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.