Channel Manager

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This Position is available in North America Market (NAM) to drive Indirect Sales (Channel Market) within Process Automation Business for ABB. You will be responsible for developing new partners as well as growing existing partners in the areas of Process Automation. Our partners included system Integrators, Distributors and value added Reps. In this role, you will be expanding and refining the partner business plan to drive revenue for the ABB products and Services business within the United States, Canada market. You will leverage technical knowledge with the person’s sales experience and to add new partners that can support opportunities within the growing Energy Industries (Oil & Gas, Chemical and Process Industries (Food & Beverage, Data Centers etc.). Using ABB existing Business Plan with current Partners, grow ABB product portfolio and to continuously monitor performance with Channel partners and System Integrators in the assigned territory. You will be effectively implementing the defined channel sales strategy in specified market scope (global/regional/local) in order to improve ABB market penetration and realize growth aspirations in the assigned channel. Execute channel sales strategy and initiatives within the assigned market, to achieve both qualitative and quantitative targets for assigned channel in a profitable way: orders, revenues, growth, margin, market share, sales productivity and customer satisfaction. Critical contributor to the assigned channel sales customer base growth in North America Market.

This position reports to

Indirect Sales Director, NAM

Your responsibilities

• Strategy: Implements the agreed channel sales strategy and budget
• Contributes to the identification of appropriate channels and targets. Channel Manager is accountable for managing the day to day sales within the assigned territory
• Provides channel strategy input for the sales team and helps to harmonize the market sales and marketing plans. Implement Sales Strategy by collaborating with Local Sales Account team
• Targets: Contributes to achieving key targets (e.g. volume, prices, mix) for the channel in the specified market
• Long term target is grow North America Market Channel sales and expand ABB portfolio within Channel Market beyond 2025. Work with ABB’s SME (Subject Matter Expert​) to help create opportunities for Channel business
• Creates detailed business plans, implement with regular follow up
• Midyear and yearly review with Partners to make sure they are meeting their targets
• Negotiations: Contributes to sales negotiations and negotiates frame agreements
• Creates offers and proposals for channel partners in line with broader sales offers
• Partners: Identifies and evaluates channel partners (per agreed ABB policies and standards including cyber security), together with the Channel or Sales Manager
• Regularly reports progress against channel strategy, plans and budgets
• Conducts analyses on channel activity and takes ownership for solving problems
• Marketing: Collaborates with Marketing and Sales and executes those activities that require channel/segment partner participation
• Implements the planned communication, promotion and training activities in the channel/segment
• Customer relations: Supports in driving strategic partnerships, developing personal relationships with partners, customers and other decision makers
• Channel management support: Supports in evaluation/certification and training of channel partners

Your background

• Bachelors of Science degree in Engineering or Business Discipline with minimum 8 to 10 years of Managing Clients, Experience with 8 to 14 years of overall sales experience in Industrial Automation is a Plus
• Digital Transformation, Channel Partners, System Integrators and Industry Experience
• Prior Experience in Sales, Industrial Automation, System Integration and Channel Sales or Leading Distributors
• Experience working with all levels of customers, including executives, management and engineers
• Valid Driver License
• Ability to travel 25 to 50 percent of the time
• 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
• Healthcare plan
• Wellbeing program

More about us

ABB Energy Industries is enabling safe, smart and sustainable projects and operations for businesses across the oil, gas, chemicals, life sciences, power generation and water sectors. Driving integrated solutions that automate, digitalize and electrify industry we connect our people and technology to help our customers adapt and succeed. With over 50 years domain expertise, we continue to innovate and reshape traditional approaches across the energy sector with our technologies designed to improve operational efficiency, reduce risk, reduce energy consumption and waste. 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 ABB ABB 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: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As 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