Sales Manager – Panel Builders Channel of East 2 China Region

About the Role

This Position reports to Sales Manager – East 2 China Region.

Define, plan and lead the sales strategy for ABB ELDS products, systems and digital solutions within Panel Builder (PB) segments across East 2 China Region (Shandong, Anhui, Jiangsu). Secure sustainable order growth, revenue, margin expansion and market share by penetrating local and segment related PBs. Build, coach and deploy a high-performing PB sales team (technical sales, channel reps) to exceed quantitative and qualitative targets while ensuring first-class customer experience and ABB compliance standards.

Key Roles & Responsibilities

Strategy & Target Setting

• Translate China PB business plan into a measurable East2-China sales roadmap with clear FY/SFY order intake, revenue, margin and share ambitions.
• Establish KPI tree (pipeline, hit-rate, CRM health, funnel velocity, price realization) and dashboards; review weekly & monthly.

Demand Generation & Opportunity Conversion

• Identify and prioritize high-value projects and MRO spend within target end-users; map economic buyers & technical influencers.
• Lead front-end specification work with design institutes & EPCs to lock ABB ELDS into tender documents.
• Drive systematic account penetration plans for Top-50 PB customers in region; secure frame agreements / LTAs with multi-site customers.

Channel & Partner Management

• Select, contract and coach distributors/system integrators that possess PB domain competence and cover secondary cities / remote plants.
• Jointly build channel business plans, set quarterly sell-out targets and conduct quarterly QBRs.

Sales Force Excellence & Development

• Recruit, coach and retain PB-focused sales talent; run 1-on-1 coaching, quarterly field-ride-alongs and annual capability assessment.

Risk & Compliance

• Monitor customer financial health (D&B, credit insurance) and project milestone payments; trigger early-warning process when needed.
• Embed ABB Code of Conduct and ELDS cybersecurity requirements in all commercial engagements.

Leadership & Behaviors

• Integrity: Zero tolerance for shortcuts; role-model ABB core values.
• Customer-centricity: Deep curiosity about customer production processes & pain-points; brings insights back to shape ABB offers.
• Result orientation: Persistent drive to "own the number"; converts data into decisive action quickly.
• Collaboration: Breaks silos-works seamlessly with PL, Operations, Service, Finance and external partners to speed up customer outcomes.
• Talent Builder: Grows successors; provides candid feedback and creates psychological safety for innovation.

Qualifications

• Bachelor or above, majoring in Electrical Engineering or related is preferred.
• At least 8 years' working experience in sales for PB, good understanding of the market of East 2 China Region (Shandong, Anhui, Jiangsu).
• At least 3 years' people management experience.
• Domain know-how and application know-how of MV Switchgears/Components.
• Familiar with purchasing behavior of PB customers, value-based selling & captured team selling capabilities are preferred.
• Team spirit and good communication skills.
• Good command in English.

Why ABB

Working at ABB gives you the opportunity to contribute to a healthier and more prosperous world. Add to your story by joining a passionate team, focused on pushing the boundaries of technology to drive performance, shape new business models and find new ways of working that benefit our customers, partners and society. We want you to be proud of being part of ABB.

We Care

At ABB, we care about our people and their stories. We create safe, fair, equitable and inclusive working environments in which our people can succeed and develop, regardless of gender, ethnicity, sexual orientation or cultural, religious or social background. Diverse teams make us stronger. ABB is also committed to a high standard of integrity in everything we do.

We Grow

We help our people succeed and develop, and we empower them to create their own careers at ABB. Our benefits, reward and development programs encompass a wide array of offerings.

How to Apply

Do you want to shape the future, together with us? Get more insights into our recruitment process and find some helpful tips and tricks how to join the team. Make our story your story.

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