Your role and responsibilities (Mandatory)

In this role, you will have the opportunity to develop and maintain a highly effective sales channel strategy for a specified market (global/regional) to improve ABB’s market penetration and achieve its growth aspirations. Each day, you will plan and ensure the execution of the business area/division sales strategy to achieve both qualitative and quantitative targets for the assigned channel in a profitable way with a focus on orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. You will also showcase your expertise by leading, developing, and coaching the related Channel Sales organization.

Manage relationships with key distributors and channel partners in the Wiring Accessory. Drive distributor performance, handle commercial negotiations, and ensure optimal partnership effectiveness to support sales growth and market expansion.

You will be mainly accountable for:

• Distributor Relationship Management
  Develop and maintain strategic relationships with key distributors.
  Conduct regular business reviews and performance evaluations.
  Recruit new distributors and manage partner onboarding.
• Performance & Compliance
  Set and monitor distributor sales targets and KPIs.
  Analyze distributor performance and provide regular reports.
  Ensure compliance with ABB policies and contractual obligations.
• Commercial Management
  Lead negotiations on distributor agreements and pricing terms.
  Manage contracts and support renewals in collaboration with Legal.
  Establish and communicate discount structures and promotional terms.
• Business Support
  Provide distributors with sales tools and technical resources.
  Support distributor participation in key accounts and tenders.
  Monitor inventory and coordinate fulfillment to meet distributor needs.

• Bachelor's degree in Business Administration or related field.
  Minimum 5 years in distributor/channel management or sales.
  Experience in electrical or industrial sector is preferred.
• Strong relationship management and negotiation skills.
  Commercial acumen with understanding of P&L and pricing strategies.
  Proficient in data analysis and performance reporting.
  Excellent communication and organizational abilities.
  Fluent in English; Mandarin is an advantage.