HPR Sales Manager

ABB - Westerville, OH

Full-time - Mid Level

Remote - Westerville, OH

Professional, Scientific, and Technical Services

About the position

The HPR Sales Manager position at ABB Inc. in Westerville, OH, is a pivotal role that focuses on managing both the technical and commercial aspects of the sales team's efforts. This position is responsible for ensuring yearly margins and order intake for the assigned region, which involves overseeing the HPR business that provides large DC systems powering production lines in various industries, including aluminum, chemical, steel, graphite, copper, and hydrogen plants. The projects handled by this role can range significantly in size, from 5 MW to 2000 MW, requiring a deep understanding of both the technical specifications and the commercial implications of each project. In this role, the HPR Sales Manager will oversee the preparation of Request for Proposal (RFP) specifications for suppliers and will distribute work among the sales team to configure the optimal system solution. Acting as a liaison, the manager will engage in technical discussions with the customer's team, guiding them towards ABB's solutions and clarifying how these solutions meet their specific needs. Additionally, the manager will organize and manage a virtual project team, which can consist of 3 to 15 members, including engineers, supply chain professionals, and external contractors, to collaboratively work on the RFP. The position also entails setting up the commercial structure of projects and managing negotiations with suppliers and vendors to ensure compliance with company requirements while minimizing commercial risks. A key aspect of this role is developing and maintaining relationships with customers, extending up to C-level executives, to foster long-term partnerships and drive business success.

Responsibilities

• Manage technical and commercial aspects of the sales team's pursuit for assigned region.
• Oversee yearly margins and order intake for the HPR business.
• Prepare RFP specifications for suppliers and distribute work to the sales team.
• Act as a liaison for technical discussions with customers to promote ABB's solutions.
• Organize and manage a project virtual team of 3-15 people for RFP preparation.
• Set up the commercial structure of projects and manage negotiations with suppliers and vendors.
• Ensure compliance with company requirements and minimize commercial risks.
• Develop relationships with customers up to C-level executives.

Requirements

• Bachelor's degree in Electrical Engineering or a related field, or foreign equivalent.
• 2 years of experience in the position offered or in coordinating large projects with direct customer contact.
• 2 years of experience supervising installation and commissioning of complex Power Electronics Converters and Distributed Control Systems.
• 2 years of experience training and educating customers.
• 2 years of experience calculating budgets and financial figures.
• 2 years of experience working with cross-functional teams globally.
• 2 years of experience leading a team including direct and indirect reports.
• 4 years of experience in lieu of a bachelor's degree and 2 years of experience as stated.

Nice-to-haves

• Experience in the power electronics industry.
• Familiarity with large DC systems and their applications in various industries.
• Strong negotiation skills and experience in managing supplier relationships.