Channel Manager – ENCA

About the role

ABB is seeking a Channel Manager for the ENCA region (Egypt, North & Central Africa) to develop and drive a high‑performing sales channel strategy. The role reports to the Regional Partner Business Director – MEA and works in a hybrid model.

Key responsibilities

• Define, implement and drive the ENCA channel sales strategy aligned with overall sales and marketing goals.
• Set and track performance targets such as volume, margin, pricing and product mix for channel partners.
• Develop business plans, conduct regular performance reviews and forecast sales.
• Identify, evaluate and authorize channel partners in coordination with sales management.
• Enable partners across pre‑sales and post‑sales activities to ensure execution excellence.
• Manage channel communication, promotion, training and development programmes.
• Ensure compliance with ABB policies, governance, ethics, safety and regulatory requirements.
• Monitor risks related to contracts, pricing and channel agreements.
• Coach, develop and organise the channel sales team while fostering cross‑functional collaboration.
• Build strategic relationships with key partners, customers and internal stakeholders.

Required profile

• At least 10 + years of commercial, sales and channel management experience in industrial automation, with 5 + years managing partners/system integrators.
• Strong knowledge of Process Control Systems (DCS/PLC) and Level‑3 digital applications.
• Degree in Electrical, Electronics or Mechatronics engineering; MBA preferred.
• Fluent in English and Arabic; French is a strong advantage.
• Proven ability to understand market demand, budgeting processes and purchasing behaviour in industrial segments.

Required skills

• Process Control Systems (DCS)
• Programmable Logic Controllers (PLC)
• Level‑3 digital industrial applications