Sales Manager - Channel

Your role and responsibilities

In this role, you will have the opportunity to develop an effective sales strategy within the specified market scope and maintain it, to improve ABB's market penetration and realize growth aspirations. Each day, you will define, plan, lead, and ensure the execution of sales strategy to achieve both qualitative and quantitative sales targets for products, systems, and/or services to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction.

The work model for the role is: #LI-Hybrid

You will be mainly accountable for:

• Building, developing, and retaining strong distributor partnerships drive segmentation between core and expansion partners and implement performance frameworks including KPIs, incentives, and growth plans. y.

• Identifying and evaluating new opportunities with existing and potential customers, determines plans for implementation, and allocates required resources.

• Manage pricing strategies and margin optimization oversee sell-in vs. sell-out dynamics and ensure accurate pipeline and forecast management.

• Identifying new partners and untapped market segments expand into new industries, regions, and customer tiers and strengthen go-to-market models through partner networks.

• Planning and executing customer surveys and acts on the survey results to ensure high level of customer satisfaction.

• Utilizing sales analytics, distributor performance dashboards, and market/customer insights to guide strategic decisions and improve partner performance.

Qualifications for the role

• Minimum of 10 years of relevant experience in the market.

• Ability to balance short-term sales vs long-term channel health

• Strong negotiation and conflict resolution skills

• High ownership and accountability with entrepreneurial mindset

• Coaching mindset to upgrade distributor capabilities

• Proven ability to build, develop strategic partnerships, drive segmentation (core vs. expansion), and implement performance frameworks (KPIs, incentives, growth plans).

• Expertise in pricing strategy, margin management, sell-in vs. sell-out dynamics, and pipeline/forecast management.

What's in it for you