Regional Sales Manager – Pulp and Paper

This is a fully remote position, open to applicants in Kentucky, +2 more states.

📋 Description

• Oversee Account Managers with direct accounts to meet financial objectives aligned with the NAM Pulp & Paper sales strategy.

• Provide direct support for the sales of ABB Process Automation Pulp & Paper products, systems, and services within the specified region.

• Manage, mentor, and lead the regional sales team to fulfill annual order volume and margin targets.

• Assist in developing strategies for opportunity pursuit and prepare proposals for significant projects.

• Lead negotiations for key customer agreements.

• Collaborate with Pulp & Paper Business Drivers, Product Managers, and Market Segment Management on strategic accounts, opportunities, sales initiatives, and campaigns.

• Monitor and forecast sales opportunities while conducting monthly forecast reviews.

• Provide marketing with insights on competitive products, features, and market opportunities.

• Address specific customer issues and work towards their resolution.

• Prepare monthly reports detailing regional performance, activities, forecasts, opportunity tracking, improvement actions, and business challenges.

• Ensure Account Managers adhere to established sales processes and complete Salesforce opportunity entries and visit reports.

• Manage the opportunity pipeline while continuously supporting and guiding Account Managers.

• Develop and sustain senior-management relationships with major regional accounts.

• Establish, cultivate, and maintain long-term customer relationships to enhance market penetration and reduce risk.

⛳️ Requirements

• Bachelor’s degree (preferably in Engineering) with over 6 years of relevant experience in selling a technical product or solution in a complex business setting; OR an Associate degree with more than 8 years of relevant experience; OR a high school diploma with over 10 years of relevant experience.

• A strong team player with exceptional organizational, verbal, and written communication abilities.

• Willingness and capability to travel as necessary for regional management and meeting attendance (estimated up to 50%).

• Familiarity with the Market Segment Pulp & Paper portfolio of Systems, Products, and Services, including DCS, QCS, Drives, Lab Measurement, and associated Service offerings.

• General knowledge of the Pulp & Paper industry and its production processes.

• Excellent interpersonal skills and comfort in engaging with customers, fellow sales personnel, and relevant business contacts.

• Experience with Salesforce is preferred.

• Strong skills in customer presentations.

🏝️ Benefits

• Option to choose between two medical plan alternatives: a PPO plan known as the Copay Plan or a High Deductible Health Plan (with a Health Savings Account) referred to as the High Deductible Plan.

• Selection between two dental plan options: Core and Core Plus.

• Vision benefits included.

• Company-paid life insurance equivalent to 2X base pay.

• Company-paid AD&D insurance at 1X base pay.

• Voluntary life and AD&D insurance – fully employee-funded up to specified maximums.

• Short Term Disability coverage for up to 26 weeks – funded by the company.

• Long Term Disability coverage at 60% of pay – company-funded, with an option to “buy-up” to 66 2/3% of pay.

• Supplemental benefits available – 100% employee-funded (including Accident insurance, hospital indemnity, critical illness, and pet insurance).

• Parental Leave of up to 6 weeks.

• Access to an Employee Assistance Program.

• Health Advocate resources for mental/behavioral health, general health navigation, virtual health, and infertility/adoption support.

• Employee discount program offered.

• 401k Savings Plan with company contributions.

• Employee Stock Acquisition Plan (ESAP) available.

• 11 paid holidays provided.

• Vacation entitlement based on years of service for hourly and non-exempt employees.

• Salaried exempt employees are granted vacation under a permissive time away policy.

• Short-term incentive plan/annual bonus included.