James has been a part of ABB since 2011 and is currently a member of the PAEN UK Sales Management team, serving as the Sales Manager for Key Accounts and Studies. His role revolves around three main areas: managing strategically important key accounts, guiding and developing other account managers, and leading the development of ABB's Study offering, including its sales strategy and oversight of the sales funnel. Additionally, he spearheads several large project pursuits linked to the accounts he manages. 

Path to Account Management 

James joined the sales team in 2018 as an Account Manager in the service and consulting team. This role evolved into a full portfolio position, and in 2022, he was promoted to his current role. Before joining ABB, James worked for Invensys's IMServ business as a project application engineer, where he was part of a team that engineered and installed systems to automate heating and lighting control for commercial buildings and retail outlets, aiming to reduce energy consumption. 

Why ABB? 

James' fascination with large engineering and infrastructure projects, combined with his love for travel and working with different cultures, drew him to ABB. The company's reputation in its field sealed the deal for him. He started his journey at ABB on the graduate scheme as a graduate control systems engineer, where he was involved in all aspects of building a control system, from coding graphics and writing sequences to system testing and creating documents and drawings. 

Expectations and Experiences 

When James joined ABB, he was unsure of what to expect. He was looking for something to reignite his passion for work and career. The supportive and encouraging environment at ABB made his initial months and years very fulfilling. Over the years, he has experienced more ups than downs, and the positive changes within the company have kept him motivated and engaged. After 13 years, he still sees a bright future ahead with ABB. 

Career Highlights 

Reflecting on his career at ABB, several moments stand out for James: 

QGC Surat Basin Project: Being part of the team that built and commissioned the QGC Surat Basin coal seam gas project in Australia was a dream come true. The project covered an area the size of Wales, and it was an incredible experience both personally and professionally. 

TANAP Containers: As the Lead Engineer for TANAP Containers, James designed and built 80 equipment rooms for the TANAP pipeline in Turkey. Leading a team of engineers and vendors was a challenging but rewarding experience. 

First Large Sale: Securing his first large sale, a £3 million electrical substation for an LPG import terminal in the UK, was a significant achievement. Seeing the project implemented and working was immensely satisfying. 

Promotion to Sales Manager: Stepping up to the role of Sales Manager has been a great responsibility, but it feels rewarding to provide leadership and guidance to others and drive towards common goals. 

Advice for Aspiring Sales and Account Managers 

For those looking to pursue a career in Sales and Account Management, James advises investing time in understanding what the company does and how it operates. His engineering background provided a solid foundation for his sales career. He emphasizes the importance of listening to customers to understand their needs and learning from colleagues. Being curious, asking questions, and considering new ideas are crucial. Developing resilience, staying positive, and handling difficult situations with composure are also key. Most importantly, James believes in having fun and enjoying what you do. If not, it's time to make a change. 

#EngineeredToOutrun