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This Position reports to:
Business Manager - Commercial&Operations

Overall Summary

Develops and maintains a highly effective channel strategy for ELDS China to improve ABB's market penetration and realize its growth aspirations. Plans and ensures the execution of channel 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. Monitors the assigned channel performance, proactively, ensuring development and implementation of correction actions to secure business growth when and where needed. Also, responsible for leading, developing, and coaching the team in organization (e.g. Channel Specialists within scope).

Role & Responsibilities

• Defines and implements the specified market (global/regional) channel sales strategy, in accordance with the marketing and sales strategy and ensures regular follow-up to achieve them.
• Develop and enhance the coverage of channel partners (assess & evaluate the qualifications) in responsible areas
• Empower channel partners with technical domain know-how and application know-how for specified market/segment
• Defines the policies and relevant standards (e.g., market segmentation, customer due diligence) to be used globally for channel partner evaluation and certification
• Defines key targets (e.g., volume, prices, mix) for their respective channel in the specified market and ensures they are achieved
• Responsible for identifying and managing risks related to contract agreements and prices across customers/channels
• Ensures that detailed business plans with regular follow-ups are in place
• Supports Sales Manager in the offering and proposal process for channel partners
• Contributes to the negotiation of global frame agreement
• Defines and implements annual performance assessment and forecast process for channel partners.
• Coordinates the sales and marketing efforts that require channel partner participation
• Ensures appropriate communication, promotion, and training activities are in place for the channel(s)
• Develops training plans for internal teams, in all aspects of channel management
• Ensures the use of relevant standard tools and reporting to relevant internal partner teams
• Builds effective, competent, and high-performing teams. Reviews organizational effectiveness and performs competence assessments and continuous skill upgrades.

Leadership & Behaviors

• Holding ABB core value and integrity standards as the foundation to drive sales activities
• Customer centric mindset, proactively brings voice of market into the organization, challenges the status quo to facilitate agile response to the external changes
• Result orientation, driving attitude thru mature leadership, provides guiding, coaching, pushing to steer channel management team to performing in sales organization to reach and exceed targets
• Level up thinking, not limited by the boundaries, collaboration across team and business to maximize ABB winning opportunities at market

Qualifications

• Bachelor or above, majoring in Electrical Engineering or related is preferred.
• At least 8 years' working experience in MV/LV switchgears or components field, with channel management or channel sales experience is preferred.
• At least 3 years' people management experience.
• Customer-driven, familiar with specific needs/purchasing behavior of end-users/panel builders/channel partners, passion in building a co-win ecosystem.
• Team spirit and good communication skills.
• Conversational English.

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