Develop and maintain a highly effective sales channel strategy in specified market for Measurement & Analytics Business Unit improve ABB market penetration and realize growth aspirations.
Responsible for planning and executing marketing and sales support to ensure high levels of customer satisfaction and continuously monitor channel performance.
Tasks : 1. Strategy
Defines and implements the channel sales strategy and budget and ensures regular follow-up. Responsible for providing channel strategy input for the Sales team, and for harmonizing the market sales and marketing plans.
Defines key targets (e.g. volume, prices, mix) and ensures these are achieved for the channel in the specified market. Ensures detailed business plans with regular follow up are in place.
Contributes in critical sales and key frame agreements negotiations. Supports Channel Specialist in the offering and proposal process for channel partners.
Identifies and evaluates channel partners together with the Channel Specialist and authorizes them in coordination with the Sales management team.
Manages annual performance assessment activities for channel partners.
Coordinates sales and marketing efforts and pricing policies that require channel / segment partner participation. Ensures appropriate communication, promotion and training activities in the channel / segment.
6. Channel management
Evaluates and certifies Channel partners. Ensures training for Channel and ABB personnel in aspects of marketing analysis, market segmentation, demand creation techniques, channel models and cost structures, effective channel program development and channel metrics.
7. Customer relations
Supports driving strategic partnerships, developing personal relationships with partners, customers and other decision makers.
Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Responsible for identifying and managing risks relating to contract agreements and prices across customers / channels / segments.
9. People leadership and development
Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR policies.
Drives and ensures know-how sharing and cross collaboration.