Segment Channel Manager, US Utility

About the Role

Key Responsibilities

• Leads the execution strategy for channel partners and customer buying groups within the Utility segment.
• Evaluates and reviews channel performance alongside Utility region managers and collaborates with Group and Strategic Account Managers for named channel accounts.
• Executes the national channel strategy at the local region level, including channel promotions and incentive programs.
• Works with Utility region managers to set targets by channel partner and manages the annual channel partner planning process.
• Develops strong relationships with senior management of key channel partners through local meetings and industry events such as NAED, AHTD, AD.
• Creates the annual regional channel coverage strategy plans including STAR (Strategic Trade Area Review) process.
• Responsible for monthly reporting on channel activity and performance, including evaluating and reviewing performance of regional channel partners.
• Works with Utility Region leaders to ensure all Tier 1 Distributor branches have account managers or iReps assigned for ABB.
• Develops channel partner plans based on national programs and activities, defining specific targets (volume, price, mix).
• Assists with onboarding activities for new distributors.
• Provides feedback to account managers on signature series and national programs (IMARK, AD, etc.).
• Develops conversion and contingency plans for the Utility Sales organization and manages local distributor authorizations within national guidelines.
• Collaborates closely with other ABB National Channel teams and IBC Region Channel Managers on programs, performance, and conversions.

Requirements

• Bachelor's degree in Engineering, marketing, business administration, or an equivalent technical field; advanced degree desirable.
• Minimum 10 years of sales experience or an equivalent combination of professional experience in sales, marketing, or operations.
• At least 2 years of direct Channel management experience.
• Exceptional analytical, communication, and leadership skills.

Nice to Have

• Advanced degree in a related field.

Qualifications

• Bachelor's degree in Engineering, marketing, or business administration.

Benefits & Perks

• Expected annual salary between $162,000 and $270,000, depending on qualifications and experience.
• Eligibility for a short-term incentive plan/annual bonus.
• Remote work opportunity.