Global Channel Manager (flexible location)
10
Head of Sales, Motion System Drives
In this position, you will develop and maintain a highly effective sales strategy for system integrators (SIs) and channel partners (CPs) and actively work with the local sales units in developing and executing the plans to improve ABB market penetration and realize the ambitious growth targets for System Drives Division. Your role includes analyzing, planning, implementing, active support in the execution, account management, reporting, communication and systematic follow-up around Division’s targets and key programs in the area of system integrator and channel development.The work model for the role is: hybrid ; #LI-HybridThe role is contributing to the Motion / System Drives division globally. The ideal location of the candidate is Europe.You will be mainly accountable for:• Market Analysis and driving the InitiativesEvaluation of the SIs and CP business potential in different market segments is one of your focus areas. In collaboration with key stakeholders, you define the key global initiatives, with defined KPIs and Actions. You actively work with the local ABB sales units in defining and implementing the local initiatives with clear targets. You continuously monitor the progress together with sales units, ensuring high levels of customer satisfaction, and define any corrective actions. • Account ManagementYou ensure the establishment of effective customer relationship management with major SIs, to understand customer needs and promote customer understanding of full ABB System Drives offering. You ensure the accounts are mapped with their current and future business, ABB System Drives share of wallet is known, Account / Business plans set up and lead the sales strategy with the accounts. You develop, maintain and expand long-term relationships with selected major SI-accounts at various hierarchy levels, and selectively act as an account manager.• Collaboration and sales supportTogether with the global specialized back-end sales support teams, you ensure that the local sales units and our customers receive the full support needed to be successful. You ensure that the System Drives Product Groups receive the market information, what is required to be successful with SIs and CPs (tools, products, services etc.). You drive and ensure know-how sharing and cross-country-collaboration. You collect and share success stories and best practices in Channel Business Development. You update regularly key stakeholders about the status, progress and key initiatives and are able to define KPIs to follow • Marketing and TrainingYou closely work with Marketing to define and coordinate related Marketing initiatives for the channel business. You actively support the market introduction of new products, tools and processes with SIs and CPs. You actively develop and maintain our value proposition for SIs and CPs and support the local sales units in developing the local value proposition material. You ensure appropriate communication, promotion, and training activities for the channels and for ABB sales units. You identify new training, support or development needs and act accordingly.
- Minimum 10 or more years of relevant work experience within Market Development or Channel Management.
- Proven experience working with System Integrators and channels.
- Experience with low-voltage drives is required.
- Excellent communication, negotiation and influencing skills.
- Strategic mindset, ability to set targets and follow through.
- Proven relationship management experience on all levels internally and externally.
- Ability to combine a commercial insight with a result-oriented attitude, while applying the required interpersonal skills.
- Proven project management and coordination skills across different levels and stakeholders.
- Experience working in a dynamic international environment and within a rapidly evolving industry.
- Hands-on, flexible and innovative approach.
- Fluent English language skills.
ABB System Drives is the market leader in high-power, high-performance drives, drive systems and packages for industrial process and large infrastructure applications, and a leading supplier of power conversion equipment for renewable energy and other applications. The Division offers global support to help customers, partners and equipment manufacturers with asset reliability, performance improvement and energy efficiency in mission critical applications.We value people from different backgrounds. Apply today for your next career step within ABB and visit www.abb.com to learn about the impact of our solutions across the globe. #MyABBStoryWe look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website www.abb.com.