Regional Channel Director

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This Position reports to:

VP, Industrial Channel

• 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 strategies.
• Understanding of customer needs, experience in customer interface.
• Strong skills in Excel, PowerPoint, and Microsoft office platform.
• Proven track record in exceeding sales targets in competitive markets.
• Travel up to 50-75% domestically in the United States in assigned region, requiring a Valid US Driver's License. Candidates must already have work authorization that would permit them to work for ABB in the 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.

We empower you to take initiative, challenge ideas, and lead with confidence. You'll grow through meaningful work, continuous learning, and support that's tailored to your goals. Every idea you share and every action you take contributes to something bigger.

ABB is an Equal Employment Opportunity and Affliative Action employer for protected Veterans and Individuals with Disabilities at ABB.

All qualified applicants will receive consideration for employment without regard to their sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age, race and ethnicity, inclusive of traits historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law.

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