Director of Channel Management (Closed)

JOB TITLE: Director of Channel Management

DEPARTMENT: Sales & Channel Marketing

REPORTS TO: Chief Sales & Marketing Officer

JOB SUMMARY

The Director of Channel Management is responsible for expanding market share in selected distribution markets across the enterprise. The position is 80% focused on HVAC/R wholesale distribution and 20% on alternate market segments including Retail, Utility & Pool markets. Responsibilities include developing and sustaining sales and marketing programs that grow revenue by supporting the selling efforts of channel sales teams, product management and brand teams for the target markets. This position requires hands on program development, implementation and management along with direction and coaching of internal staff, sales associates and manufacturer’s representative activities in support of our efforts to increase revenue with in the designated channels. The successful candidate will be personally involved in the account management process, responsible for the channel marketing plans, co-op funding, rebate programs and trade focused events. The position will also drive share expansion by recommending product mix and product line requirements for line expansion working with product line managers, engineers and manufacturing personnel. The ability and desire to travel and meet with customers on a regular basis is required. The position will receive support from sales administration, engineering, and marketing staff.

DUTIES AND RESPONSIBILITIES (ESSENTIAL FUNCTIONS)

Specific duties include, but are not limited to:

Channel Marketing:

• Develop, implement, and manage all channel marketing plans.
• Develop and implements strategic and creative marketing solutions that support and drive sales in conjunction with the sales team.
• Create and manage annual promotion content, promotion calendar including Pre-season programs, Rebate program design and management, co-op advertising program and sample management strategy.
• Coordinate and manage all Customer facing marketing activities and trade events within each channel. Channels include HVAC, Retail, Utility, and Pool.
• Manage, develop, and implement customer specific and regional marketing programs coordinating with the channel sales teams ensuring they meet timelines and budgets.
• Attend & present channel marketing plans at customer quarter budget reviews for National and Strategic accounts.
• Develop, implement, and manages new product promotions & brand communications.
• Create, coordinate and implement effective in-store promotions.
• Manage, coach and develop the channel management team as positions become available.in support of the target markets.

New Product Introduction & Brand Management:

• Evaluate, identify, and recommend product ideas and marketing programs that expand our product portfolio.
• Provide input as to the strategic direction of the business
• Consult on pricing for the product line with the pricing manager.
• Works with the research team to gain insight into how our user segments experience our brands and create solutions aligning to those segments.
• Ensures compliance of the brand standards and maintain consistency of all communication elements across the marketing-based activities.
• Assists in the planning and strategy for media and public relation activities in support of commercialization plans.
• Creates and manages Drip marketing programs & Digital communications to the wholesaler trade
• Conducts Ecommerce oversight, policy & practice

SKILLS AND EDUCATIONAL REQUIREMENTS

An action-oriented business professional with Channel Mgt. & account selling experience. A team player with strong results orientation and an ambitious record of professional success. Creative self-starter with high energy and commitment to travel nationally up to 50% of the time. Adept listening and questioning skills. Ability to reach decision makers and gain commitment and respected by his current peers/customers. Exercises personal control over their planning and action steps to set call plans and manage independent representatives. Works at keeping their technical competencies up-to-date. Invests the time and effort to learn about changes in the market or industry and gather the information critical to keeping on top of their job. Gains personal satisfaction from the opportunity to help others, and consequently, will go out of their way to work as a team. Bachelor’s Degree in Business, Marketing, Communications, or related field required as well as 4 years of sales experience and 4 years of marketing experience.