Global Commercial Director - Indirect Sales - PAEN & PAPI

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Responsible for leading and contributing to the success of the Indirect Sales business of both the Energy Industries and Process Industries divisions through the development and deployment of effective, harmonized and compliant commercial processes for onboarding and governing the whole sales process when it comes to selling via partners. This role reports to the Global Director Indirect sales PAEN/PAPI

Your responsibilities

• Defines and implements industry leading commercial management processes and governance policies to control and streamline the commercial activities administering the way we work via partners globally. Supports VP of Indirect Sales in laying a robust commercial framework governing channel portfolio positioning. Analyzes portfolio positioning to drive strategic cleanup and right-sizing
• Builds on the existing channel onboarding activities and processes to devise a full fledged new system on SFDC entailing commercial rationalization, approval Delegation of Authority, onboarding principles, compliance, due diligence and risk management. Is responsible for building and managing an indirect sales governance framework in close collaboration with le-gal, compliance as well as audit and risk teams.
• Continuously analyzes status quo and propose portfolio repositioning. Operationalizes the deal risk structure. Partners with channel operations team on organizing and coordinating performance management programs and associated system updates
• Forms a review board for critical partnership assessments. Cleans-up and harmonize existing contract structures and standardize them as applicable. Cleans-up the channel portfolio to achieve the best optimized outreach globally
• Supports driving strategic partnerships and helps drive synergy across the portfolio between hubs, business lines and divisions.
• Benchmarks other ABB business best practices to drive harmony and deliver the fastest-to-implement and most professional system possible. Partners with the controllership team on managing the Sales Rep (Agent) payment process in all its aspects from accrual to controls to cash out. Drives connectivity with the rest of the organization on implementation and adoption of common initiatives and practices

Your background

• Degree in business, accounting, law or relevant fields preferred (or equivalent area of study or experience); MBA is a plus; alternative areas of study can offset by practical experience
• Held senior commercial and corporate leadership B2B roles for a global and/or complex organ-ization with 10+ years of experience
• Multi-discipline background including experience in commercial, risk, compliance and legal support
• High say/do ratio, self-drive, credibility and energy
• Advanced problem solving and project management skills
• Proven ability to designing and executing change management strategies from scratch and drive them to success. Experience in leading and managing global initiatives and projects
• Personal leadership with high accountability, results orientation and ability to work in indirect and virtual teams
• Team player with outstanding communication and presentation skills and global mind-set

More about us

Our Process Automation business offers a range of solutions for process and hybrid industries, including our industry-specific integrated automation, electrification and digital solutions, control technologies, software and advanced services, as well as measurement & analytics, marine and turbocharging offerings. Process Automation is #2 in the market globally. Interested in joining our team in this role? If so, we look forward to receiving your application via our online careers tool. Please submit your CV and motivation letter in English – documents in other languages will not be reviewed. Global Talent Acquisition Team, ABB Asea Brown Boveri Ltd. Let’s write the future. Together. www.abb.com/careers We reserve the right to withdraw this posting at any time.