Channel Manager – Utility & Infrastructure (KSA & Bahrain)

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This position reports to

Regional Partner Business Director - ME

Your role and responsibilities

1. Responsible for achieving key targets (e.g. volume, profitability, prices, product mix) for Channel Business for Energy & Process Industries in the allocated market vertical & territory i.e Water, Transport, Infrastructure & construction projects in Saudi Arabia. 2. Strategy - Defines and implements the specified market channel sales strategy in accordance with the marketing and sales strategy and ensures regular follow-up. Contributes to the identification of appropriate channels and targets. Provides channel strategy input with the local Business Lines, and helps to harmonize the market sales and marketing plans. 3. Partners - Identifies and evaluates channel partners as per ABB policies and standards including cyber security. Regularly reports progress against channel strategy, plans and budgets. Implements annual performance assessment and forecast process for channel partners. Conducts analyses on channel activity and takes ownership for solving problems identified. 4. Marketing - Coordinates sales and marketing efforts that require channel partner participation. Ensures appropriate communication, promotion and training activities in the channels. 5. Negotiations - Contributes to negotiations of frame agreements. Creates offers and proposals for channel partners in line with broader sales offers. 6. Channel Management - Ensure compliance to partner onboarding process in terms of TPM, business planning, and other documentations etc. Implement policies and relevant standards (e.g. Market Segmentation, Customer Due Diligence, Third Party Management, Cyber Security) for channel partner evaluation, on-boarding and authorization. 7. Risk - Ensures use of relevant standard tools and reporting to relevant internal partner teams. Responsible for identifying and managing risks relating to contract agreements and prices across customers/channels. When relevant, Cyber security aspects, details to be coordinated with the CS org for the digital solutions. 8. Customer Relations - Supports driving strategic partnerships, through developing personal relationships with key partners, customers and other decision makers.

Qualifications for the role

• Bachelor's Degree in Engineering and MBA is considered as a plus.
• with 10+ years of experience in commercial, sales and channel management in adjacent industries
• with at least 05 years of directly managing & developing Partners / System Integrators for Process & Power Control portfolio in Saudi Arabia.
• Experience dealing with Developers & EPC’s for Water, Transport & Infrastructure & construction projects in Saudi Arabia.
• Knowledge of commercial, legal terms and risk mitigation.
• Strong influencing, problem-solving and negotiation skills with an entrepreneurial mindset.
• You must have a good understanding of the market segment’s demand, customer’s budgeting processes and purchasing behaviors
• Team player with outstanding communication and presentation skills
• Good verbal and written English communication skills.
• Native Arabic is preferred.

More about us

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