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Indirect Sales Coordinator for Excitation Solutions in North America
2 months ago
At ABB, we are committed to tackling global challenges. Our core values: care, courage, curiosity, and collaboration - alongside a focus on diversity, inclusion, and equal opportunities - are fundamental in our mission to empower individuals to create sustainable solutions. Shape the future of your career with ABB.
Reporting Structure
This role reports to the Channel Manager.
Key Responsibilities
This position is available within the North America Market (NAM) to lead Indirect Sales (Channel Market) for the Excitation Business at ABB. You will primarily focus on strategizing and executing the Excitation approach to meet both qualitative and quantitative objectives for systems, products, and services profitably. Your leadership will drive the Sales organization of the Excitation Business in the designated region, aiming to surpass sales targets through exceptional performance while ensuring high customer satisfaction levels. Our partners include System Integrators, Distributors, and Value Added Representatives. The Excitation Sales Coordinator will enhance and refine the partner business strategy to boost revenue for the ABB Excitation product line and Services within the US, Canada, and Mexico markets. Utilizing technical expertise along with sales experience, you will onboard new partners to support opportunities in the expanding Energy and Process Industries using ABB's established Business Plan. Continuous monitoring of performance with Channel Partners and System Integrators in the assigned territory will be essential.
Main Accountabilities:
- Drive growth in Product Sales for Unitrol 1000 and Synchrotact through Indirect Sales Channels. Collaborate with the PAEN Account Management teams to identify Sales Representatives.
- Pinpoint excitation gaps and business opportunities, assisting local units in prioritizing targeted sites. Track and support local units in achieving target KPIs for related initiatives.
- Oversee the overall sales pipeline with regular reports and identify external business opportunities in the HUB.
- Engage in sales negotiations, formulate frame agreements, and create offers and proposals with the NAM Regional Director's assistance.
- Coordinate sales for new requests beyond the primary focus of UN1000 product sales, addressing direct requests on a case-by-case basis with the Excitation Sales Manager (UN6000/Megatrol Projects).
- Manage the Annual Pricing Strategy in collaboration with the local Business Line and Feeder factory.
- Enhance Channel Partners Performance Management: Identify, assess, and support new potential channel partners in accordance with ABB policies and standards alongside the Channel and Sales Manager.
- Facilitate and coordinate technical support for customers and channel partners with assistance from Feeder Factories and Local Excitation Centers of Excellence.
- Be based in the US with minimal training required in Canada.
- Regularly report progress against channel strategy, plans, and budgets. Conduct analyses on channel activities and take ownership of problem-solving.
- Preferred qualifications include a Bachelor's degree, ideally in electrical engineering, power electronics, or equivalent experience. A minimum of 5 years of experience in sales of solutions and services within the power generation utilities sector, particularly in power generation or Excitation projects, is essential.
- Strong written and verbal communication skills are crucial, with fluency in English comprehension and writing. Proficiency in Spanish is an advantage. The role requires a willingness to travel across the designated region and a valid driver's license, with travel expectations of 25-50%.
- Experience managing clients for 4-5 years and overall sales experience in Industrial Automation is beneficial. Familiarity with Channel Partners, System Integrators, and Industry Experience will also be advantageous.
- This summary outlines the key responsibilities of the position but does not encompass the entire scope of work expectations.
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