Channel Manager
Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.
In this position, you will develop and maintain a highly effective sales channel strategy for the assigned accounts in specified market in order to improve ABB market penetration and realize growth aspirations. Responsible for planning and executing marketing and sales support to ensure high levels of customer satisfaction and continuously monitor channel performance.
This position reports to
Regional Sales Manager
Your responsibilities
- Strategy: Defines and implements the regional channel sales strategy and budget for assigned accounts and ensures regular follow-up. Responsible for providing channel strategy input for the Sales team, and for harmonizing the market sales and marketing plans
- Targets: Defines key targets (e.g., volume, prices, mix) and ensures these are achieved for the channel in the specified market. Ensures detailed business plans with regular follow up are in place
- Negotiations: Contributes to critical sales and key frame agreements negotiations. Supports Channel Specialist in the offering and proposal process for channel partners
- Partners: Identifies and evaluates channel partners together with the Channel Specialist and authorizes them in coordination with the Sales management team. Manages annual performance assessment activities for channel partners
- Marketing: Coordinate's sales and marketing efforts and pricing policies that require channel/segment partner participation. Ensures appropriate communication, promotion, and training activities in the channel/segment
- Channel management: Evaluates and certifies Channel partners. Ensures training for Channel and ABB personnel in aspects of marketing analysis, market segmentation, demand creation techniques, channel models and cost structures, effective channel program development and channel metrics
- Customer relations: Supports driving strategic partnerships, developing personal relationships with partners, customers, and other decision makers
- Risk: Monitor's client financial status and reports any changes regarding risk to relevant internal partner teams. Responsible for identifying and managing risk s relating to contract agreements and prices across customers/ channels/segments
- People leadership and development: Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates, and develops direct and indirect subordinates within HR policies. Drives and ensures know-how sharing and cross-collaboration
Your background
- Bachelor's Degree in Business or Engineering with minimum 8 or more years relevant work experience.
- Proven experience working with electric utility customers and channel partners.
- Strong communication & negotiation skills.
- Ability to establish relationships with all levels of a customer's organization.
- Available to travel in the US (up to 50%).
- Candidates must already have a work authorization that would permit them to work for ABB in the US.
Benefits
- Retirement plan
- Life insurance
- Disability insurance
- Accident insurance
- Wellbeing program
More about us
ABB's Electrification Global Markets organization is responsible for the go-to-market strategy and generating profitable growth for the Electrification Business Area. Our 10,000 strong commercial team represents the portfolio of all Electrification Business Area Divisions in over 100 countries. Our unmatched domain expertise across key industry verticals and channels combined with our truly global footprint makes us able to deliver extraordinary business results, supporting our customers with solutions which address their current needs, whilst considering the future emerging trends such as Urbanization, Digitalization and Shift to Electricity and Sustainable Energy.We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com.Equal Employment Opportunity and Affirmative Action at ABBABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites:http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdfhttp://www1.eeoc.gov/employers/poster.cfm. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdfAs an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [email protected]. Resumes and applications will not be accepted in this manner. #LI-Hybrid