Channel Director - Northern California

ABB; California; Hybrid; USD 119,000 - 190,000; Full time

Benefits offered by this job

Health benefits

401k with company contributions

Employee stock plan

11 paid holidays

Job summary

ABB Drive Products seeks a Channel Director to lead the drives channel and drive market growth by planning and executing the channel business plan aligned with the Industrial Strategy. This role oversees channel partner performance and requires hands-on account development, including prospecting and access to target accounts.

The position is remote/home-based in Northern California with travel up to 50% in the territory; the candidate must reside in California to support channel partners within

Qualifications

• 10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
• Bachelor's or Associate's in Electrical Engineering or related discipline (Preferred).
• Sound knowledge of OEMs their revenue models and G2M strategies.
• Understanding of customer needs, experience in customer interface.
• Strong skills in Excel, PowerPoint, and Microsoft office platform.
• Proven track record in exceeding sales targets in competitive markets.
• Travel up to 50% domestically in the United States in assigned region (California), requiring a Valid US Driver’s License.
• Candidates must already have work authorization that would permit them to work for ABB in the US.

Responsibilities

• Own the overall channel partner performance to meet all elements of the channel strategic Vision, Loyalty, Commitment, and Excellence.
• Ensure the national channel strategy is being executed locally and the program is honored from both sides, documenting any deviations accordingly.
• Know and understand channel partners go to market strategy loosely based off affiliations (AHTD, NAED, EASA, PTDA) and their leadership initiatives.
• Build executive level relationships with channel partners and within their finance, operations, marketing and sales team to better understand their overall goals and KPIs for the business.
• Continually expanding relationships with channel sales team members, mitigate risk and build trust to accelerate engagement with their top sales performers.
• Establish trust by demonstrating strong sales competencies and thorough communication, allowing ABB Channel Directors to lead key pursuits.
• Support and engage with our partners sales team on key opportunities pursuits to discover value and align with product capabilities for value positioning.
• Lead and document in CRM monthly channel planning (funnel reviews, forecasting, target account planning) for AVP, Partner and Performance level channel partners, pushing opportunities ahead.
• Participate in VP of Industrial Channel Sales Funnel and Forecasting review process.
• Evaluate branches and territory coverage white space development opportunities for coverage expansion with existing partners.
• Providing business cases and in-sight that supports the channel partners making further investments.
• Organize and lead quarterly channel overall performance KPIs - target to plan, gaps, trends, actions and engagement (Rebate & MDF tracking).

Skills

Sales leadership

Channel sales

OEM knowledge

Customer engagement

MS Office

Sales targets

Travel willingness

Education

Electrical Engineering

Job description

Denna position rapporterar till:

VP, Industrial Channel

På ABB hjälper vi industrier att bli mer resurseffektiva och renare – och varje person här bidrar till resultaten. Du kommer att få möjlighet att leda, få stöd att växa och kunna vara stolt över den påverkan vi skapar tillsammans. Gå med oss och hjälp till att driva det som driver världen.

In this role you will be responsible for Drives channel and market growth through planning and execution of the channel business plan in alignment with the MODP Industrial Strategy. The Channel Director is a business manager who owns the development and administration of the channel business plan. Responsible for optimization of the assigned territory channel network.

This is a player coach role and requires technical understanding of product to support account development activities with the channel. This person establishes value by demonstrating proactive account development activities including prospecting and generating access to target accounts. This role is expected to support channel partners across their entire APR, with estimated travel of 50% in the territory.

The work model for the role is: remote/home office in Northern California. Ideally between the Northern state line and Fresno California. Candidate MUST live in California to support the channel partners in the state for Motion Drive Products division.

