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)

Review and management (including termination) of underperforming dealershipsIdentification of capability gaps and training needs within the dealershipsPlanning and implementation of dealer training initiatives including overall coordination in close teamwork with Sales Enablement, Product Management and Channel Support TeamsManagement 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

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 savvyAbility to innovate and look for the extra mile of internal and external client satisfaction

Prepared for regular business travel in the relevant geographic region

Proficient in English (writing and vocal) and relevant local language(s). Any other additional re