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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 - along with a strong emphasis on diversity, inclusion, and equal opportunities - drive our mission to empower individuals to develop sustainable solutions. Write the next chapter of your ABB journey.
Reporting Structure
This role reports to the Channel Manager.
Key Responsibilities
This position is focused on the North America Market (NAM) to enhance Indirect Sales (Channel Market) for the Excitation Business at ABB. Your primary duty will be to strategize and ensure the execution of the Excitation plan to meet both qualitative and quantitative objectives for systems, products, and services profitably. You will lead the Sales organization of the Excitation Business in the designated region proactively, 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 refine and expand the partner business strategy to drive revenue for the ABB Excitation product line and Services within the North American markets. You will utilize your technical expertise alongside your sales experience to onboard new partners capable of supporting opportunities within 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:
- Focus on increasing Product Sales for Unitrol 1000 and Synchrotact through Indirect Sales Channels. Collaborate with the PAEN Account Management teams to identify Sales Representatives.
- Recognize excitation gaps and business opportunities, assisting local units in prioritizing targeted sites. Track, support, and ensure local units achieve target KPIs for related initiatives.
- Oversee the overall sales pipeline with regular reports and identify external business opportunities in the HUB.
- Participate in sales negotiations, negotiate framework agreements, and create offers and proposals with assistance from the NAM Regional Director.
- Coordinate sales for any new inquiries outside the primary focus of UN1000 product sales. Address direct requests on a case-by-case basis in collaboration with the Excitation Sales Manager (UN6000/Megatrol Projects).
- Manage the Annual Pricing Strategy with the local Business Line and Feeder factory.
- Drive 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 our customers and channel partners with assistance from Feeder Factories and Local Excitation Centers of Excellence.
- This position is 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. The ideal candidate will possess over 5 years of experience in sales of solutions and services within the power generation utilities sector, particularly in power generation or Excitation projects. Previous experience in the Excitation business is crucial.
- Excellent written and verbal communication skills are essential, as is fluency in English comprehension and writing. Proficiency in Spanish is a plus. The role requires a willingness to travel across the designated region and a valid driver's license, with the ability to travel 25-50% of the time.
- Experience managing clients for 4-5 years and overall sales experience in Industrial Automation is advantageous. Familiarity with Channel Partners, System Integrators, and Industry Experience will also be beneficial.
- This summary outlines the key responsibilities of the position but does not encompass the entire scope of work expectations.
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