Service Installed Base and Program Manager Fulltime

Join ABB’s global team driving diversity and inclusion in a sustainable future! Lead Installed Base Management, Automation Software Maintenance, Service Sales, and Program Management. Innovate with energy industry leaders and enjoy ABB benefits. Excel in strategic relationships and sales targets. Apply now for this impactful role! #FutureIsABB
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Service Installed Base and Program ManagerTake your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.This is a position with global grade12Your role and responsibilitiesServIS Data Integrity: Leading Installed Base Managers in the local divisions within the HUB, maintains ownership for ServIS, ABB’s platform for Installed Base Management, processes for entering, updating and maintaining installed base data, assuring up to date, accurate information including all ABB automation and electrical system installation data, product revision and lifecycle status, customer site information, service history, Care contract status, and open service opportunitiesAutomation System Data Scans: Promote and manage the collection of control system installation details using the My Control System Data Scans on automation projects and through field service operations and assure on going system assessments are collected and uploaded into ServIS to assure IB data accuracyMarket Transparency / Annual IB Service Potential: Responsible for the annual Market Transparency (MT) process in which the installation data is reviewed and assessed for per unit service potential by industry and service category. Uses MT data to identify markets with highest opportunity for service sales based on the PAEN Service Strategy, and performs analysis to identify “white space” or specific installed base equipment or sites requiring service, such as a life cycle upgradeInstalled Base Account Allocation & Sales Coverage: In conjunction with PAEN Sales Management, assure that each customer site with automation or electrical equipment is assigned to an ABB salesperson or a certified PAEN Channel Partner. Maintain records of account ownership and update as changes in the sales organization occur. Maintain the IB Sales Coverage metric that measures sales activity at each customer site and provide regular reports on ABB sales engagement to targetSales Pipeline Development: Installed Base Walk Throughs are meant to build the service pipeline by identifying new opportunities for service sales. In cooperation with PAEN Sales Management, lead annual IB walk throughs, where each salesperson and the PAEN Service team review all assigned IB sites, confirming site contract status and system installation lifecycle status and evaluate each account for new service opportunities including spare parts, Care contracts, digital, software and hardware upgrades, etc. Assure new opportunities get created in Salesforce.comInstalled Base Reporting: Provide monthly, quarterly and annual installed base reporting as necessary to support PAEN Service Management. Create/run reports on customer or installation data as requested to support service sales and business development for whitespace analysisAutomation Software Maintenance:Automation Software Maintenance (ASM): ASM is ABB’s control system lifecycle management program and is sold through Care contracts to provide customers with software patches, updates and upgrades, along with system documentation, lifecycle support, and system analytic tools. The program manager for ASM is responsible for the sales across the HUB, providing product training to sales, proposals and business development personnel. Provides consultation to sales for matching product variations to customer need and is responsible for the first level of software discount approvals within the HUBSoftware Factory (SoFa) License Management: SoFa is ABB Process Automation’s license management system for ABB control systems. The Installed Base Manager has ownership for the integrity of the license data within SoFa for the Americas HUB and all the processes necessary for inputting, updating, and maintaining license data. Leads the local division IB Managers in assuring data accuracy and alignment with the ServIS installed base dataSubscription Services: Manages an administrative team in the US and MX (Mexico) that supports 18 Million Dollars in Automation Software sales, administers software licenses in SoFa, generates quotations for new and upgraded licenses, performs order processing and invoicing activities, and provides support to customers and ABB sales for software licensing issuesProgram Management:Contract Order to Remittance: Responsible for the post order logging of Care contracts into SFDC (salesforce.com)/FSL, ServIS and CLM. Assures proper reporting for contract penetration metric in ServISAssures all multi year renewals are properly entered as opportunities in SFDC. Sets up all new contracts and corresponding entitlements in the Contract Lifecycle Management systemContract Lifecycle Management (CLM): Ownership for the CLM implementation in the US and across the HUB. Working with global PA Service personnel, represents the HUB to assure local business processes are supported with the new system. Assure all local divisions are on boarded successfully, and that local operations teams are properly equipped and trained to utilize the toolMyABB Portal / MyControlSystem: Conducts customer training sessions for US Energy Industry customers with care contracts. Maintain the training material that facilities discussions with customers on the following support features available to them: system licenses, ASM status, user notification setup, where to find system status and reports including cyber security information, how to find safety reports, product alerts, user manuals, data sheets, product updates, available training, installed equipment, service contract, support case tracking spare parts analyzer and ecommerce features so they can take advantage of all the information available. Troubleshoot access issues for customersField Service Engineer (FSE) Sales Lead Program: Manage the end to end process for FSE Sales lead generation across the HUB, including FSDC reports and dashboards, planning and coordination with Service Operations Management and PAEN Sales to assure active participation and follow up to new sales leads to enhance the service sales pipelineService Sales targets and New Opportunities: Ensures Installed Base information is current and accurate so that PAEN Service and Sales can utilize the information to identify market potential and set reasonable sales targets. In collaboration with the Energy Industries sales team, generates and identifies sales leads by analyzing the IB potential and targeting opportunities from customer installations based upon system technology, lifecycle status, contract status and historic service purchasesCollaborates with Business and account teams to position different Service offerings. Evaluates and shares relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the teamPeople leadership and development: Drives sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized and staffedQualifications for the role• Bachelor’s degree in Computer Science or similar degree is required, Business or Engineering degree is preferred• Minimum 5 years of industry experience selling, supporting or delivering PAEN Service solutions, automation experience a plus• Excellent relationship building and long term planning at the executive and operational leadership level• Strong relationship and results focus to lead internal matrix stakeholders toward a combined set of solutions best suited to meet client expectations• Process Automation industry knowledge that translates solutions into value based selling• Solid technical background/experience on ABB automation systems preferred• Assembling and motivating matrix organizations• Strong understanding of Hub/BL (Business Line)/Division and large corporate structure• Success in building long term strategic relationships across the automation industry• Strategic thinker in business development and planning• Strong advanced database skills such as Excel using pivot tables, Power BI a plus• Experience with Saleforce preferred• End to end product sales and marketing strategist• Pipeline development that turns into financial based solutions selling• Up to 25% domestic travel, limited internationalBenefits• Retirement plan• Life insurance• Disability insurance• Wellbeing program• Healthcare planMore about usABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste.We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.Equal Employment Opportunity and Affirmative Action at ABBABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites:https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdfhttps://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdfAs an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. – 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB’s career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to US-AskHR@abb.com. Resumes and applications will not be accepted in this manner. #LI-HybridmyBenefitsABB.com

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