El Field Application Engineer

Take 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.
ABB’s Electrification organization is responsible for the go-to-market strategy and generating profitable growth for the Electrification Business Area. Our 10,000 strong commercial team represents the portfolio of all Electrification Business Area Divisions in over 100 countries. Our unmatched domain expertise across key industry verticals and channels combined with our truly global footprint makes us able to deliver extraordinary business results, supporting our customers with solutions which address their current needs, whilst considering the future emerging trends such as Urbanization, Digitalization and Shift to Electricity and Sustainable Energy.
This position’s primary objective is to meet/exceed the business targets and their associated key performance indicators defined by the National Field Application Engineering (FAE) Manager. This regional specialist executes strategies jointly formulated between the National FAE Manager and the leadership teams for Electrification Distribution Solutions (ELDS) and Electrification Smart Building / Smart Power (ELSB/SP) business lines.
This position is dedicated to demand creation, building a healthy opportunity pipeline and assisting our sales teams in securing business. We are responsible for delivering technical support by providing value engineering when and where needed within the region. The team’s main specifying efforts will be at targeted Industrial EPC’s and commercial consultants where our LV & MV power systems and ABB Ability digital platform will be specified to differentiate our value proposal.
This position is also accountable to ensure that each identified CAPEX & OPEX business opportunity is properly created, tracked and monitored in SFDC, by following precisely the different stage gate for each opportunity. The FAE will take active engagement in the bi-weekly cadence meetings and will provide clear visibility on pipeline management forecast.
Your responsibilities

• Meet or exceed sales targets and associated key performance indicators.
• Collaborate and support other ABB business’ sales teams on selling the EL portfolio.
• Regularly provide training sessions to customers and sales teams to boost skills and competencies on all ELDS and ELSB/ELSP LV & MV products and solutions.
• Regularly provide feedback on conversion progress for each targeted customer and / or CAPEX Projects.
• Collaborate with the various product marketing team members for specific sales by application and by product families.
• Support the various ABB Business segment leaders and sales teams from various ABB businesses.
• Ensure “Push and Pull” specifications methodology is done by properly defining both the specifiers and the End-Users related to a specific project.
• Develop sales/business plans, establish call plans, identify account profiles and execute the sales plan to convert targeted specifiers to accept ABB LV & MV products & solutions.
• Utilize superior product & equipment knowledge and expertise, competitive information and customer knowledge to specify the EL LV & MV offering at consultant level to cover the customer's/end-users present and future needs.
• Identify business opportunities, log these opportunities in the ABB SFDC CRM, and maintain the opportunity pipeline.
• Provide ideas to accelerate growth, solve potential road-blocks such as the technology road map.
• Develop, deploy, execute & monitor the commercial plan jointly formulated with the business lines.

Your background

• Autonomous, entrepreneurial & team spirit.
• Good understanding of the customer’s problems, needs and challenges as well as industry-specific knowledge preferred.
• Good capacity to listen with analytical and technical skills.
• Electrical engineering degree, an active member of the Association of Professional Engineers and Geoscientists of Alberta (APEGA).
• Good working knowledge of LV & MV electrical distribution, automation and control products.
• 5 to 10 years of experience in sales with specific accomplishment of securing major projects, covering commercial and industrial consultants.
• 5 to 10 Years of commercial and industrial market segment experience with MV & LV equipment.
• Good insights on competitive landscape, competitor’s offering, and competitor’s go-to-market model.
• 3 - 5 years of strategic account management experience.
• Strong communication & interpersonal skills with great negotiation and influencing skills.

Benefits

• Retirement plan
• Wellbeing program
• Healthcare plan
• Accident insurance

More about us
We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.
For the 8th year in a row, ABB Canada has been recognized as one of Canada’s top employers by Forbes Magazine. Also named as Canada's Top 100 Employers, Montreal's Top Employers, Canada's Top Employers for Young People, Canada’s Greenest Employers and in 2021 Best Candidate Experience Award (CandE Award), ABB's culture and commitment are to provide a caring workplace where everyone collaborates, feels valued, respected, included and supported. Also committed to ensuring that all policies and practices respect the Employment Equity Program, we aim for our workforce to be truly representative of the four designated groups; women, aboriginal people, members of visible minorities, and/or persons with disabilities. ABB will provide reasonable accommodation to the applicant with disabilities and encourage applicants to self-identify in the application process.

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