Channel Manager, Smart Buildings

ABB; Pirkkala; On-site; EUR 70,000 - 105,000; Full time

Benefits offered by this job

Annual performance bonus

Employee share acquisition program

Continued learning opportunities

Job summary

ABB is seeking a Channel Sales Manager for Installer Sales in Finland, based in Helsinki or Pirkkala. You will lead a 10+ installer sales team, translate channel strategies into actionable plans, and drive ABB Home Solutions through education, launches and customer engagement.

You’ll collaborate with marketing, product, and operations to sustain growth, profitability, and market position while building strong relationships with installers and channel partners.

Qualifications

• Relevant experience in channel, installer or B2B sales in electrical, building tech.
• Experience leading a sales team; 10+ professionals.
• Proven track record growing sales and cultivating relationships with installers and channel partners.
• Understanding of residential electrical market; smart-home knowledge a plus.
• Commercial acumen with sales planning, forecasting and CRM.
• Strong communication and coaching skills; cross-functional collaboration.
• Fluent Finnish and English.

Responsibilities

• Lead, coach and develop a 10+ installer sales team.
• Translate channel strategy into plans to grow revenue and market position.
• Build relationships with installers, wholesalers and channel partners.
• Drive ABB Home Solutions sales through engagement, launches, and training.
• Manage pipelines, forecasts and account plans with market insights.
• Collaborate with marketing, product, operations and other sales teams.
• Share feedback and market trends to inform portfolio development.
• Ensure responsible business practices align with ABB requirements.

Skills

Channel sales

Installer sales

Sales team leadership

Strategic planning

Forecasting

CRM

Negotiation

Customer relationship management

Education

Commercial or technical education

Tools

CRM systems

Job description

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: M&S Manager

Your Role And Responsibilities

In this role of Channel Sales Manager – Installer Sales, you will have the opportunity to develop an effective ABB Home Solution sales strategy within Finland 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 the portfolio to ensure sustainable growth, profitability, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by leading, developing, and coaching highly performing sales team to achieve the sales targets.

This role will be located in Helsinki (Pitäjänmäki) or in Pirkkala.

You will be mainly accountable for:

• Lead, coach and develop a team of 10+ installer sales professionals, setting clear priorities and following up on performance.
• Turning channel sales strategy into plans that grow revenue, profitability and market position in the installer channel.
• Building strong relationships with installers, wholesalers and other channel partners, developing key accounts and new business opportunities.
• Driving the positioning and sales of ABB Home Solutions through customer engagement, product launches, training and relevant sales activities.
• Manage the sales pipeline, forecasts and account plans, using market and customer insights to guide priorities.
• Working closely with marketing, product management, operations and other sales teams to deliver a consistent customer experience.
• Share customer feedback and market trends to support portfolio development and improve the way we serve the channel.
• Promote responsible business practices and ensure sales activities follow ABB requirements.

Qualifications For The Role

• Relevant experience in channel, installer or B2B sales, in electrical products, building technology or a related industry.
• Experience leading and developing a sales team; the role leads a team of 10+ sales professionals
• A strong track record of growing sales and building long-term relationships with installers, wholesalers and other channel partners.
• Good understanding of the residential electrical market and customer needs. Experience with smart-home or home-automation solutions, including ABB Home Solutions, is an advantage.
• Commercial acumen and experience with sales planning, forecasting, CRM and performance management.
• Strong communication, negotiation and coaching skills, with the ability to collaborate across functions.
• Relevant commercial or technical education, or equivalent practical experience.
• Fluent Finnish and English skills

More About Us

ABB Smart Buildings enables optimization of energy efficiency, safety, security and comfort for any building type, through new installations or retrofit solutions. The Division offers integrated digital technologies to control HVAC, lighting, shutters, and security, in addition to energy distribution solutions including DIN rail products, enclosures and emergency lighting through to industrial plugs and sockets and conventional wiring accessories, accommodating for single family homes, multiple dwellings, commercial buildings, infrastructure and industrial applications. The Division’s highly innovative technologies and digital solutions serve rising global demand among real estate developers, owners, and investors for smart building technologies that optimize energy distribution and building automation. The scalable solutions aim to deliver significant sustainable and financial benefits, meeting social and environmental demands, while being able to address even the most complex of customers’ carbon reduction strategies.

We offer an international and dynamic working environment where our business delivers advanced technology in large projects across the world in a customer-oriented and highly globalized industry.

Our culture and benefits reflect our values: courage, care, curiosity and collaboration. The most appreciated benefits according to our personnel are at the moment e.g. an annual performance bonus, employee share acquisition program, continuous learning opportunities, and other wellbeing and family benefits.

For more information, please contact Lead Commercial Manager, Mikko Mäkäräinen p. [phone].

Ready to make an impact?

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.