Channel Sales Manager

Job Description

The Channel Manager is responsible for executing the Home Center channel strategy and to drive increased volume and share gains within the channel. The scope of this role includes strategic planning, program development/execution and oversight/implementation of all Home Center programs and ensuring channel sell-through of key product launches and initiatives.

In addition, the Channel Manager will need to understand the needs of key influencers like Building Industry Pro's and Residential Consumers and help to develop tools and programs to meet their specific needs.

Responsibilities

• Execute channel/customer strategy into plans, projects, and programs in collaboration with management and sales that attract customers and succeed over the competition to win Home Center business.
• Constantly identify and understand needs of key influencers/personas (consumers, contractors & builders) and develop tools and programs that make it easier to do business and drive results through the channel.
• Work with internal teams to identify and launch products in store/online with retailers such as Lowe’s, Home Depot, Menards, Floor and Decor, etc.
• Ensure success of annual channel plans by directing and coordinating product roll-outs, projects and programs.
• Monitor and compile competitive activity including new product introductions, promotions & incentives.
• Help create Wilsonart promotions & incentives to drive growth.
• Work with internal teams to develop meaningful programs that build brand loyalty, create brand advocates and drive sales.
• Identify, develop and implement strategic store displays, POP, & POGs in collaboration with Home Center team, internal teams, & customers.
• Maintain strong vendor relations with Merchants.
• Support Sales Team in negotiation of annual programs and preparation for line review, business meetings and marketing updates.
• Understand emerging trends and competitive landscape and share insights with internal teams.
• Create goals and measurement plans to gauge success of Home Center initiatives and ensure appropriate investment is profitable.
• Manage third party needs/relationships (Rithum, Artguild, Chandler, CMG, etc.).
• Price Management – Keeping forms updated and communicated to field/internal teams.
• Online Sales Management – Competent working knowledge of IDM (THD), Foundation (Floor and Décor), or IMA (Lowe’s). Includes managing new item set up, maintenance and marketing/promotions.
• Aid in Sales Analytics to identify best sellers & slow movers, proactively make recommendations based on data.
• Liaison between marketing, MSC and all other internal departments for the Home Center team.
• Travel required 25%

Knowledge, Skills, Abilities

• Expert knowledge of computer skills required including Microsoft Office Suite.
• Demonstrated successful ability to build positive partnerships and work collaboratively with cross-functional business teams.
• Ability to think strategically with supporting analytical skills.
• Excellent interpersonal and communication skills with the ability to interact with all levels of the organization (internal & external).
• Working knowledge of (1 or more) IDM for The Home Depot, IMA for Lowe’s, Foundation for Floor & Decor.
• Knowledge of Home Center internal systems and order processing to include product knowledge, internal software, IT/EDI processes, order entry, order processing, shipping/ logistics, returns, billing, rebates.

Education And Experience

• Bachelor’s degree in marketing, finance, business administration or related field.
• 5 years channel marketing and sales negotiation work experience.
• High competency in project and stakeholder management.
• Building products and manufacturing industry a plus.
• Knowledge in retail, homebuilder, dealer and contractors an advantage.
• Experience in B2B, B2C and end to end marketing, preferred.