Channel Director

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

📋 Description

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

• Responsible for optimizing the channel network within the assigned territory.

• This role combines coaching and technical expertise, requiring a solid understanding of the product to support account development activities within the channel.

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

• Support channel partners throughout their entire APR, with an estimated 50% travel required within the territory.

• Oversee the overall performance of channel partners to achieve all aspects of the channel strategic vision, including Loyalty, Commitment, and Excellence.

• Ensure the national channel strategy is effectively implemented at the local level, documenting any discrepancies as necessary.

• Understand the go-to-market strategies of channel partners, which are generally influenced by affiliations (AHTD, NAED, EASA, PTDA) and their leadership initiatives.

• Build relationships with executives at channel partner organizations and engage with their finance, operations, marketing, and sales teams to comprehend their overall objectives and KPIs.

• Continuously enhance relationships with channel sales team members, minimize risks, and foster trust to boost engagement with top sales performers.

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

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

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

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

• Assess branches and territory coverage for potential expansion opportunities with existing partners.

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

• Organize and lead quarterly assessments of overall channel performance KPIs, including targets versus plans, gaps, trends, actions, and engagement (Rebate & MDF tracking).

⛳️ Requirements

• Bachelor’s Degree in Electrical Engineering (preferred) or a related field, along with over 10 years of relevant experience in sales/business development with variable speed drives, motors, and automation solutions; OR an Associate’s Degree in Electrical Engineering (preferred) or a related field, and over 12 years of relevant experience in the same areas.

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

• Familiarity with customer needs and experience in client interactions.

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

• A proven history of surpassing sales targets in competitive markets.

• Willingness to travel up to 50% domestically within the United States in the assigned region (Ohio and Western Pennsylvania), necessitating a valid US Driver’s License.

• Candidates must possess work authorization that allows them to work for ABB in the US.

🏝️ Benefits

• Health, Life & Disability: Choose 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.

• Select from two dental plan options: Core and Core Plus.

• Vision benefits included.

• Company-funded life insurance equal to 2X base salary.

• Company-funded AD&D insurance equal to 1X base salary.

• Voluntary life and AD&D options available at employee expense, subject to maximums.

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

• Long Term Disability provides 60% of pay, also company-funded, with the option to "buy-up" to 66 2/3% of pay.

• Supplemental benefits available, paid fully by the employee (including accident insurance, hospital indemnity, critical illness, and pet insurance).

• Parental Leave: up to 6 weeks of leave.

• Access to an Employee Assistance Program.

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

• Employee discount program available.

• Retirement 401k Savings Plan with company contributions.

• Employee Stock Acquisition Plan (ESAP) offered.

• Time off: ABB provides 11 paid holidays annually.

• Salaried exempt roles receive vacation under a permissive time away policy.