Head of Key Account Management Wholesale and Distribution

ABB; Lüdenscheid; Hybrid; EUR 90,000 - 120,000; Full time

Benefits offered by this job

ABB Employee Stock Acquisition Plan

Learning & training opportunities

ABB Children's Holiday Home

Personal coaching offers

Job summary

ABB in Germany seeks a senior sales leader to drive account strategy for the Electrification Business Area across Wholesale and Distribution. You will lead a team of Key Account Managers, manage SoW planning, and coordinate across distribution channels including EWS, DIY and e-tailers to grow revenue and profitability.

Fluent German and English are required, with several years in electrotechnical markets and a strong business development background.

Qualifications

• 5+ years in a leadership role with personnel responsibility.
• Technical background in an electrotechnical company.
• Strong track record in business development and results.

Responsibilities

• Develop and implement account strategies focused on revenue growth, profitability, and customer satisfaction, including SoW planning and management of distribution channels (EWS, DIY, e-tailers) for the low voltage portfolio.
• Analyze key business drivers and risks (sustainability, digitalization, cybersecurity) and translate into opportunities for customer and ABB.
• Define and achieve sales targets through structured follow-up across divisions and countries, focusing on volume, mix and profitability.
• Lead and develop a team of Key Account Managers responsible for distribution channels in Germany.
• Monitor competitor activities and develop responses, including market price input.
• Apply standardized marketing and sales processes and tools (Salesforce, account plans) across the account.
• Collaborate with global distribution channel management and other divisions to share knowledge.
• Build lasting customer relationships, manage issue resolution, and ensure ABB's code of conduct and HSE compliance.

Skills

Leadership

Sales management

Account management

Education

Electrical engineering degree

Tools

Salesforce

Job description

Location: Luedenscheid, North Rhine-Westphalia, Germany

Category: Sales, Marketing & Communication

Employment Type: Full Time

At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.

This position reports to:

Marketing & Sales Manager

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

Key responsibilities

In this role, you develop, implement and manage the account strategy that is focused on share of wallet growth, profitability, and customer satisfaction. Coordinates sales activities, monitors current projects, and manages the resolution of specific customer problems.

This role is contributing to the Electrification Business Area for Wholesale and Distribution in Germany. Main stakeholders are our customers.

You will be mainly accountable for:

• Develop and implement account strategies focused on revenue growth, profitability, and customer satisfaction, including Statement of Work (SoW) planning and strategic management of all distribution channels (EWS, DIY, e-tailers, etc.) for the low voltage electrification portfolio
• Analyze key business drivers and emerging risks (e.g., sustainability, digitalization, cybersecurity) and translate their impact into opportunities for both the customer and ABB
• Define and reach sales targets through structured follow-up processes across divisions and countries, with a focus on volume, mix, and profitability targets
• Lead and develop a team of Key Account Managers responsible for distribution channels in the German market
• Monitor competitor activities and develop appropriate response strategies, including providing input on market price developments
• Apply standardized marketing and sales processes and tools (e.g., Salesforce, account plans) consistently across the account
• Collaborate closely with global distribution channel management as well as other divisions and business areas utilizing the managed distribution channels, supporting cross-functional knowledge sharing
• Build long-lasting customer relationships, manage issue resolution, and ensure full compliance with ABB's code of conduct, integrity standards, HSE regulations, and corporate policies

You will join a collaborative team, where you will be able to contribute to the team.

Qualifications for the role

• Several years of experience in a leadership position with personnel responsibility in a similar role (minimum 5+ years)
• Technical background and several years of work experience within an electrotechnical company
• Solid experience in business development and results-oriented performance
• In-depth technical understanding of the electrical engineering industry and its markets
• Sound understanding of the German electrical wholesale segment and its dynamics
• Business management skills like budget, P&L, KPI management
• Ability to navigate complex structures and manage various stakeholders
• Fluent in German and English

Benefits

• ABB Employee Stock Acquisition Plan
• Learning & training opportunities
• ABB Children's Holiday Home
• Personal coaching offers

Please note: in the case of equal suitability, people with severe disabilities and their equals are given preference.

ABB AG

[phone]

Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences.

Ready to make an impact?