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Channel Manager, Contract Channel

Date: Nov 17, 2020

Location: Peterborough, GB, PE2 9JB

Company: Whirlpool Corporation

 

 

<span style="font-family:"Segoe UI",sans-serif">The Opportunity

 

<span style="font-family:"Segoe UI",sans-serif">Whirlpool Corporation is consistently recognized by Fortune Magazine as one of the World’s Most Admired Companies. Our values are the driving force behind everything we do. Respect, integrity, diversity and inclusion, teamwork and the spirit of winning propel our teams to excellence. Get to know us and see what it's like to be part of the world's leading major home appliance company.

 

 

<span style="font-family:"Segoe UI",sans-serif">Job Mission

 

<span style="font-family:"Segoe UI",sans-serif">This role is for Channel Manager for the Contract business within the Kitchen Channel, taking 100% responsibility of the Contract Distributor accounts, both internally and externally. The successful candidate will maintain and develop strong existing client relationships, as well as identifying and targeting new business opportunities in the contract and housebuilder space.

<span style="font-family:"Segoe UI",sans-serif">A National Account Manager and 2 Business Development Managers will be reporting to this position and it is expected that the Channel Manager will motivate and develop the team, through mentoring and personal development plans. Targets and outcome based KPIs to underpin the success of the channel and drive positive winning behaviors will be agreed and managed annually by the Channel Manager, in line with the channel and overall business objectives, as well as Whirlpool values. 

<span style="font-family:"Segoe UI",sans-serif">The main areas of responsibility will include best in class sales pipeline management and execution, understanding of current and future trends and demands from the house builder and construction sector, full financial control of the channel, to maximize sales and profitability, accurate forecasting, managing relationships between house builders and distributors and the planning and presentation of contract tenders. The role will require the successful candidate to work closely with key adjacent functions, such as Supply Chain, Customer Service & Marketing.

 

<span style="font-family:"Times New Roman",serif"> 

<span style="font-family:"Segoe UI",sans-serif">Your task in this roll will include

 

  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Management of brand and product portfolio and leverage Whirlpool corporate and operational assets to achieve sales targets as well as build and secure long-term business relationships.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Create and execute a winning strategy that grows share of Whirlpool Group business in the contract and house build market.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Maximize profitability by driving product and customer mix appropriately and controlling cost.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Lead regular contract team meetings, manage specific projects, coordinate development of cross functional activities and programs.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Active participation in Kitchen Channel & wider commercial meetings and deliver a positive broader contribution to the Kitchen team, supporting the goals and vision of the Kitchen Channel Director. 
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Plan and presentation of tenders to win multiyear housebuilder contracts
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Ensure that the route to market is optimized to deliver product to the end customer on time and to provide maximum possibility to win and keep tendered business.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Actively support and motivate the team. Develop people resources to maintain a high-performance team.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Develop strong cross functional relationships.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Build commitment by leading the team/people to full engagement.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Be a role model and champion of positive change.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Management of a strong business planning and review process.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Building and execution of business plans for customers, encompassing commercial terms, sales targets, revenue growth plans, sku management, promotional planning, maximizing any opportunities and delivery of business promise.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Strong understanding of the rhythm and predictability of business cycle, and reporting of voice of customer, industry, and competitive trends.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Manage the forecasting process for the team.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Accuracy of sales forecasts, timely provision of information, quality management of processes.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Timely and effective and relevant communication with customers and product lifecycle management (launch, phase in/out, promotions)
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Inventory management and clear communication of stock availability (opportunities and constraints) as necessary whilst minimizing obsolete and excess stock.
  • <span style="font-family:"Times New Roman",serif"><span style="font-family:"Segoe UI",sans-serif">Management and driving of Sales (units & revenue) & DCM and maximize channel results.

 

 

<span style="font-family:"Segoe UI",sans-serif">Background and experiences 

 

  • <span style="font-family:"Segoe UI",sans-serif">Extensive and relevant Sales and Sales Management experience.
  • <span style="font-family:"Segoe UI",sans-serif">Highly numerate, with a high level of commercial acumen.
  • <span style="font-family:"Segoe UI",sans-serif">Understanding of contract tender process and supplier & product specification process and indirect supply chain through a distributor network.
  • <span style="font-family:"Segoe UI",sans-serif">Existing knowledge, or technical aptitude to quickly understand the market, channel dynamics and product portfolio.
  • <span style="font-family:"Segoe UI",sans-serif">Able to make a significant contribution to the development of strategies for the medium- and longer-term success of the business.
  • <span style="font-family:"Segoe UI",sans-serif">Excellent negotiation and interpersonal skills with the ability to build long lasting relationships.
  • <span style="font-family:"Segoe UI",sans-serif">Ability to create customer-focused vision and execute strategy with speed and sense of urgency.
  • <span style="font-family:"Segoe UI",sans-serif">Possession of a positive ‘can do’ attitude and a team player

 

<span style="font-family:"Segoe UI",sans-serif">To achieve in this role, you would need to be a confident, self-motivated individual who has a passion for achieving and for delivering a competitive efficient operation to the business. 

<span style="font-family:"Segoe UI",sans-serif">You will provide feedback to your direct reports and senior managers across the business and you will be confident within this environment. You will demonstrate strong leadership skills and become an inspirational leader for your colleagues to follow. 

<span style="font-family:"Segoe UI",sans-serif">This role would suit a Senior Account/Channel Manager, with experience in the contract/housebuilder sector in either appliance or manufacturing industry supplying into this market.  

<span style="font-family:"Segoe UI",sans-serif">You will be conversant with the company service level requirements and will work in-line with the company values, demonstrating these in your day to day role.

 

 

 

<span style="font-family:"Segoe UI",sans-serif">About us

 

<span style="font-family:"Segoe UI",sans-serif">Whirlpool Corporation (NYSE: WHR) is the leading major appliance manufacturer in the world, with approximately $20 billion in annual sales, 77,000 employees and 59 manufacturing and technology research centers in 2019. The company markets Whirlpool, KitchenAid, Maytag, Consul, Brastemp, Amana, Bauknecht, JennAir, Indesit and other major brand names in nearly every country throughout the world.

<span style="font-family:"Segoe UI",sans-serif">Additional information about the company can be found at WhirlpoolCorp.com,or find us on Twitter at @WhirlpoolCorp.


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