Location
São Paulo, SP | Brazil
Job description
Channel Manager Brazil
Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.
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The Channel Manager Position is available in São Paulo, Brazil, to lead the Channel Partner business of ABB Energy and Process Industries in the country. You will be responsible for identifying and onboarding new channel partners as well as growing and developing current ones – both System Integrators and Distributors.
The Channel Manager will leverage His/Her technical knowledge, sales experience and market insight to complement ABB’s direct approach with and indirect one in the growing Energy and Process Industries. Collaboration and alignment within ABB – local, regional and global – are cornerstones of the job.
You will be tasked with detailing and effectively implementing the channel sales strategy in order to improve ABB’s market coverage, broaden the promoted portfolio and realize our growth aspirations. The partner network will target both greenfield and brownfield and its focus is to be driven via curated business planning. The promoted portfolio consists of Distributed Control Systems (DCS), Digital solutions and selected Energy and Process industries specific offerings.
You will need to achieve both qualitative and quantitative targets for the assigned market in a profitable way: orders, revenues, growth, margin, market share, sales productivity, and achieve the desired customer satisfaction. You will own the assigned channel sales customer base growth in the Brazilian market.
This position reports to
Head of Global Partner Business PAEN & PI
Your responsibilities
- Details and implements the channel strategy in collaboration with the local, regional and global teams.
- Identifies the appropriate channels and targets; develops and owns the country indirect business plan.
- Contributes to setting budgets, market segmentation, pricing strategy and local product positioning.
- Accountable for achieving key targets (e.g. volume, prices, margin) for indirect sales in the specified market.
- Long term Target is to consolidate ABB’s indirect play in the Brazilian market and expand ABB portfolio promoted to channels, effectively complementing the current direct approach.
- Work with selected end customers and ABB’s SMEs to create and develop opportunities for the Channel business.
- Owns the country Profit & Loss for Energy Industries indirect sales.
- Accountable for managing the day-to-day indirect business within the assigned territory while taking ownership for solving problems.
- Develops, trains and maintains a healthy channel partner network, to deliver on the channel strategy.
- Creates and maintains detailed business plans with each channel partner.
- Drives regular reviews with Partners to make sure they are meeting the agreed targets.
- Owns sales and negotiations with channels and maintains the respective data in ABB’s sales tools.
- Creates or contributes on offers and proposals for channels, acting in line with ABB’s policies.
- Customizes channel partner contract templates, drives and maintains the contractual partnership, with the support of the global team.
- Regularly reports the business status to the regional sales director and local sales management and maintains accurate business forecasts.
- Collaborates with local Marketing and Sales and fosters channel partner participation and contribution, as relevant.
- Drives and owns local channel events and contributes to regional and global partner events.
- Implements the planned communication, promotion and training activities with the channels.
- Supports in driving strategic partnerships, developing personal relationships with partners, customers and other stakeholders.
- Drives demand generation activities as required in the targeted industries and customers.
Your background
- Master of Science degree in relevant Engineering Discipline, MBA is a plus.
- Solid sales experience in Process Automation is required.
- Prior Experience in Sales, Process Automation, System Integration and Channel Sales is a must.
- Experience in Distributed Control Systems, Digital transformation, Distributors as well as a deep understanding of Energy and Process industries is highly desired.
- Experience working with all levels of customers, including executives, management and engineers.
- Fluency in Portuguese and English, written and spoken.
- Valid Driver License.
- Ability to travel up to frequently.
More about us
We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website
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