Key Account Manager

Take your next career step at ABB E-Mobility and play a key role in expanding our position in the German and Austrian public charging market, with a dedicated focus on municipal utilities, regional energy suppliers and their ecosystems. In this role, you will build and develop strategic relationships with leading Tier-1 utilities while creating partnerships and scalable market-access models to reach the broader utility landscape.

You will combine direct strategic account development with ecosystem and partner development, turning customer relationships and market access into sustainable commercial growth. You will take ownership of complex commercial opportunities from first customer engagement through qualification, negotiation and closing. By understanding our customers’ strategies, charging infrastructure ambitions and investment priorities, you will position ABB E-Mobility as a strategic partner for the development of their future charging infrastructure.

In this role, your main accountabilities will be: Build, Win & Develop Tier-1 Utility Accounts Identify, win and strategically develop leading municipal utilities and regional energy suppliers in Germany and Austria. Build relationships with key stakeholders and decision-makers, understand their charging strategies and investment priorities, and translate their long-term potential into structured account plans and commercial opportunities.

Build Strategic Partnerships & Market Access Identify and develop strategic partnerships that strengthen ABB E-Mobility’s access to the utility market. Build relationships with relevant utility networks, purchasing organizations, solution partners and other ecosystem players to create scalable routes to market and increase ABB E-Mobility’s reach.

Develop a Scalable Long-Tail Approach Create and execute commercial approaches to address the broader landscape of municipal utilities and regional energy suppliers beyond individually managed strategic accounts. Work with internal and external partners to develop scalable propositions, sales models and market-access mechanisms that convert fragmented market potential into sustainable business.

Build & Convert a Strong Opportunity Pipeline Build a qualified opportunity pipeline across Tier-1 utility accounts, strategic partnerships and the broader utility landscape. Develop clear account, partner and opportunity strategies with defined objectives and actions and deliver against agreed order, revenue and margin targets.

Lead Complex Sales Opportunities Drive major opportunities from early engagement and qualification through solution positioning, tenders, negotiation and closing. Coordinate RFIs and RFPs and develop customer-specific value propositions centered around customer strategy, business requirements and commercial value rather than product features alone.

Build Senior Customer & Partner Relationships Establish trusted relationships across relevant buying centers, from operational stakeholders to senior management and executive level. Create access to key decision-makers within utilities and strategic partner organizations and position ABB E-Mobility as a long-term strategic partner rather than a transactional supplier.

Develop Long-Term Customer & Ecosystem Potential Understand customers’ strategies, investment plans and future infrastructure requirements. Identify opportunities beyond individual projects and translate them into multi-year account and partnership plans that expand ABB E-Mobility’s position within the utility ecosystem.

Orchestrate ABB E-Mobility Act as the central commercial interface between customers, partners and internal stakeholders. Collaborate closely with Product, Service, Operations, Finance, Legal and other sales functions to create an aligned market and customer approach and drive the internal decisions required to win strategic opportunities.

Turn Market Insights into Business Opportunities Monitor developments within the German and Austrian utility and public charging market, including investment strategies, procurement models, technology requirements, partnerships and competitive dynamics. Identify emerging customer, partner and ecosystem opportunities and translate these insights into concrete commercial actions.

To make the above work, we are seeking someone with: Several years of experience in strategic business development, key account management, partner development or complex B2B sales, ideally within EV charging, utilities, energy, infrastructure or another technology-driven environment. A proven track record of winning and developing strategic customers while building partnerships or indirect routes to market.

A strong understanding of utilities, municipal energy companies or comparable fragmented B2B markets with complex stakeholder and procurement structures. The ability to combine direct strategic account management with partnership development and scalable market coverage. A strong new-business mindset and the ability to proactively identify customers and partners, create access to relevant decision-makers and convert relationships into commercial opportunities.

Experience building structured customer, partner and account strategies as well as qualified opportunity pipelines. The ability to identify and develop multi-year customer and ecosystem potential rather than focusing only on individual projects. Strong commercial judgment and the ability to manage revenue, margin, risk and long-term customer potential.

Strong negotiation and closing skills and confidence in complex tenders and commercial environments. Experience building relationships with senior management and executive-level stakeholders and navigating complex buying organizations. The ability to understand technical solutions and translate them into compelling customer and business value propositions.

A structured, data-driven and execution-oriented way of working combined with an entrepreneurial mindset. Strong stakeholder management skills within international and cross-functional organizations. Excellent communication and presentation skills in German and English.