Apac and China Indirect Sales Director

**APAC and China Indirect Sales Director (flexible location)**:
**Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.**:
In this role you will provide the overall sales leadership in APAC & China for Indirect Sales of Energy Industries and Process Industries by leading dedicated resources in pure channel play segments and driving shared resources in mix-sales segments. Market Segmentation will be the basis to complement the direct sales business and properly run the partner business. **The location of this role is open to all ABB Offices in APAC and China. Willingness to travel is required (moderate)**

**This position reports to**:
Senior VP of Indirect Sales - Energy & Process Industries

**Your responsibilities**:

- Develop and maintain a highly effective indirect sales strategy for the region by local division in order to improve ABB market penetration and realize growth aspirations.
- Responsible for planning and monitoring marketing and sales support strategies to ensure high levels of customer satisfaction and continuously analyzing portfolio positioning to drive strategic cleanup and right-sizing.
- Define key targets (e.g. volume, pricing, sub segment positioning, mix) and ensures successful execution in direct collaboration with the division Hub sales leaders.
- Ensure detailed business plans with regular follow-up are in place and focus on driving the most profitable mix of sales for the local businesses.
- Coordinate sales and marketing efforts that require channel partner participation. Ensure appropriate local engagement, communication, promotion and training activities are set in motion to best enable sales efforts.
- Constantly monitor competitive positioning and increase visibility through proactive marketing communication towards channels to market. For selected segments, also work with end customers creating market pull effect. Lead business development efforts accordingly.
- Identify and evaluate new partners within a proper commercial rationalization framework. Assess the existing portfolio and continuously monitor performance and the value proposition to drive the necessary portfolio cleanups. Define and implement mutual action planning and annual performance assessment and forecasts.
- Lead sales and account management, customer service and tender management where applicable. Drive partner enablement through proper support and training programs as well as defining the right level of back office support that local partners would need.
- Support driving strategic partnerships through developing personal relationships with key partners, customers and other decision makers.
- Drive the right level of web, digital and inbound marketing and boost e-business as applicable. Promote digital solutions via channel partners as adequate for the local division sales strategies.
- Benchmark other ABB business best practices to drive harmony and deliver the fastest-to-implement and most effective sales processes and structures. Drive connectivity with the rest of the organization on implementation and adoption of common initiatives and practices.
- Ensure use of standard tools and processes and reporting to relevant internal partner teams. Responsible for identifying and managing risks relating to contract management, competitive positioning and prices across customers/channels.
- Form a team that is driven by utilization metrics, competence and personal development. Ensure (with HR manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coach, motivate and develop direct and indirect subordinates within HR policies. Drive and ensure know-how sharing and cross-collaboration. Aid in managing change management, new process rollouts and associated training

**Your background**:

- Master’s degree in Engineering (or equivalent area of study or experience) and MBA is considered as a plus.
- 10+ years of experience in commercial, sales, technical and channel management in adjacent industries within global and/or complex organization.
- High say/do ratio, self-drive, credibility and energy
- Advanced problem solving and project management skills
- Proven ability to design and execute change management strategies from scratch and drive them to success.
- Personal leadership with high accountability, results orientation and ability to work in indirect and virtual teams.
- Team player with outstanding communication and presentation skills
- Global mind-set and inter-cultural sensitivity.

**More about us**: