Channel Sales Specialist | ELECTRIFICATION

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This position reports to:

Sales Manager

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Your role and responsibilities

Effectively implement the defined channel sales strategy in Mexico in order to improve ABB market penetration and realize growth aspirations in the assigned channel. Execute channel sales strategy and initiatives within the assigned market, to achieve both qualitative and quantitative targets for assigned channel in a profitable way: orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. Critical contributor to the assigned channel sales customer base growth.

The work model for the role is: #L-hybrid

This role is contributing to the Electrification Smart Power & Smart Building in Mexico. Main stakeholders are Channel Manager, Product Marketing Director, Sales Director

You will be mainly accountable for:

• Implements the agreed channel sales strategy and budget.
• Contributes to the identification of appropriate channels and targets.
• Provides channel strategy input for the sales team, and helps to harmonize the market sales and marketing plans.
• Contributes to achieving key targets (e.g. volume, prices, mix) for the channel in the specified market.
• Creates detailed business plans, implement with regular follow-up.
• Contributes to sales negotiations and negotiates frame agreements.
• Creates offers and proposals for channel partners in line with broader sales

offers.

• Identifies and evaluates channel partners (per agreed ABB policies and

standards including cyber security), together with the Channel or Sales

Manager.

• Regularly reports progress against channel strategy, plans and budgets.
• Conducts analyses on channel activity and takes ownership for solving

problems identified.

• Collaborates with Marketing and Sales and executes those activities that

require channel/segment partner participation.

• Implements the planned communication, promotion and training activities

in the channel/segment.

• Supports in driving strategic partnerships, developing personal relationships with partners, customers and other decision makers.
• Supports in evaluation/certification and training of channel partners.

Qualifications for the role

• 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 within the electrical industry. Experience managing distributors, panel builders, OEMs, integrators, or contractors is preferred.
• Strong technical knowledge of electrical products and solutions, including energy distribution, motor starting and control, automation for homes and offices, electrical panels, MCCs, UPS systems, capacitor banks, and other low-voltage electrical distribution products.
• Knowledge of the electrical industry and key market segments, including pulp and paper, light and heavy industry, and building applications such as shopping centers and hospitals.
• Ability to manage channel sales and develop business opportunities, including proposing products and solutions to channel partners, supporting them throughout the sales process, and conducting joint customer visits to develop opportunities and close deals.
• Knowledge of Power BI and SAP is desirable.
• Strong analytical and commercial capabilities, including excellent communication and customer relationship skills, with strong verbal communication, ease of interaction, and a customer-oriented approach.
• Advanced English level

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