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

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

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The work model for the role is: 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

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