Channel Manager for ELECTRIFICATION

USTBC ABB Installation Products Inc.; Ciudad de México; Hybrid; MXN 1,200,000 - 1,600,000; Full time

Job summary

ABB seeks a seasoned Channel Sales leader to define and execute the Mexico channel sales strategy in alignment with marketing and sales goals. You will guide distributor partnerships, coach channel teams, and drive market expansion in electrical and industrial automation sectors.

You will lead communications, promotions, and training for partner networks, shaping commercial agreements and optimizing profitability. Strong collaboration with regional teams is essential.

Qualifications

• 10+ years in channel management or sales leadership.
• Experience with electrical products and industrial automation.
• Strong negotiations and relationship management skills.
• Proficient with Salesforce/CRM and analytics tools.
• Excellent cross-functional collaboration and communication.

Responsibilities

• Define and execute Mexico channel sales strategy aligned with marketing and sales goals.
• Implement annual performance assessments and forecast processes for channel partners.
• Coordinate promotions, training, and partner communications.
• Design global policies for channel partner evaluation and certification.
• Manage partnerships with indirect channels and distributors to grow sales.
• Lead negotiations to improve profitability and long-term relationships.
• Coordinate with Building and Segment teams to align commercial strategies.
• Coach and develop channel sales teams for performance and execution.

Skills

Channel management

Indirect sales

Distributor management

Sales forecasting

Commercial negotiations

Sales leadership

CRM analytics

Cross-functional collaboration

Electrical market knowledge

Education

Electrical Eng degree

Tools

Salesforce

CRM platforms

Sales analytics

Distributor management

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:

Marketing & Sales Manager

In this role, you will have the chance to build and sustain a highly effective sales channel strategy for the ELECTRIFICATION team to expand ABB's market reach and support its growth goals.

Each day, you will plan and ensure the execution of the sales strategy to reach 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 put your knowledge into action by guiding, developing, and coaching the 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 executing the designated Mexico channel sales strategy in alignment with the marketing and sales strategy, while ensuring regular follow-up to meet its goals.
• 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 partnerships with indirect sales channels and distributors to support higher sales and broader market access.
• Overseeing negotiations with channel partners and helping shape commercial agreements to improve profitability and sustain 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 solid performance and execution excellence.

Our team dynamics

You will be part of a capable, forward-looking team that values performance and execution, with space to thrive.

Qualifications for the role

• 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 .
• Demonstrated experience in Channel Management, Sales Leadership, or Commercial Strategy with electrical products, control systems, and industrial solutions .
• Possess enhanced knowledge of Salesforce, CRM platforms, sales analytics tools, and distributor management processes .
• You are experienced in 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 .
• Demonstrated experience leading teams and working with commercial building and segment structures.
• You can effectively communicate in advanced English with stakeholders worldwide, as well as channel partners and regional teams.
• Deep knowledge of sales channels, pricing approaches, business expansion , and customer relationship management in highly competitive industrial markets.

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.