Channel Development Manager

Why join us? 

Our purpose is to design for the good of humankind. It’s the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows MillerKnoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.

Job title – Channel Development Manager -Europe

Location – Paris, France

Job summary

Reflecting the continuous change in society (post-COVID environment), working patterns (Hybrid working) and buying behaviours (e.g. increase in e-commerce) the Channel Development Team is responsible for the development and management of different client purchase avenues. For this position the main focus is on our B2B / Contract Dealer Channel in Mainland Europe.

In this Dealer Channel-focused environment the core task is twofold:

1. Develop and manage the network of existing partners based on regular reviews and core follow-up activities. All tasks have one aim in common: To increase MillerKnoll’s share of wallet within an increasingly multi-brand driven market and distribution environment. In other words, make MillerKnoll the preferred choice of the dealer network.

2. Analyse new channels and opportunities with the aim to find new channel partners An additional task is the continuous collection and analysis of market and channel partner feedback with the aim to trigger continuous improvement and change management proposals. In doing so the International Channel Development Team works closely together with Regional Directors and their Sales Teams, Marketing, Product Management/Training, Finance/Legal- and IT teams.

Specific responsibilities

Related to 1 above

:  Regular dealer visits and reviews to develop a strong understanding of the network and to build sound rapport with multiple stakeholders involved (dealer owners, dealer leadership teams / management, dealer teams, MK sales teams)

• Identification of so-called “Champion Dealers” (high-potential growth candidates) including development and implementation of related growth initiatives (based on SMART approach)
• Review and management (including termination) of underperforming dealerships  Identification of capability gaps and training needs within the dealerships  Planning and implementation of dealer training initiatives including overall coordination in close teamwork with Sales Enablement, Product Management and Channel Support Teams  Management of MillerKnoll integration & Selling MillerKnoll initiatives
• Management of channel development programs such as Dealer Rewards (a sales target related incentive programme) in close teamwork with Channel Analytics and local teams
• First point of contact for Regional Sales Managers and Dealers when situations escalate / need escalating and mediation
• Any other task needed to support development and management of our channel partner network being a member of the International Channel Development Team Herman Miller Ltd.

2 Related to 2 above:

• Follow regular market reports to help analyse new growth opportunities
• Continuously analyse the data available, draw conclusions and provide proposals of where to search for new channels partners
• Find leads, visit potential candidates to arrive at a pre-selection
• Make proposals for candidates to be appointed as Authorised Channel Partners (this includes a very detailed pre-check of legal and financial aspects to ensure only sound candidates make it to the final round of recommendation)  Lead the appointment (preparation and signature of dealer agreement etc.)
• Take full responsibility for the overall management of the onboarding process until the newly onboarded partner is ready for handover to the local Sales Team
• Conduct a 3 and 6 month onboarding review and summarise any feedback along with key topics for further follow-up

Company requirements

Health & Safety; ensure that safe working practices are followed. Attend safety briefings, as requested. Take responsibility for your own and your co-workers safety in accordance with The Health & Safety at Work Act 1974, and The Management of Health and Safety at Work Regulation 1999 Compliance; ensure compliance with business systems, processes, certification schemes, regulations and legislation relevant to the scope of your role. Support internal quality controls and audits to demonstrate compliance.

Job holder requirements

• A minimum of 5 years’ experience in a Commercial / Channel / Dealer Development type role (can also include previous experience of setting up and running own business)
• Experience in managing indirect distribution / dealer relationships
• Searching, selecting, negotiating, setting up and managing Channel Partners / dealers
• Culturally savvy and experienced in the relevant region
• Strong relationship builder able to build rapport with different target groups (e.g. Dealer Principal, dealer teams etc.)
• Strong and experienced negotiator with a winning personality
• Experienced in managing channel conflict and mediation
• High level of social competency including the ability to listen, reflect and make informed decisions
• Analytical and process development savvy  Ability to innovate and look for the extra mile of internal and external client satisfaction
• High level of energy and self-initiative to see tasks through from beginning to completion  Strong in using Microsoft Windows standard applications and ideally Salesforce
• Prepared for regular business travel in the relevant geographic region
• Proficient in English (writing and vocal) and relevant local language(s). Any other additional regional language is desired and an advantage.

Company values

Leadership – leading by example

Purpose – energy and drive

Beliefs – integrity and trust

Design – problem solving

Connections – relationships

Growth – continuous improvement

Performance – achieve standards

Who We Hire?

Simply put, we hire everyone. MillerKnoll is comprised of people of all abilities, gender identities and expressions, ages, ethnicities, sexual orientations, veterans from every branch of military service, and more. Here, you can bring your whole self to work. We’re committed to equal opportunity employment, including veterans and people with disabilities.

MillerKnoll complies with applicable disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact MillerKnoll Talent Acquisition at [email protected].

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