Channel Development Manager East

ABB•Auburn Hills, MI

About The Position

The Channel Development Manager is responsible for driving growth, performance, and strategic alignment of the ABB Robotics distributor network. This role focuses on optimizing channel coverage, enabling partner success, and accelerating revenue through a high performing partner network.

Requirements

10+ Years in Industrial sales preferably in Automation and Robotics
Bachelors degree in business, engineering or related field. Special combination of education and years of experience is also accepted (i.e. 12 Years experience with Associate Degree, 14 years experience with HS Diploma)
Ability to travel as required for customer interactions
Lives within the defined geographic area

Nice To Haves

Portfolio Management
Business Strategy
Market Intelligence
Go-to-market Strategy
Pricing Excellence
Acount Management
Business Development & Adoption
Solution/Application Sales Engineering
Channel Sales and Distributor Management
Contract & Risk Management Expertise

Responsibilities

Execute the regional channel strategy aligned with ABB Robotics growth objectives
Identify gaps in market coverage and recruit new distributor / channel partners where needed
Evaluate existing channel partners to ensure optimal performance and alignment
Drive overall channel sales growth, including robot units, revenue, and new customer acquisition
Lead quarterly business reviews (QBRs) with key distributor partners
Establish clear performance metrics, KPIs, and growth targets for each partner
Build and execute joint business plans with distributors to drive pipeline and orders
Hold partners accountable to sales targets, technical capability, and market development activities
Continuously assess channel effectiveness, coverage, and competitiveness
Make recommendations on adding, developing, or exiting partners based on performance and strategic fit
Ensure alignment between direct sales teams and distribution partners
Support onboarding of new distributors and accelerate time to productivity
Ensure partners are trained on products, applications, and sales processes
Drive adoption of partner tools, pricing structures, and go-to-market programs