At ABB , we help industries run leaner and cleaner—and every person here makes that happen. You'll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.This position reports to: Collaborative Robots Business ManagerThe Channel Development Manager is responsible for driving growth, performance, and strategic alignment of the ABB Robotics distributor network. This role focuses on optimizing channel coverage, enabling partner success, and accelerating revenue through a high performing partner network.ResponsibilitiesChannel Strategy & GrowthExecute the regional channel strategy aligned with ABB Robotics growth objectivesIdentify gaps in market coverage and recruit new distributor / channel partners where neededEvaluate existing channel partners to ensure optimal performance and alignmentDrive overall channel sales growth, including robot units, revenue, and new customer acquisitionPartner Performance and ManagementLead quarterly business reviews (QBRs) with key distributor partnersEstablish clear performance metrics, KPIs, and growth targets for each partnerBuild and execute joint business plans with distributors to drive pipeline and ordersHold partners accountable to sales targets, technical capability, and market development activitiesContinuously assess channel effectiveness, coverage, and competitivenessMake recommendations on adding, developing, or exiting partners based on performance and strategic fitEnsure alignment between direct sales teams and distribution partnersSupport onboarding of new distributors and accelerate time to productivityEnsure partners are trained on products, applications, and sales processesDrive adoption of partner tools, pricing structures, and go-to-market programsMinimum Requirements10+ Years in Industrial sales preferably in Automation and RoboticsBachelors degree in business, engineering or related field. Special combination of education and years of experience is also accepted (i.e. 12 Years experience with Associate Degree, 14 years experience with HS Diploma)Ability to travel as required for customer interactionsLives within the defined geographic area (Auburn Hills, MI-Boston, MA or Atlanta ,GA)Desired Characteristics and background of successful candidatesPortfolio ManagementBusiness StrategyMarket IntelligenceGo-to-market StrategyPricing ExcellenceAcount ManagementBusiness Development & AdoptionSolution/Application Sales EngineeringChannel Sales and Distributor ManagementContract & Risk Management Expertise#J-18808-Ljbffr
