Channel Director

Channel Director

Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.

As Channel Director, you will be responsible for drive channel and market growth through planning and execution of the channel business plan in alignment with the MODP (Motion Drive Product) Industrial Strategy. The Channel Director is a business manager who owns the development and administration of the channel business plan. This role is s responsible for optimization of the assigned territory channel network. This is a player coach role and requires technical understanding of product to support account development activities with the channel. In this role, you will establish value by demonstrating proactive account development activities including prospecting and generating access to target accounts. This role is expected to support channel partners across their entire APR, travel expectations will vary based on region.

This position reports to

South Industrial Region VP

Your responsibilities

• Own the overall channel partner performance to meet all elements of the channel strategic vision, loyalty, commitment, and excellence .
• Ensure the national channel strategy is being executed locally 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 (Key Performance Indicators) 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.
• Support and engage with our partners sales team on key opportunities pursuits to discover value and align with product capabilities for value positioning.
• Lead and document in CRM (Customer Relationship Management) monthly channel planning (funnel reviews, forecasting, target account planning) for AVP (Authorized Value Provider), Partner and performance level channel partners, pushing opportunities ahead.
• Participate in VP of Industrial Channel Sales Funnel and Forecasting review process.
• Evaluate branches and territory coverage white space development opportunities for coverage expansion with existing partners.
• Providing business cases and in-sight that supports the channel partners making further investments.
• Organize and lead quarterly channel overall performance KPIs target to plan, gaps, trends, actions and engagement (Rebate & MDF tracking).
• Ensure compliance with all safety and work rules and regulations.

Your background

• Bachelor degree and 10 years of sales or business development experience OR Associate degree and 12 years of sales or business development experience required
• Previous experience working with a variable speed drives, motors and automation solutions required
• Travel estimated to be 50% to support the needs of the business in territory (Arizona, New Mexico and Western Texas) required
• Understanding of customer needs, experience in customer interface and proven track record in exceeding sales targets in competitive markets
• Strong skills in Excel, PowerPoint, and Microsoft office platform
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Healthcare plan
• Wellbeing program

More about us

ABB Drive Products is a technology leader serving industries, infrastructure and machine builders with world-class drives. With our products, global scale and local presence, we help our customers to improve energy efficiency, productivity and safety. Our people and culture are the foundation of our success. We all together make the difference for our customers every day. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762. Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [email protected]. Resumes and applications will not be accepted in this manner. #LI-Remote