Location: Hybrid at Kohler Energy, WI

Opportunity

Under the direction of the Vice President – Industrial Sales NA, the Channel Manager will be responsible for the development of channel management materials and activities. This includes distribution, dealers, direct accounts, and other market channels. This individual will help develop parts strategic plans, parts dashboards, mapping of territories, agreements, sales goals, program guides and other documents related to standardization, channel accountability and channel partner management including screening and cultivating potential distributors and dealers. Analyze and give recommendations for the development of new or existing territories. Analyze and understand competitive landscape. Facilitate and lead channel change board, sales force, channel partner and other meetings to ensure proper management of the channel. This position will drive new channel programs activities and metrics aimed at improving overall channel performance.

Specific Responsibilities

• Responsible for development of market share targets and financial plans for all channel partners. Working with Pricing Analytics and Sales develop market share targets aimed at Kohler’s long term share objectives. Provide share numbers based on multiple inputs and data. Using this information develop distributor order goals that achieve long term growth.
• Create distributor agreements that include products by category, area of responsibility, business plans and certifications. Organize all agreements and ensure accuracy and standardization.
• Create channel partner strategic plans that summarize all necessary metrics that drive growth. These plans include history, marketing and branding, sales, service, facilities, aftermarket parts, training, dealer network and other necessary information for each channel partner.
• Understanding legal, regulatory and compliance issues affecting the area of responsibility
• Create and manage all channel partner dashboards and metrics following the strategic plans and other business metrics
• Manage and create necessary policy and practices, dealer programs, distributor programs and other channel programs and guides as necessary.
• Lead and manage all necessary dealer and distributor changes ensuring accuracy within all Kohler systems
• Analyze and recommend as necessary changes or additions to all current channel partner territories, new territories, new channels to market and other changes or additions to drive channel development.
• Lead and conduct all necessary channel, changeboard, channel partner and internal meetings
• Conduct quarterly channel partner meetings and metric reviews
• Presentations as required to channel partners, internal management and others
• Conduct monthly channel meetings with sales teams to ensure necessary additions or changes within the channel
• Create necessary onboarding, best practices and specific channel definitions
• Create and publish mapping and analysis of all territories
• Gather, analyze all necessary population data, install data and coverage data for all channel partners
• Work closely with Parts and Service to assure the necessary metrics are being implemented
• Conduct all necessary mailings and distribution of channel partner strategic materials
• Review and analyze distributor and dealer branding, websites etc and work with Marcomm to standardize and assure Kohler is properly represented