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This Position reports to:
Sales Manager
Position
Sales Manager – Panel Builders Channel of East 2 China Region
Reporting to
Sales Manager – East 2 China Region
1. Overall Summary
Define, plan and lead the sales strategy for ABB ELDS products, systems and digital solutions within Panel Builder (PB) segments across East 2 China Region (Shandong, Anhui, Jiangsu). Secure sustainable order growth, revenue, margin expansion and market share by penetrating local and segment related PBs. Build, coach and deploy a high-performing PB sales team (technical sales, channel reps) to exceed quantitative and qualitative targets while ensuring first-class customer experience and ABB compliance standards.
2. Key Roles & Responsibilities
**Strategy & Target Setting**
- Translate China PB business plan into a measurable East2-China sales roadmap with clear FY/SFY order intake, revenue, margin and share ambitions.
- Establish KPI tree (pipeline, hit-rate, CRM health, funnel velocity, price realization) and dashboards; review weekly & monthly.
**Demand Generation & Opportunity Conversion**
- Identify and prioritize high-value projects and MRO spend within target end-users; map economic buyers & technical influencers.
- Lead front-end specification work with design institutes & EPCs to lock ABB ELDS into tender documents.
- Drive systematic account penetration plans for Top-50 PB customers in region; secure frame agreements / LTAs with multi-site customers.
**Channel & Partner Management**
- Select, contract and coach distributors/system integrators that possess PB domain competence and cover secondary cities / remote plants.
- Jointly build channel business plans, set quarterly sell-out targets and conduct quarterly QBRs.
**Sales Force Excellence & Development**
- Recruit, coach and retain PB-focused sales talent; run 1-on-1 coaching, quarterly field-ride-alongs and annual capability assessment.
**Risk & Compliance**
- Monitor customer financial health (D&B, credit insurance) and project milestone payments; trigger early-warning process when needed.
- Embed ABB Code of Conduct and ELDS cybersecurity requirements in all commercial engagements.
3. Leadership & Behaviors
- Integrity: Zero tolerance for shortcuts; role-model ABB core values.
- Customer-centricity: Deep curiosity about customer production processes & pain-points; brings insights back to shape ABB offers.
- Result orientation: Persistent drive to “own the number”; converts data into decisive action quickly.
- Collaboration: Breaks silos-works seamlessly with PL, Operations, Service, Finance and external partners to speed up customer outcomes.
-Talent Builder: Grows successors; provides candid feedback and creates psychological safety for innovation.
4. Qualifications
- Bachelor or above, majoring in Electrical Engineering or related is preferred.
- At least 8 years’ working experience in sales for PB, good understanding of the market of East 2 China Region (Shandong, Anhui, Jiangsu).
- At least 3 years’ people management experience.
- Domain know-how and application know-how of MV Switchgears/Components.
- Familiar with purchasing behavior of PB customers, value-based selling & captured team selling capabilities are preferred.
- Team spirit and good communication skills.
- Good command in English.
We value people from different backgrounds. Could this be your story? Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.
ABB Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about ABB and has not been reviewed or approved by ABB.
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Healthcare Strength — Healthcare coverage is described as comprehensive, with medical, dental, vision, mental health support, and disability and life insurance included. Immediate eligibility in some roles reinforces the sense of dependable core coverage.
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Leave & Time Off Breadth — Time-off offerings are described as broad, including paid holidays, sick days, volunteer time, sabbaticals, and, in some cases, 25 days of PTO. Flexible scheduling and remote-work options add to perceived time-off and flexibility value.
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Retirement Support — Retirement benefits are positioned as robust, including a 401(k) with company contributions or matching and, in some cases, profit sharing or pension savings. Stock purchase/share acquisition programs complement longer-term savings options.
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