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Your role and responsibilities
- In this role, you will have the opportunity to develop and maintain a highly effective sales channel strategy for a specified market (global/regional) to improve ABB’s market penetration and achieve its growth aspirations. Each day, you will plan and ensure the execution of the business area/division 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: Hybrid
This role is contributing to the Process Automation Business in Longmeadow.
You will be mainly accountable for:
- Implement the agreed channel sales strategy and budget.
- Contribute to the identification & achievement of appropriate channels and targets
- Focus on growing Product Sales for Unitrol 1000 & Synchrotact and Excitation System business via Indirect Sales Channels.
- Market: Entire Africa.
- Identify Target Channel Partners that can serve and support our white spaces (Product, Geography, Industry Segment, Application).
- Onboard new partners with identified business plans.
- Engage, set up, and ramp up the Channel Partners to be independent to sell and support the Excitation product lines.
- Training and supporting the Channel Partners with Product, Application knowledge and ABB processes knowhow (Basic technical knowledge needed; with full support from the Excitation Business Line).
- Manage with the local Business Line and Feeder factory the Annual Pricing Strategy to ensure we remain competitive and deliver on margin expectations.
- Facilitate and Coordinate Technical support for our customers and channel partners with the support from Feeder Factories and Local Excitation COE’s.
- Contribute to achieving key targets (e.g. volume, prices, mix) for the channel in the specified countries and segments.
- Create detailed business plans, implement actions with regular follow-up.
- Contribute independently to sales negotiations and negotiate frame agreements.
- Identify and evaluate channel partners (as per agreed ABB policies and standards), together with Sales Director & appoint them.
- Regularly report progress with respect to channel strategy, plans and budgets.
- Conduct analyses on channel activity and takes ownership for solving problems.
Qualifications for the role
- Must have a Degree in Electrical / Electronics Engineering.
- 5 – 10 years work experience
- Must be willing to travel in Africa
- Knowledge on Excitation Products and Systems.