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Field Application Engineer (FAE)

ABB inc.

This is a Contract position in Burlington, ON posted June 30, 2019.

Reporting The Field Application Engineer
– within the Electrification Marketing and Sales Canada Division, is accountable to the National Field Application Engineer Leader.

Role Overview This Position’s Primary Objective is to Meet/Exceed the Business Targets and their associated Key Performance Indicators defined by the National Field Application Engineer Leader and the VP Sales I&E.

This Regional Specialist executes strategies jointly formulated within the ABB sales organization.

This position is accountable to manage regionally the Specification Selling efforts of the Specifier Sales Force within the region.

The Team’s main specifying commercial efforts will be at targeted Industrial EPC’s and Commercial Consultants were our Low Voltage & Medium Voltage Power Systems and ABILITY Digital Platform will be specified to differentiate our Value Proposal.

The Field Application Engineer will strive to have his/her Team recognize as the Low Voltage & Medium Voltage Products and Equipment Expert of the entire Electrification Marketing and Sales Division and connect to other divisions to drive our ONE ABB Value Creation Initiative.

The Field Application Engineer is responsible to formulate Industrial Engineering Procurement Construction’s and Commercial Consultants order intake target, the Commercial plans and to enable its execution in the Sales Regions.

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 Field Application Engineer will take active engagement in the bi-weekly Cadence Meetings and will provide clear visibility on Pipeline Management and Order Intake Securement Forecast.

2019-08-26 Senior professionals ( > 5 years of work experience) Tasks: Primary Role & Responsibilities
• Meets or Exceeds Business Targets and its associated Key Performance Indicators;
• Develop, Deploy, Executes & Monitor Commercial Plan jointly formulated within ABB group
• Become the Low Voltage & Medium Voltage Products and Equipment Sales Expert Team of the entire EPMS Division Offer Portfolio;
• Ensure “Push and Pull” specifications methodology is done by properly defining both the Engineering Procurement Construction and the End User related to a specific project: Push Specs through EPC and Pull Specs from End User
• Develop sales/business plans, establish call plans, identify account profiles and executes the sales plan to convert targeted End User and Engineering Procurement Construction’s to accept, buy and use the ABB LV & MV Products & Equipment;
• Support the different ABB Business Developers and Account Managers of different Business Units
• Identify Projects & associated End Users with their value supply chain influencers and specify the Electrification Marketing and Sales Division LV & MV Equipment.

• Identify business opportunities, log these opportunities and maintain the opportunity pipeline by following precisely the Customer Procurement Process (CPP) for each customer in its portfolio.

• Formulate Unique Value Proposal which will enable the proper Spec & Win Vs Quote & Hope Requirements: Secondary Role & Responsibilities
• Utilizes superior product & equipment knowledge and expertise, competitive information and customer knowledge to specify the EPMS LV & MV Offer perimeter at consultant level to cover customer’s/end users present and future needs.

• Regularly provide feedback on conversion progress for each targeted customer and / or CAPEX Projects;
• Provide ideas to accelerate growth, solve potential road blocks such as the technology road map;
• Analyze and work with Marketing team for specific sales by application and by product families;
• Regularly provide training sessions to customers and sales team to boost skills and competencies on EPMS LV & MV;
• Collaborate and support other Sales Representative of other Division Sales team on selling the EPMS LV & MV Offer portfolio.

Required competencies
• Good knowledge of Low Voltage & Medium Voltage electrical distribution, automation and control products;
• Good understanding of the customers’ problems, needs, challenges and technology, industry-specific knowledge preferred;
• Good insights on competitive landscape, competitors’ offering, and competitors’ go-to-market model;
• Good capacity to listen with analytical and technical skills;
• Strong communication & interpersonal skills with great negotiation and influencing skills
• Autonomous, entrepreneurial & team spirit.

Required education, work experience, designations
• Extensive working experience with Medium Voltage & Low Voltage Equipment, Protective Relays, Breaker Technology such as, GIS, but not limited to, as well as Control and Measurement Products for the Commercial and Industrial Segments;
• At least 5 to 10 years of experience in sales with specific accomplishment of securing major projects, covering large End Users, Commercial Consultants and Industrial EPC’s;
• Fluent in English (spoken and written)
– Eastern Canada Fluent in French (Spoken & Written)
• Other languages beneficial.

• 3
– 5 years of experience of strategic account management
• Electrical engineering degree, an active member of Engineering Association Additional information ABB is an Employment Equity Employer and values a diverse workforce.

ABB will provide reasonable accommodation to applicants with disabilities.

In support of our Employment Equity Program, women, aboriginal people, members of visible minorities, and/or persons with disabilities are encouraged to apply and self-identify in the application process.

We also offer a stimulating work environment, competitive salaries and a complete benefits package.

ABB is prepared to act on requests for disability accommodations that might be required to allow any disabled person to access our facility.

Please advise us if any attending person requires/requests some specific form of disability accommodation.

The masculine form is used as neutral gender and includes men and women.