Sales Manager for Excitation - Africa, BL Global Partner Business

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we’ll give you what you need to make it happen. It won’t always be easy, growing takes grit. But at ABB, you’ll never run alone. Run what runs the world.

This Position reports to:

Regional Partner Business Director - MEA

In this role, you will be responsible for developing and executing a high-impact sales channel strategy across Africa to drive growth for ABB’s Excitation System business, focusing on Unitrol 1000 and Synchrotact products through indirect sales channels. Your primary objectives include identifying and onboarding strategic channel partners to cover white spaces across product lines, geographies, industry segments, and applications, while equipping them with the necessary business plans, product knowledge, and ABB process know-how to operate independently. You will lead efforts to train and support partners, coordinate technical assistance with feeder factories and local Centers of Excellence, and manage annual pricing strategies to ensure competitiveness and margin delivery. The ideal candidate brings a sales-driven mindset (70% hunter profile), a solid technical understanding of excitation systems (30%), and fluency in French is considered a strong advantage.

The work model for the role is: #hybrid #hybrid-Li

This role is reporting to the Regional Partner Business Director - MEA in Dubai. Main stakeholders are channel partners, ABB’s local Business Line teams, feeder factories, local Centers of Excellence (COEs), and end customers across the African market.

Key Responsibilities:

• Effectively implementing the defined channel sales strategy in the specified market scope (regional) in order to improve ABB market penetration and realize growth aspirations in the assigned channel
• Implementing annual performance assessments and forecast processes for channel partners
• Ensuring appropriate communication, promotion, and training activities are in place for our channel partners
• Implementing ABB global Partner Program policies and relevant standards (e.g., customer due diligence, market segmentation, cybersecurity) for all channel partner evaluation and certification in the region
• Independently handling partners with quarterly order targets and contributing to achieving key targets (e.g. volume, prices, mix) in the specified countries and segments
• Executing channel sales strategy and initiatives to achieve both qualitative and quantitative targets in a profitable way: orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction
• Identifying and evaluating channel partners as per ABB policies and standards, in coordination with the Sales Director, and appointing them
• Creating detailed business plans for partners, implementing actions, and conducting regular follow-ups to track progress
• Contributing independently to sales negotiations and negotiating frame agreements to support channel growth
• Collaborating with Marketing and Sales teams to execute activities requiring channel/segment partner participation

You will join a high performing team, where you will be able to thrive.

Qualifications:

• You enjoy driving and leading sales while developing new markets from scratch in the African region
• Have established skills with 5–7 years of experience in driving sales through indirect channels in Africa
• Possess enhanced knowledge of Excitation and Synchronization systems
• You are passionate about achieving sales targets, growing channel partner networks, and improving market penetration
• Degree in Electrical Engineering and experience in the Power industry
• You are at ease communicating in Arabic; French is an added benefit
• You are confident engaging with various levels within the organization, both internally and cross-functionally
• Comfortable independently handling partners with quarterly order targets and executing detailed business plans
• You bring a strong sales hunter profile (70%) combined with technical knowledge (30%) of Excitation systems
• You hold a valid work permit for the relevant country, if applicable

What's in it for you?

We want you to bring your full self to work—your ideas, your energy, your ambition. You’ll have the tools and freedom to grow your skills, shape your path, and take on challenges that matter. Here, your work creates impact you can see and feel, every day.

Join us. Be part of the team where progress happens, industries transform, and your work shapes the world. Run What Runs the World.

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#RunwithABB

#Runwhatrunstheworld

We value people from different backgrounds. Could this be your story? Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.