ABBHead of Key Account Management Wholesale and Distribution (f/m/d)
ABB is hiring a Head of Key Account Management Wholesale and Distribution (f/m/d). Level rates it ; you can apply on ABB.
Level's read on this job
- Little AI ●○○○ is how Level rates this role: aI is not part of the work.
- Some of the work can be done remotely, according to the posting.
- The posting mentions Salesforce, key account management and sales strategy among its tools and skills.
- Level classes it as an executive role.
- ABB has 2,100+ other open roles on Level.
AI in this role
Lead the key account management team for wholesale and distribution channels in the electrification business area.
At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.
This position reports to:
Marketing & Sales Manager__
The work model for the role is: hybrid #LI-Hybrid
Key responsibilities
In this role, you develop, implement and manage the account strategy that is focused on share of wallet growth, profitability, and customer satisfaction. Coordinates sales activities, monitors current projects, and manages the resolution of specific customer problems.
This role is contributing to the Electrification Business Area for Wholesale and Distribution in Germany. Main stakeholders are our customers.
You will be mainly accountable for:
- Develop and implement account strategies focused on revenue growth, profitability, and customer satisfaction, including Statement of Work (SoW) planning and strategic management of all distribution channels (EWS, DIY, e-tailers, etc.) for the low voltage electrification portfolio
- Analyze key business drivers and emerging risks (e.g., sustainability, digitalization, cybersecurity) and translate their impact into opportunities for both the customer and ABB
- Define and reach sales targets through structured follow-up processes across divisions and countries, with a focus on volume, mix, and profitability targets
- Lead and develop a team of Key Account Managers responsible for distribution channels in the German market
- Monitor competitor activities and develop appropriate response strategies, including providing input on market price developments
- Apply standardized marketing and sales processes and tools (e.g., Salesforce, account plans) consistently across the account
- Collaborate closely with global distribution channel management as well as other divisions and business areas utilizing the managed distribution channels, supporting cross-functional knowledge sharing
- Build long-lasting customer relationships, manage issue resolution, and ensure full compliance with ABB's code of conduct, integrity standards, HSE regulations, and corporate policies
You will join a collaborative team, where you will be able to contribute to the team.
Qualifications for the role
- Several years of experience in a leadership position with personnel responsibility in a similar role (minimum 5+ years)
- Technical background and several years of work experience within an electrotechnical company
- Solid experience in business development and results-oriented performance
- In-depth technical understanding of the electrical engineering industry and its markets
- Sound understanding of the German electrical wholesale segment and its dynamics
- Business management skills like budget, P&L, KPI management
- Ability to navigate complex structures and manage various stakeholders
- Fluent in German and English
Benefits
- ABB Employee Stock Acquisition Plan
- Learning & training opportunities
- ABB Children's Holiday Home
- Personal coaching offers
Please note: in the case of equal suitability, people with severe disabilities and their equals are given preference.
ABB AG
+49 (0) 621 381 3500
Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences.
Ready to make an impact?
Apply today or visit https://www.abb.com to learn more about the impact of our solutions across the globe.
How we rate this
Head of Key Account Management Wholesale and Distribution (f/m/d) at ABB rates 0 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.
Little AI. AI is not part of the work.
- ●●●● Builds AI80 to 100
- ●●●○ Works on AI60 to 79
- ●●○○ Uses AI40 to 59
- ●○○○ Little AI0 to 39
Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.
Prepare for this job
Built from this posting and from similar jobs on Level.
Skills and AI tools this role asks for
Questions you could be asked
- Tell me about a project where key account management was part of your work. What did you do?
- Tell me about a project where sales strategy was part of your work. What did you do?
- Tell me about a project where team leadership was part of your work. What did you do?
- Tell me about a project where distribution channels was part of your work. What did you do?
- Tell me about a project where electrotechnical was part of your work. What did you do?
Adapt your resume
- List these exact terms on your resume: Key Account Management, Sales Strategy, Team Leadership, Distribution Channels, and Electrotechnical. An applicant tracking system matches the wording, not the idea.
- Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.
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