Channel Manager - ENCA
Logistics, Sales & Operations · Sales & Business Development · Sales Management · Enterprise Sales
In short
ABB is seeking a Channel Manager for the ENCA market (Egypt, North & Central Africa) to develop and execute a sales channel strategy, driving market penetration and growth in industrial automation and digital solutions. This hybrid role requires over 10 years of experience in channel sales, partner management, and industrial automation, with strong negotiation and communication skills in English and Arabic.
Responsibilities
- Define, implement, and drive the ENCA channel sales strategy aligned with overall sales and marketing goals.
- Set and track key performance targets, including volume, margin, pricing, and product mix for channel partners.
- Develop and execute business plans with regular performance reviews and forecasting.
- Identify, evaluate, and authorize channel partners in coordination with sales management.
- Drive partner enablement across pre-sales and post-sales activities.
- Manage channel communication, promotion, training, and development programs.
- Ensure compliance with ABB policies, channel governance, ethics, safety, and regulatory requirements.
- Monitor risks related to contracts, pricing, and channel agreements.
- Coach, develop, and organize the channel sales team, fostering cross-functional collaboration.
- Build strategic relationships with key partners, customers, and internal stakeholders.
Requirements
- Immersed in channel sales strategy, partner management, and industrial automation & digital solutions within the ENCA and broader industrial automation market.
- 10+ years of experience in commercial, sales, and channel management, with at least 5 years managing Partners/System Integrators in Industrial Automation.
- Enhanced knowledge of Process Control Systems (DCS/PLC) and Level-3 digital applications in industrial environments.
- Passionate about commercial excellence, stakeholder influencing, negotiation, and building strong long-term partner ecosystems.
- Degree in Engineering (Electrical, Electronics, or Mechatronics).
- Proven track record in channel management for automation and digital software.
- At ease communicating in English and Arabic.
- Established skills in understanding market demand, customer budgeting processes, and purchasing behaviors in industrial segments.
- Highly adept in commercial terms, legal frameworks, and risk mitigation in partner and customer agreements.
- Experience with cross-functional collaboration, sales execution frameworks, and structured partner enablement methodologies within the industrial automation sector.
Desired Qualifications
- MBA preferred.
- French considered a strong advantage.
Benefits
- Space and support to grow.
- Chance to make a difference.
- Impact is real.
- Part of a team that values your voice and celebrates your progress.
#Channel Management#Sales Strategy#Industrial Automation#Digital Solutions#ENCA Market
Company
ABB
Job Posted
1 month ago
Employment Type
Full Time
WorkMode
Hybrid
Experience Level
Senior
Locations
Cairo, Egypt
Qualification
Bachelor, Master
Applicants
Be an early applicant