Your role and responsibilities:

• Owner of the overall channel partner performance to meet all elements of the channel strategic Vision, Loyalty, Commitment, and Excellence
• Ensure the national channel strategy is being executed locally and the program is honored from both sides, documenting any deviations accordingly
• Know and understand channel partners go to market strategy loosely based off affiliations (AHTD, NAED, EASA, PTDA) and their leadership initiatives
• Build executive level relationships with channel partners and within their finance, operations, marketing and sales team to better understand their overall goals and KPIs for the business
• Continually expanding relationships with channel sales team members, mitigate risk and build trust to accelerate engagement with their top sales performers
• Establish trust by demonstrating strong sales competencies and thorough communication, allowing ABB Channel Directors to lead key pursuits
• Support and engage with our partners sales team on key opportunities pursuits to discover value and align with product capabilities for value positioning
• Lead and document in CRM monthly channel planning (funnel reviews, forecasting, target account planning) for AVP, Partner and Performance level channel partners, pushing opportunities ahead
• Participate in VP of Industrial Channel Sales Funnel and Forecasting review process
• Evaluate branches and territory coverage white space development opportunities for coverage expansion with existing partners
• Providing business cases and in-sight that supports the channel partners making further investments
• Organize and lead quarterly channel overall performance KPIs - target to plan, gaps, trends, actions and engagement (Rebate & MDF tracking)

Our Team Dynamics

Our teams support each other, collaborate, and never stop learning. Everyone brings something unique, and together we push ideas forward to solve real problems. Being part of our team means your work matters - because the progress we make here creates real impact out there.

Qualifications for the role:

• 10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
• Bachelor's or Associate's in Electrical Engineering or related discipline (Preferred).
• Sound knowledge of OEMs their revenue models and G2M strategies.
• Understanding of customer needs, experience in customer interface.
• Strong skills in Excel, PowerPoint, and Microsoft office platform.
• Proven track record in exceeding sales targets in competitive markets.
• Travel up to 50% domestically in the United States in assigned region (California), requiring a Valid US Driver’s License.
• Candidates must already have work authorization that would permit them to work for ABB in the US.

More about us

ABB Drive Products serves the industries and infrastructure segments with world-class drives and programmable logic controllers (PLC). With its products, global scale and local presence, the Division helps customers to improve energy efficiency, productivity and safety.

What's in it for you

We empower you to take initiative, challenge ideas, and lead with confidence. You’ll grow through meaningful work, continuous learning, and support that’s tailored to your goals. Every idea you share and every action you take contributes to something bigger.

ABB is an Equal Employment Opportunity and Affian

All qualified applicants will receive consideration for employment without regard to their - sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age, race and ethnicity, inclusive of traits historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law.

For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf

As an Equal Employment Opportunity and Affian Employment for Protected Veterans and Individuals with Disabilities, applicants may request to review the plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.

Protected Veterans and Individuals with Disabilities may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [e-mail]. Resumes and applications will not be accepted in this manner.

While base salary is determined by things such as the successful applicant’s qualifications and experience, this position is expected to pay between $119,000 and $190,400 annually and is bonus eligible.

ABB Benefit Summary for eligible US employees

• [excludes ABB E-mobility, Athens union, Puerto Rico]
• Go to MyBenefitsABB.com and click on “Candidate/Guest” to learn more

Health, Life & Disability

• Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
• Choice between two dental plan options: Core and Core Plus
• Vision benefit
• Company paid life insurance (2X base pay)
• Company paid AD&D (1X base pay)
• Voluntary life and AD&D – 100% employee paid up to maximums
• Short Term Disability – up to 26 weeks – Company paid
• Long Term Disability – 60% of pay – Company paid. Ability to “buy-up” to 66 2/3% of pay.
• Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance
• Parental Leave – up to 6 weeks
• Employee Assistance Program
• Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
• Employee discount program

Retirement

• 401k Savings Plan with Company Contributions
• Employee Stock Acquisition Plan (ESAP)

Time off

ABB provides 11 paid holidays. Salaried exempt positions are provided vacation under a permissive time away policy.

För att bygga en renare och smartare framtid krävs alla sorters människor: de nyfikna, de modiga och de kreativa. Därför välkomnar vi människor med alla bakgrunder och erfarenheter.

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