Industries drives growth for customers while supporting safe, efficient and profitable operations with strong global execution capacity, an extensive service footprint and capabilities, and innovative digital leadership.
This role reports to Business Division Marketing and Sales Head. As a Global Channel Manager – Energy Industries, you will be responsible for developing and maintaining a highly effective sales channel strategy globally in order to improve ABB market penetration and realize growth aspirations. Responsible for planning and monitoring marketing and sales support strategies to ensure high levels of customer satisfaction and continuously monitoring channel performance.
Strategy: Defines and implements the global channel sales strategy in accordance with the global marketing and sales strategy and ensures regular follow-up. Provides global channel strategy input for the local channel manager.
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 negotiations of global frame agreements. Supports local channel manager in the offering and proposal process for channel partners.
Partners: Identifies and evaluates global channel partners together 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.
Marketing: Coordinates sales and marketing efforts that require channel partner participation. Ensures appropriate communication, promotion and training activities in the channels.
Channel management: Draws policies and standards to be used globally for channel partner evaluation and certification. Develops training plans for internal teams in all aspects of channel management.
Customer Relations: Supports driving strategic partnerships, through developing personal relationships with key partners, customers and other decision makers.
Risk: Ensures use of relevant standard tools and reporting to relevant internal partner teams. Responsible for identifying and managing risks relating to contract agreements and prices across customers/channels.
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.
Bachelors degree with minimum 8 to 12 years of experience and/or demonstrated accomplishments.
Requires strong communication skills and ability to organize teams for effective collaboration.
Understand go to market strategies and ability to build a channel network.
Professional and technical expertise to lead commercial engagements and negotiations.
Focused on execution, attaining results and personal accountability.
Demonstrates business and financial acumen for effective interpretation of market changes and forecasting, fosters innovation, leads change and motivates others.
More about us
Bring your very own sense of pride and purpose as you help us drive forward the Fourth Industrial Revolution – creating a sustainable future for our planet, and your career. Join ABB and harness the power of our diverse global network, as you collaborate with and learn from our world-class teams. Above all, challenge yourself every day. Let’s write the future, together.
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