Channel Manager

Reporting to:
Marketing & Sales Manager
Your role and responsibilities
CORE RESPONSIBILITIES
●Defines and implements the specified market (global/regional) channel sales strategy, in accordance with the marketing and sales strategy and ensures regular follow-up to achieve them.
●Provides specified market channel strategy input to the Channel Manager.
●Defines key targets (e.g., volume, prices, mix) for their respective channel in the specified market and ensures they are achieved.
●Ensures that detailed business plans with regular follow-ups are in place.
●Contributes to the negotiation of global frame agreements.
●Supports the Channel Manager in the offering and proposal process for channel partners.
●Identifies and evaluates the global channel partners in collaboration 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.
●Coordinates the sales and marketing efforts that require channel partner participation.
●Ensures appropriate communication, promotion, and training activities are in place for the channel(s).
●Defines the policies and relevant standards (e.g., market segmentation, customer due diligence, cybersecurity) to be used globally for channel partner evaluation and certification.
●Develops training plans for internal teams, in all aspects of channel management.
●Ensures the use of relevant standard tools and reporting to relevant internal partner teams.
●Responsible for identifying and managing risks related to contract agreements and prices across customers/channels.
●Coordinates with the concerned team on cybersecurity aspects for digital solutions (if applicable).
LICENSE TO OPERATE / CORE VALUES
●Ensures all staff (under scope) understand ABB’s core values and group safety and integrity standards and act accordingly.
●Implements and ensures compliance with the ABB code of conduct, global and local standards, tools, policies, and processes in their assigned area.
●Ensures adherence to all internal and statutory regulations and policies pertaining to the teams in scope.
●Ensures integrity and compliance with ABB values and ethics in all activities across all teams in scope.
●Accountable for the health and safety of all employees and contractors for the teams in scope, and continuous improvement in Health, Safety, and Environment (HSE) processes and integrity performance.
COLLABORATION / LEADERSHIP
●Supports in driving strategic partnerships, through developing personal relationships with key partners, customers, and other decision makers.
●Ensures that their own area of responsibility is properly organized, staffed, skilled, and directed.
●Coaches, motivates, and develops direct and indirect reports within HR policies.
●Drives and ensures knowledge sharing and cross-collaboration.
Qualifications for the role
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Bachelor's degree or above, with a major in power electronics, electrical engineering, or automation preferred
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8+ years of experience in industrial automation or electrical industry, with familiarity in frequency converters, servos, and PLC products preferred
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5+ years of channel management experience, with strong nationwide distributor management expertise
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Over 2 years of team management experience
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Fluent in English reading and writing
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Acceptable to frequent business trips
More about us
ABB Drive Products serves the industries and infrastructure segments with world-class drives and programmable logic controllers (PLC). With its products, global scale and local presence, the Division helps customers to improve energy efficiency, productivity and safety.