Channel Manager for ELECTRIFICATION

Your role and responsibilities

In this role, you will have the opportunity to develop and maintain a highly effective sales channel strategy for ELECTRIFICATION team to improve ABB’s market penetration and achieve its growth aspirations. Each day, you will plan and ensure the execution of the sales strategy to achieve both qualitative and quantitative targets for the assigned channel in a profitable way with a focus on orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by leading, developing, and coaching the related Channel Sales organization.

The work model for the role is: #L-hybrid

This role is contributing to the Electrification / Commercial & Channel Sales division in Mexico and Global Markets. Main stakeholders are distributors, channel partners, Building segments, Sales teams, Product Management, and regional/global commercial leaders.

You will be mainly accountable for:

• Defining and implementing the specified market Mexico channel sales strategy, in accordance with the marketing and sales strategy and ensuring regular follow-up to achieve them.
• Implementing annual performance assessments and forecast processes for channel partners.
• Ensuring appropriate communication, promotion, and training activities are in place for our channel partners.
• Designing the policies and relevant standards (e.g., market segmentation, customer due diligence, cybersecurity) to be used globally for channel partner evaluation and certification.
• Managing and strengthening relationships with indirect sales channels and distributors to drive revenue growth and market penetration.
• Leading negotiations with channel partners and supporting commercial agreements to maximize profitability and long-term business relationships.
• Coordinating with Building and Segment teams to align commercial strategies and customer engagement initiatives.
• Leading, developing, and coaching channel sales teams to ensure high performance and execution excellence.

Our team dynamics

You will join a dynamic, strategic, and high-performing team, where you will be able to thrive.

• You are highly skilled in channel management, indirect sales strategies, distributor management, sales forecasting, and commercial negotiations within the electrical and industrial automation market.
• You have 10+ years of experience in Channel Management, Sales Leadership, Commercial Strategy, or Distributor Network Management.
• Proven experience working as a Channel Manager, Sales Manager, or Commercial Leader with electrical products, control systems, and industrial solutions.
• Possess enhanced knowledge of Salesforce, CRM platforms, sales analytics tools, and distributor management processes.
• You are passionate about team leadership, negotiation, relationship management, strategic communication, and cross-functional collaboration.
• Extensive knowledge of how distributors and indirect sales channels operate, including channel development, partner enablement, and performance management.
• Degree in Electrical Engineering, Mechanical Electrical Engineering, or Engineering specialization in Control Systems.
• Proven experience leading teams and collaborating with Building and Segment commercial structures.
• You are at ease communicating in advanced English with global stakeholders, channel partners, and regional teams.
• Strong understanding of sales channels, pricing strategies, business growth, and customer relationship management in highly competitive industrial markets.