The Channel Manager is primarily tasked with driving sales and profitability growth through assigned distribution partners. This role manages complex Brady HPS partner relationships at the corporate level. As the primary owner for the assigned accounts, this individual will work closely with Product Management, Marketing, and Sales teams to deploy strategic initiatives that result in the greatest financial results. In this capacity, the Channel Manager monitors and manages sales policies, rebate and pricing initiatives, and ensures consistent brand experience across managed channels, including digital, in-store, and in-person end-user experiences. Success in the role is measured as improving channel margins; expanding the quality and effectiveness of our channel relationships, including driving data-sharing initiatives; evaluating market gaps for channel partner adds: and supporting our end-users and sales teams by establishing trusted partnerships and supporting digital (e-commerce), field, and inside sales purchasing options through both distribution and direct channel options.
Qualifications
- Attain sales and profitability goals with key/assigned channel partners.
- Develop and implement strategic initiatives with assigned accounts.
- Establish productive, professional relationships at all levels within assigned distributor partner accounts.
- Lead joint planning process to establish mutual operational performance objectives, marketing plans, and financial targets with assigned partners.
- Establish himself/herself as an expert on the structure, behaviors, and key contacts within identified accounts.
- Ensure partner compliance with Brady pricing, sales, and marketing expectations and agreements.
- Effectively negotiate complex contract and program agreements.
- Understand the competitive landscape and how Brady can exploit opportunities.
- Advanced analytical approach that uses data to make more effective decisions.
- Work closely with marketing and product management teams to build, or maintain, a leadership position within assigned partner portfolios.
- Optimize existing/future product mix sold through the strategic channel, evolving the strategy to drive channel focus on products which they can influence, both in the field and via alternative mechanisms
- Own and drive the rationale and strategies for determining and managing the right mix of selling activities, marketing programs, and channel partner commercial actions to reach the target customer and influence the purchase of products or services.
- Collaborate and execute targeted marketing campaigns to drive product awareness, adoption, and revenue growth through targeted distribution partners.
- Collaborate with Distribution partners to ensure proper management of marketing funds and programs.
- Collaborate with Sales Managers and product development teams to ensure alignment of marketing strategies with product offerings and innovation.
- Manage and own the ROI on program and event expense building kpi’s specific to Company investments.
- Manage communication strategy with Distributors & Resellers including management of training, marketing and new product launches. Provide marketing assets and information in specific reseller formats. Assign and coordinate all events.
- Manage Channel Manager(s) to ensure Company’s performance expectations are being met.
- Regularly present to sales and general management regarding status of assigned channel accounts
