Channel Director

This is a fully remote position, open to applicants in California.

📋 Description

• Drives growth in channels and markets through the strategic planning and execution of the channel business plan in accordance with the MODP Industrial Strategy.

• Optimizes the channel network within the assigned territory.

• Creates value by engaging in proactive account development activities, including prospecting and gaining access to target accounts.

• Provides support to channel partners throughout their entire APR, with an estimated travel requirement of 50% within the territory.

• Responsible for overall channel partner performance to achieve all aspects of the channel's strategic vision, loyalty, commitment, and excellence.

• Ensures the national channel strategy is implemented at the local level and that the program is respected by both parties, documenting any deviations as necessary.

• Builds relationships at the executive level with channel partners and their finance, operations, marketing, and sales teams to gain insights into their business objectives and KPIs.

• Continuously develops relationships with channel sales team members to mitigate risks and foster trust, thereby enhancing engagement with top sales performers.

• Establishes trust through demonstrated sales expertise and clear communication, enabling ABB Channel Directors to lead critical pursuits.

• Collaborates with our partners' sales teams on significant opportunity pursuits to uncover value and align with product capabilities for effective value positioning.

• Leads and documents monthly channel planning activities (funnel reviews, forecasting, target account planning) in CRM for AVP, Partner, and Performance level channel partners, driving opportunities forward.

• Engages in the VP of Industrial Channel Sales Funnel and Forecasting review process.

• Assesses branches and territory coverage gaps to identify opportunities for expansion with existing partners.

• Organizes and leads quarterly reviews of overall channel performance KPIs, focusing on targets versus plans, gaps, trends, actions, and engagement (Rebate & MDF tracking).

⛳️ Requirements

• Over 10 years of relevant experience in sales or business development, specifically with variable speed drives, motors, and automation solutions.

• Bachelor's or Associate's degree in Electrical Engineering or a related field (preferred).

• Strong understanding of OEMs, their revenue models, and go-to-market strategies.

• Familiarity with customer needs and experience in customer interactions.

• Proficient in Excel, PowerPoint, and the Microsoft Office suite.

• Proven success in surpassing sales targets in competitive environments.

• Willingness to travel up to 50% domestically within the United States in the assigned region (California), requiring a valid US Driver’s License.

• Candidates must possess work authorization that allows them to be employed by ABB in the US.

🏝️ Benefits

• Health, Life & Disability coverage.

• Choice of two medical plan options: a PPO plan known as the Copay Plan or a High Deductible Health Plan (with a Health Savings Account) referred to as the High Deductible Plan.

• Two dental plan options available: Core and Core Plus.

• Vision insurance benefits.

• Company-paid life insurance equivalent to 2X base salary.

• Company-paid AD&D insurance at 1X base salary.

• Voluntary life and AD&D insurance available, fully funded by employees up to specified maximums.

• Company-paid Short Term Disability coverage for up to 26 weeks.

• Company-paid Long Term Disability coverage at 60% of salary, with the option to “buy-up” to 66 2/3% of salary.

• Supplemental benefits, fully funded by employees, including accident insurance, hospital indemnity, critical illness, and pet insurance.

• Parental leave of up to 6 weeks.

• Employee Assistance Program.

• Health Advocate resources for mental/behavioral health, general health navigation, virtual health, and infertility/adoption support.

• Employee discount program.

• 401k Savings Plan with company contributions.

• Employee Stock Acquisition Plan (ESAP).

• 11 paid holidays.

• Salaried exempt positions enjoy vacation under a permissive time away policy.