Head of Key Account Management Wholesale and Distribution (f/m/d)

DEABB ABB AG

Location: Luedenscheid, North Rhine-Westphalia
Work arrangement: Hybrid
Job type: Full-time
Posted Oct 15

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Key skills in this ad

Skills and tools

Key account management
Account management
Sales
Cybersecurity
Salesforce
Business development

Experience

5+ years

Languages

German

About this role

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](https://www.abb.com) to learn more about the impact of our solutions across the globe.

Why ABB

Working at ABB gives you the opportunity to contribute to a healthier and more prosperous world. Add to your story by joining a passionate team, focused on pushing the boundaries of technology to drive performance, shape new business models and find new ways of working that benefit our customers, partners and society. We want you to be proud of being part of ABB.

We care

At ABB, we care about our people and their stories. We create safe, fair, equitable and inclusive working environments in which our people can succeed and develop, regardless of gender, ethnicity, sexual orientation or cultural, religious or social background. Diverse teams make us stronger.

ABB is also committed to a high standard of integrity in everything we do.

We grow

We help our people succeed and develop, and we empower them to create their own careers at ABB.

Our benefits, reward and development programs encompass a wide array of offerings.

How to apply

Do you want to shape the future, together with us? Get more insights into our recruitment process and find some helpful tips and tricks how to join the team. Make our story your story.

Pay

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