Channel Director

This is a fully remote position, open to applicants in Iowa, +3 more states.

📋 Description

• Responsible for the overall performance of channel partners to achieve all aspects of the channel's strategic Vision, Loyalty, Commitment, and Excellence.

• Ensure the local execution of the national channel strategy, maintaining program integrity from both parties and documenting any deviations as necessary.

• Possess a deep understanding of channel partners' go-to-market strategies, loosely based on affiliations such as AHTD, NAED, EASA, and PTDA, as well as their leadership initiatives.

• Develop executive-level relationships with channel partners and their finance, operations, marketing, and sales teams to gain insights into their overarching goals and KPIs for the business.

• Continuously enhance relationships with channel sales team members, mitigating risks and building trust to expedite engagement with top sales performers.

• Establish credibility by showcasing strong sales skills and effective communication, enabling ABB Channel Directors to lead crucial pursuits.

• Collaborate with our partners' sales teams on significant opportunity pursuits to identify value and align product capabilities for optimal value positioning.

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

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

• Assess branches and territory coverage white space development opportunities for expansion with existing partners.

• Provide business cases and insights that encourage channel partners to make additional investments.

• Organize and lead quarterly reviews of overall channel performance KPIs - target vs. plan, gaps, trends, actions, and engagement (Rebate & MDF tracking).

⛳️ Requirements

• A minimum of 10 years of relevant experience in sales or business development focusing on variable speed drives, motors, and automation solutions.

• A Bachelor's or Associate's degree in Electrical Engineering or a related field is preferred.

• Solid 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.

• Demonstrated success in surpassing sales targets in competitive markets.

• Willingness to travel up to 50% domestically within the United States in the assigned region (Kansas, Missouri, Iowa, Nebraska), 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.

• A choice between 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.

• A selection between two dental plan options: Core and Core Plus.

• Vision benefits.

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

• Company-paid Accidental Death and Dismemberment (AD&D) insurance at 1X base pay.

• Voluntary life and AD&D insurance—100% employee-paid up to maximums.

• Short Term Disability coverage for up to 26 weeks, fully paid by the company.

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

• Supplemental benefits available—100% employee-paid (Accident insurance, hospital indemnity, critical illness, pet insurance).

• Parental Leave of up to 6 weeks.

• Employee Assistance Program.

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

• Employee discount program.

• Retirement 401k Savings Plan with company contributions.

• Employee Stock Acquisition Plan (ESAP).

• ABB provides 11 paid holidays.

• Salaried exempt positions are entitled to vacation under a permissive time away policy.