Channel Manager - Electrification

About the role

ABB is looking for a Channel Manager for its ELECTRIFICATION team in Mexico, reporting to the Marketing & Sales Manager. The role builds and sustains a sales channel strategy to expand market reach and support growth, planning and executing the strategy to reach qualitative and quantitative targets on orders, revenue, growth, margin, market share, productivity and customer satisfaction. It is a hybrid role (#L-hybrid) within the Electrification / Commercial & Channel Sales division, with main stakeholders being distributors, channel partners, Building segments, sales teams, Product Management and regional/global commercial leaders.

Key responsibilities

• Define and execute the Mexico channel sales strategy in line with the marketing and sales strategy, with regular follow-up to meet its goals.
• Implement annual performance assessments and forecast processes for channel partners.
• Ensure communication, promotion and training activities are in place for channel partners.
• Design global policies and standards (market segmentation, customer due diligence, cybersecurity) for channel partner evaluation and certification.
• Manage partnerships with indirect sales channels and distributors to increase sales and broaden market access.
• Oversee negotiations with channel partners and help shape commercial agreements to improve profitability and long-term relationships.
• Coordinate with Building and Segment teams to align commercial strategies and customer engagement.
• Lead, develop and coach channel sales teams.

Required profile

• 10+ years of experience in channel management, sales leadership, commercial strategy or distributor network management.
• Demonstrated experience in channel management or commercial strategy with electrical products, control systems and industrial solutions.
• Degree in Electrical Engineering, Mechanical Electrical Engineering or Control Systems engineering.
• Experience leading teams and working with commercial building and segment structures.
• Advanced English, with the ability to communicate with stakeholders worldwide, channel partners and regional teams.

Required skills

• Channel management, indirect sales strategies, distributor management, sales forecasting and commercial negotiations.
• Knowledge of Salesforce, CRM platforms, sales analytics tools and distributor management processes.
• Team leadership, negotiation, relationship management, strategic communication and cross-functional collaboration.
• Deep knowledge of distributors and indirect sales channels, including channel development, partner enablement and performance management.