Channel Sales Specialist - Electrification

About the role

ABB is looking for a Channel Sales Specialist for its Electrification business in Mexico, reporting to the Sales Manager. The role contributes to the Electrification Smart Power & Smart Building segment and works in a hybrid model. It is accountable for implementing the channel sales strategy and budget, growing the channel customer base and meeting qualitative and quantitative targets such as orders, revenue, growth, margin, market share, sales productivity and customer satisfaction.

Key responsibilities

• Implement the agreed channel sales strategy and budget, and contribute to identifying appropriate channels and targets.
• Help harmonize market sales and marketing plans and support channel goals on volume, pricing and product mix.
• Create detailed business plans with regular follow-up, and report progress against strategy, plans and budgets.
• Contribute to sales negotiations and frame agreements, and create offers and proposals for channel partners.
• Evaluate and select channel partners according to ABB policies and standards, including cyber security, together with the Channel or Sales Manager.
• Analyze channel activity and address problems, and collaborate with Marketing and Sales on partner-participation activities.
• Run communication, promotion and training activities in the channel, and support certification and training of partners.
• Build strategic partnerships and personal relationships with partners, customers and decision makers.

Required profile

• Bachelor's degree in Electrical, Electromechanical or Mechanical Administration Engineering, or a related field.
• 3-5 years of experience in commercial roles focused on electrical channels and projects, including indirect sales, channel development or technical-commercial positions in the electrical industry.
• Experience managing distributors, panel builders, OEMs, integrators or contractors.
• Solid knowledge of electrical products such as energy distribution, motor starting and control, automation, electrical panels, MCCs, UPS systems, capacitor banks and low-voltage distribution products.
• Knowledge of the electrical industry and segments such as pulp and paper, light and heavy industry, and buildings like shopping centers and hospitals.
• Ability to propose products and solutions to partners, support them through the sales process and conduct joint customer visits.
• Advanced English level.

Required skills

• Power BI
• SAP
• Channel sales management and business development