Channel Manager

CORE RESPONSIBILITIES

•Defines and implements the specified market (global/regional) channel sales strategy, in accordance with the marketing and sales strategy and ensures regular follow-up to achieve them.

•Provides specified market channel strategy input to the Channel Manager.

•Defines key targets (e.g., volume, prices, mix) for their respective channel in the specified market and ensures they are achieved.

•Ensures that detailed business plans with regular follow-ups are in place.

•Contributes to the negotiation of global frame agreements.

•Supports the Channel Manager in the offering and proposal process for channel partners.

•Identifies and evaluates the global channel partners in collaboration with the Channel Manager and authorizes them in coordination with the Sales Management team.

•Defines and implements annual performance assessment and forecast process for channel partners.

•Coordinates the sales and marketing efforts that require channel partner participation.

•Ensures appropriate communication, promotion, and training activities are in place for the channel(s).

•Defines the policies and relevant standards (e.g., market segmentation, customer due diligence, cybersecurity) to be used globally for channel partner evaluation and certification.

•Develops training plans for internal teams, in all aspects of channel management.

•Ensures the use of relevant standard tools and reporting to relevant internal partner teams.

•Responsible for identifying and managing risks related to contract agreements and prices across customers/channels.

•Coordinates with the concerned team on cybersecurity aspects for digital solutions (if applicable).

LICENSE TO OPERATE / CORE VALUES

•Ensures all staff (under scope) understand ABB’s core values and group safety and integrity standards and act accordingly.

•Implements and ensures compliance with the ABB code of conduct, global and local standards, tools, policies, and processes in their assigned area.

•Ensures adherence to all internal and statutory regulations and policies pertaining to the teams in scope.

•Ensures integrity and compliance with ABB values and ethics in all activities across all teams in scope.

•Accountable for the health and safety of all employees and contractors for the teams in scope, and continuous improvement in Health, Safety, and Environment (HSE) processes and integrity performance.

COLLABORATION / LEADERSHIP

•Supports in driving strategic partnerships, through developing personal relationships with key partners, customers, and other decision makers.

•Ensures that their own area of responsibility is properly organized, staffed, skilled, and directed.

•Coaches, motivates, and develops direct and indirect reports within HR policies.

•Drives and ensures knowledge sharing and cross-collaboration.

• Bachelor's degree or above, with a major in power electronics, electrical engineering, or automation preferred

• 8+ years of experience in industrial automation or electrical industry, with familiarity in frequency converters, servos, and PLC products preferred

• 5+ years of channel management experience, with strong nationwide distributor management expertise

• Over 2 years of team management experience

• Fluent in English reading and writing

• Acceptable to frequent business trips