Regional Channel Director

På ABB hjälper vi industrier att bli snabbare, mer resurseffektiva och hållbara. Här är framsteg en självklarhet - för dig, ditt team och hela världen. Som global marknadsledare ger vi dig rätt förutsättningar för att lyckas med det. Det kommer inte alltid att vara enkelt - utveckling kräver mod och styrka. På ABB är du aldrig ensam. Run what runs the world.

Denna position rapporterar till:

VP, Industrial Channel

In this role you will be responsible for leading a team of Channel Directors and associated sales budgets driving channel partner and market growth through planning and execution of the channel business plans in alignment with the MODP Industrial Growth Strategy (VFDs, PLCs, HMIs).

The Regional Channel Director is a business manager who owns the development of the team and channel partner network. Responsible for optimization of the assigned territory channel network. This person establishes value by providing strategic leadership and coaching of the Channel Director team and building leadership level relationships with channel partners to grow the position of our drives portfolio and mindshare.

Travel expectations will be commensurate with accomplishing the above.

• Owner of the overall sales budget for a team of Channel Directors and associated channel partners performance to meet all elements of the channel strategic Vision, Loyalty, Commitment, and Excellence.
• Ensure the national channel strategy is being executed and the program is honored from both sides, documenting any deviations accordingly.
• Know and understand channel partners go to market strategy loosely based off affiliations (AHTD, NAED, EASA, PTDA) and their leadership initiatives.
• Build executive level relationships with channel partners and within their finance, operations, marketing and sales team to better understand their overall goals and KPIs for the business.
• Continually expanding relationships with channel sales team members, mitigate risk and build trust to accelerate engagement with their top sales performers.
• Establish trust by demonstrating strong sales competencies and thorough communication, allowing ABB Channel Directors to lead key pursuits and providing strategic guidance.
• Support and engage with Channel Directors and partners sales team on key opportunities pursuits to discover value and align with product capabilities for value positioning.
• Ensure Channel Directors lead and document in CRM monthly channel planning (funnel reviews, forecasting, target account planning) for AVP, Partner and Performance level channel partners, pushing opportunities ahead.
• Own the monthly forecasting process for assigned Channel Director team and participate in VP of Industrial Channel Sales Funnel and Forecasting review process.
• Strategically support Channel Director’s evaluation of partner branches and territory coverage white space development opportunities for coverage expansion with existing partners.
• Participate with Channel Directors in business cases and insight that supports any key channel partners making further investments or addition of new partners or system integrators.
• Ensure monthly and quarterly sales cadence activities occur with Channel Directors and partners (performance, gap analysis and actions, target accounts, forecasting, QBRs).

Our teams support each other, collaborate, and never stop learning. Everyone brings something unique, and together we push ideas forward to solve real problems. Being part of our team means your work matters - because the progress we make here creates real impact out there.

• Bachelor’s Degree in Electrical Engineering (Preferred) or relevant area, and 10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions OR Associate’s Degree in Electrical Engineering (Preferred) or relevant area, and 12+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
• 3-5 years of sales or other business leadership experience preferred.
• Sound knowledge of OEMs their revenue models and G2M…