The Director of Channel Development is responsible for developing and executing strategies in three key areas:
1. Channel Marketing Development and Management across a network of B2B dealers, distribution partners, and national accounts. This includes comprehensive go-to-market plans and strategies to improve competitive advantage including strategic pricing plans, distributor incentives, Healthy Air Partner programs, sell-through strategies, commercial programs, collateral development, new product launches and channel loyalty initiatives. As the overall owner of the channel marketing strategy and execution within all segments of the channel, (Residential Service & Repair RSR, Basement Crawl BSC, Residential New Construction RNC) this position will drive initiatives and tactics consistent with leadership in the channel and measure impact of activities associated with execution. Alignment and strong cross functional engagement of the Channel Plan with “Sales, Product Management and Marketing Communications” will be critical to success.
2. Develop the Vision, Strategy, Structure and execution plan for the internal training team. The scope of this team will initially be targeted towards dealers and distribution with a longer-term plan to include employee onboarding, basic product and skills development to leadership development and strategic selling capabilities. This will include defining our digital education strategy and deployment model to reach 15,000+ dealers and distributors annually as well as building a world-class on-site technology and innovation center to engage new and existing customers, showcasing our healthy air system and solutions. Customer development and engagement through the internal training team, offers a unique relationship-building experience for dealers/distributors/retailers/employees and HVAC contractors to come together for value-added training on product and business operations.
3.Event Specialist Team. This is a new team of event marketing leaders that will be responsible for building the brand with consumers and the trade, supporting distribution sell through initiatives, community events / fairs and HVAC school relationship development. This exciting new initiative was recently approved by the board of directors and will be a highly visible brand building initiative.
This role externally communicates with distributors and dealers to streamline processes, drive improvements and enhance the relationships that the distributors and client company have with end users.
The successful candidate will be a highly entrepreneurial and strategic sales-and marketing focused leader. This includes managing current and new customers, the training academy, as well as developing customer and dealer engagement and loyalty strategies. Extensive experience managing channel and customer satisfaction is a must. The role will actively collaborate with cross-functional partners in Marketing, Product Management, Sales, Marketing Communications, eCommerce, IT, and Operations. The leader will optimize the channel strategy, developing the infrastructure – including the people, processes, and capabilities, to grow revenues and profitability.