Channel Manager

Description:

In this role, you will be building a strong external and internal network and invest time to develop strong relationships across the partner community to further strengthen trust and advocacy. Increase market share through targeted and strategic account planning with key partners. Drive a lead generation process that reflects specific partner capability and enables project success and encourages additional repeat business. Develop a regional sales management structure that leverages the full RA (Robotics and Discrete Automation) portfolio in the most cost effective manner. Develop profile for competency and behaviors needed to manage this approach, identify gaps and then train or adjust the organization as needed to fit the new requirements. This position must be in relentless pursuit of determining where our customers perceive value and help the Business Lines align their product offering and value proposition with the customers buying criteria. Ultimately, we must continue to develop and sell value propositions that improve our price quality point that allows ABB to meet its profitability goals.

Your responsibilities

• Drive amplification of sales through channel focus – Partners, Distributors, System Integrators
• Build strong relationships with executive leadership across channel partners
• Develop and maintain executive level contacts with major accounts.
• Segmentation of VPs ensuring appropriate documentation and reward programs
• Develop and maintain partner playbook to ensure specific capabilities are understood and communicated across entire US
• Develop Account plans with channel partners and review quarterly basis
• Train and mentor sales personnel, assess technical and sales skills and develop where needed
• Establish and execute continuous learning program for partners

Your background

• Bachelor’s degree in engineering or business administration or technical field/advances degree desirable with minimum 8 years related experience
• BU(Business Unit) Sales & Marketing experience
• Exceptional analytical, communication and leadership skills
• Candidates must already have a work authorization that would permit them to work for ABB in the US