Channel Director - California

ABB•Remote, CA

2d•$119,000 - $190,400•Remote

About The Position

This position reports to the VP, Industrial Channel. In this role, you will be responsible for Drives channel and market growth through planning and execution of the channel business plan in alignment with the MODP Industrial Strategy. The Channel Director is a business manager who owns the development and administration of the channel business plan. You will be responsible for the optimization of the assigned territory channel network. This is a player-coach role that requires technical understanding of the product to support account development activities with the channel. You will establish value by demonstrating proactive account development activities, including prospecting and generating access to target accounts. This role is expected to support channel partners across their entire APR, with an estimated travel of 50% in the territory. The work model for the role is remote/home office in California. The candidate MUST live in California to support the channel partners in the state for the Motion Drive Products division.

Requirements

Bachelor’s Degree in Electrical Engineering (Preferred) or relevant area, and 10+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions OR Associate’s Degree in Electrical Engineering (Preferred) or relevant area, and 12+ years of relevant experience working as sales/ business development with variable speed drives, motors and automation solutions.
Sound knowledge of OEMs their revenue models and G2M strategies.
Understanding of customer needs, experience in customer interface.
Strong skills in Excel, PowerPoint, and Microsoft office platform.
Proven track record in exceeding sales targets in competitive markets.
Travel up to 50% domestically in the United States in assigned region (California), requiring a Valid US Driver’s License.
Candidates must already have work authorization that would permit them to work for ABB in the US.

Responsibilities

Owner of the overall channel partner performance to meet all elements of the channel strategic Vision, Loyalty, Commitment, and Excellence
Ensure the national channel strategy is being executed locally and the program is honored from both sides, documenting any deviations accordingly
Know and understand channel partners go to market strategy loosely based off affiliations (AHTD, NAED, EASA, PTDA) and their leadership initiatives
Build executive level relationships with channel partners and within their finance, operations, marketing and sales team to better understand their overall goals and KPIs for the business
Continually expanding relationships with channel sales team members, mitigate risk and build trust to accelerate engagement with their top sales performers
Establish trust by demonstrating strong sales competencies and thorough communication, allowing ABB Channel Directors to lead key pursuits
Support and engage with our partners sales team on key opportunities pursuits to discover value and align with product capabilities for value positioning
Lead and document in CRM monthly channel planning (funnel reviews, forecasting, target account planning) for AVP, Partner and Performance level channel partners, pushing opportunities ahead
Participate in VP of Industrial Channel Sales Funnel and Forecasting review process
Evaluate branches and territory coverage white space development opportunities for coverage expansion with existing partners
Providing business cases and in-sight that supports the channel partners making further investments
Organize and lead quarterly channel overall performance KPIs - target to plan, gaps, trends, actions and engagement (Rebate & MDF tracking)

Benefits

Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
Choice between two dental plan options: Core and Core Plus
Vision benefit
Company paid life insurance (2X base pay)
Company paid AD&D (1X base pay)
Voluntary life and AD&D – 100% employee paid up to maximums
Short Term Disability – up to 26 weeks – Company paid
Long Term Disability – 60% of pay – Company paid. Ability to “buy-up” to 66 2/3% of pay.
Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance)
Parental Leave – up to 6 weeks
Employee Assistance Program
Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
Employee discount program
401k Savings Plan with Company Contributions
Employee Stock Acquisition Plan (ESAP)
ABB provides 11 paid holidays.
Salaried exempt positions are provided vacation under a permissive time away policy.