Sales Manager - Channel

Your role and responsibilities

In this role, you will have the opportunity to develop an effective sales strategy within the specified market scope and maintain it, to improve ABB’s market penetration and realize growth aspirations. Each day, you will define, plan, lead, and ensure the execution of sales strategy to achieve both qualitative and quantitative sales targets for products, systems, and/or services to ensure sustainable order growth, revenue, profitability, market share, sales productivity, and customer satisfaction.

You will be mainly accountable for:

• Building, developing, and retaining strong distributor partnerships; drive segmentation between core and expansion partners; and implement performance frameworks including KPIs, incentives, and growth plans.
• Identifying and evaluating new opportunities with existing and potential customers, determines plans for implementation, and allocates required resources.
• Manage pricing strategies and margin optimization; oversee sell-in vs. sell-out dynamics; and ensure accurate pipeline and forecast management.
• Identifying new partners and untapped market segments; expand into new industries, regions, and customer tiers; and strengthen go-to-market models through partner networks.
• Planning and executing customer surveys and acts on the survey results to ensure high level of customer satisfaction.
• Utilizing sales analytics, distributor performance dashboards, and market/customer insights to guide strategic decisions and improve partner performance.

Qualifications for the role

• Minimum of 10 years of relevant experience in the market.
• Ability to balance short-term sales vs long-term channel health
• Strong negotiation and conflict resolution skills
• High ownership and accountability with entrepreneurial mindset
• Coaching mindset to upgrade distributor capabilities
• Proven ability to build, develop strategic partnerships, drive segmentation (core vs. expansion), and implement performance frameworks (KPIs, incentives, growth plans).
• Expertise in pricing strategy, margin management, sell-in vs. sell-out dynamics, and pipeline/forecast management.

What's in it for you?

We empower you to take initiative, challenge ideas, and lead with confidence. You’ll grow through meaningful work, continuous learning, and support that’s tailored to your goals. Every idea you share and every action you take contributes to something bigger.

More about us

ABB Smart Buildings enables optimization of energy efficiency, safety, security and comfort for any building type, through new installations or retrofit solutions. The Division offers integrated digital technologies to control HVAC, lighting, shutters, and security, in addition to energy distribution solutions including DIN rail products, enclosures and emergency lighting through to industrial plugs and sockets and conventional wiring accessories, accommodating for single family homes, multiple dwellings, commercial buildings, infrastructure and industrial applications. The Division’s highly innovative technologies and digital solutions serve rising global demand among real estate developers, owners, and investors for smart building technologies that optimize energy distribution and building automation. The scalable solutions aim to deliver significant sustainable and financial benefits, meeting social and environmental demands, while being able to address even the most complex of customers’ carbon reduction strategies.

Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences. Ready to make an impact? Apply today or visit https://www.abb.com to learn more about the impact of our solutions across the globe.

Why ABB

Working at ABB gives you the opportunity to contribute to a healthier and more prosperous world. Add to your story by joining a passionate team, focused on pushing the boundaries of technology to drive performance, shape new business models and find new ways of working that benefit our customers, partners and society. We want you to be proud of being part of ABB.

We care

At ABB, we care about our people and their stories. We create safe, fair, equitable and inclusive working environments in which our people can succeed and develop, regardless of gender, ethnicity, sexual orientation or cultural, religious or social background. Diverse teams make us stronger.

ABB is also committed to a high standard of integrity in everything we do.

We grow

We help our people succeed and develop, and we empower them to create their own careers at ABB. Our benefits, reward and development programs encompass a wide array of offerings.

How to apply

Do you want to shape the future, together with us? Get more insights into our recruitment process and find some helpful tips and tricks how to join the team. Make our story your story.