Channel and Dealer 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 HermanMiller 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 HermanMiller to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.Reflecting the continuous change in society and buying behaviors the International Channel Development Team is responsible for the expansion and optimization of MillerKnoll’s Contract / B2B channel partner ecosystem, driving incremental sales and Share of Wallet through strategic programs and initiatives. The MillerKnoll LAC region consists of 26 countries, 50+ cities with more than 60 channel partners.In a largely channel partner led organization the core task is twofold:Analyze new and existing markets with the aim to find and onboard new channel partners to generate incremental sales, expand geographic reach and continuously introduce the next generation of channel partners. Develop and manage the network of existing partners based on regular reviews and business development activities to be the manufacturer of choice, ultimately increasing MillerKnoll’s Share of Wallet within the existing channel partner network.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 Channel Development Team works closely with a range of multi-facetted stakeholders externally and internally including highly experienced entrepreneurial owners of distribution businesses and internal commercial and cross-functional leadership.Specific responsibilitiesChannel Strategy & Expansion- Develop and execute a comprehensive channel development strategy to grow our market share in LAC.- Identify, recruit, and onboard high-potential dealers to strengthen our market position.- Define regional go-to-market (GTM) strategies, ensuring alignment with corporate objectives.- Diversify sales channels by exploring new vertical growth sectors like healthcare, education, hospitality and others for incremental revenue generation.Development of Existing Channel & Relationship Management- Build strong & long-term relationships with existing key partners to maximize market penetration and increase our ‘Share of Wallet’.- Develop and implement partner incentive programs, training, and support initiatives to enhance channel effectiveness.- Monitor partner performance KPIs, providing guidance and support to optimize sales and profitability.- Resolve conflicts, legal concerns, and operational challenges within the partner network.Market Intelligence- Monitor industry trends, competitor activities, and emerging technologies to form channel strategy.- Provide market feedback to internal teams to refine product offerings and positioning.Partner Performance management- Establish clear KPIs to measure channel partner performance, sales effectiveness and brand representation- Analyze, summarize and report findings from Dealer Reviews to senior leadership- Leverage data and channel analytics for informed decision-making and underperforming dealershipsCompany requirementsHealth & 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 Channel / Distribution/ Dealer / Business Development typed role (can also include previous experience of setting-up and running own business)- Education: Bachelor’s degree in business, Marketing, or a related field; MBA is a plus.- Proven track record in developing and scaling channel partnerships across multiple international markets.- Experienced in searching for, selecting, negotiating, setting-up and managing Channel Partners / dealers in an in-direct distribution environment- 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- A high level of social competency including the ability to actively listen, reflect and make informed decisions- Analytical and process development savvy- The ability to innovate and look for the extra-mile of internal and external client s