organization, aiming to achieve both qualitative and quantitative goals for services profitably, exceeding sales objectives and ensuring customer satisfaction. Create, plan, and implement sales strategies and initiatives for business development in alignment with the global strategy, pursuing goals in terms of budgets and sales efficiency. Set and achieve sales targets through regular supervision, defining and implementing improvement plans as necessary, providing and facilitating resources to ensure team performance. Identify opportunities with new, existing, and potential customers within a defined geographic area, and determine acquisition plans and resource allocation. Ensure the achievement of objectives by monitoring, providing information and reports to Marketing, Sales, and Market Intelligence, sharing insights, and coordinating the flow of sales transactions, including leads, billing, orders, contracts, etc. Ensure efficient marketing communications and build strong customer relationships, supporting the development of key relationships with major clients and decision-makers. Continuously manage costs, ensuring the achievement of sales volume and product mix targets, establishing appropriate pricing and margins for sales, and participating in key contract negotiations. Identify and manage potential risks related to contracts with clients/channels, monitor the financial status of customers, and report any changes in risk to relevant internal teams. Lead the sales processes and oversee all plans, actions, and relevant training and development programs, ensuring the team is aligned with their objectives. Ensure leadership and people development (with support from HRBP) in the Sales area, fostering a healthy, organized, and qualified workforce focused on sharing knowledge, cross-collaboration, and providing the necessary infrastructure to develop and motivate direct and indirect reports in line with HR policies. Ensure the application and continuous update of internal procedures and controls in the area, identifying and mitigating operational risks. Promote a culture of Health, Safety, Integrity, Ethics, and Operational Excellence.

Qualifications for the role

• Education: Bachelor's degree in Engineering, preferably in Automation, Electrical, or Electronics. MBA in Business Management is desirable.
• Required: Solid experience in the commercial area.
• Required: Previous experience in team management.
• Required: Strong experience in the Pulp and Paper industry.
• Required: Knowledge of automation control systems.
• Required: Knowledge of the paper manufacturing process.
• Desirable: Experience with service sales.
• Desirable: Experience with front-end sales activities.
• Desirable: Previous experience with direct competitors of ABB.
• Language: Fluent in English is required. Advanced Spanish is desirable.
• Travel availability: Occasional travel is required.

More about us

We offer a hybrid work model, combining days working from home and in the office. As our employee, you'll have access to the necessary infrastructure to work in both scenarios. In addition to a competitive base salary, we also provide a benefits package that values your well-being and professional growth, including profit-sharing plans tied to your performance and company goals, a Private Pension Plan with company matching, and a Stock Purchase Plan. Our package includes health and well-being benefits such as Health Insurance, Dental Insurance, medicine allowances, Total Pass, and mental health programs. ABB has a parental leave policy and childcare reimbursement program. Meal benefits include meal vouchers, cafeteria, and a monthly home office allowance. Parking at the company building, transportation vouchers, or shuttle services are also available. Career development tools, such as Harvard Manage Mentor and language courses, are part of what you'll find at ABB. #li-hybrid We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStory