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Channel Development Manager

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Business, Operations & Strategy
  • Paris
  • Quick Apply

AI generated summary

  • You need 5+ years in channel development, strong negotiation skills, relationship-building experience, cultural awareness, analytical skills, and proficiency in English and local languages.
  • You will engage dealers, identify growth opportunities, conduct training, manage dealer performance, analyze market data, onboard new partners, and mediate escalated issues.

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 savvy
  • Ability to innovate and look for the extra mile of internal and external client satisfaction
  • High level of energy and self-initiative to see tasks through from beginning to completion
  • Strong in using Microsoft Windows standard applications and ideally Salesforce
  • Prepared for regular business travel in the relevant geographic region
  • Proficient in English (writing and vocal) and relevant local language(s). Any other additional regional language is desired and an advantage.

Responsibilities

  • 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)
  • Identification of so-called “Champion Dealers” (high-potential growth candidates) including development and implementation of related growth initiatives (based on SMART approach)
  • Review and management (including termination) of underperforming dealerships
  • Identification of capability gaps and training needs within the dealerships
  • Planning and implementation of dealer training initiatives including overall coordination in close teamwork with Sales Enablement, Product Management and Channel Support Teams
  • Management 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.
  • 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
  • Find leads, visit potential candidates to arrive at a pre-selection
  • Make proposals for candidates to be appointed as Authorised Channel Partners (this includes a very detailed pre-check of legal and financial aspects to ensure only sound candidates make it to the final round of recommendation)
  • Lead the appointment (preparation and signature of dealer agreement etc.)
  • 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

FAQs

What is the primary focus of the Channel Development Manager role?

The primary focus of the Channel Development Manager role is to develop and manage the B2B/Contract Dealer Channel in Mainland Europe.

How many years of experience are required for this position?

A minimum of 5 years’ experience in a Commercial/Channel/Dealer Development type role is required.

What type of education or background is preferred for candidates?

While specific educational requirements are not stated, candidates with experience in commercial or channel development, as well as those who have managed dealer relationships, will be preferred.

Is fluency in multiple languages a requirement?

Proficiency in English and the relevant local languages is required, with additional regional languages being considered an advantage.

What kind of travel is expected for this role?

Candidates should be prepared for regular business travel within the relevant geographic region.

What kind of company culture does MillerKnoll promote?

MillerKnoll promotes a culture of inclusivity and equal opportunity, welcoming people of all abilities, gender identities, and expressions, ages, ethnicities, sexual orientations, and military service backgrounds.

What is the company's stance on Health & Safety?

The company emphasizes the importance of ensuring safe working practices and compliance with health and safety regulations, as well as taking personal responsibility for safety.

Who will the Channel Development Manager collaborate with?

The Channel Development Manager will work closely with Regional Directors, Sales Teams, Marketing, Product Management/Training, Finance, Legal, and IT teams.

What are some key responsibilities in managing dealer relationships?

Key responsibilities include regular dealer visits, identification of high-potential dealers, training initiatives, management of channel development programs, and mediation in escalated situations.

What values does MillerKnoll emphasize in their hiring process?

MillerKnoll emphasizes values such as leadership, purpose, integrity, design, connections, growth, and performance in their hiring process.

Redefining modern for the 21st century.

Engineering & Construction
Industry
10,001+
Employees

Mission & Purpose

MillerKnoll is a global collective of dynamic brands that design and manufacture modern furniture and interior solutions for workplaces, homes, and public spaces. The company focuses on creating innovative, high-quality products that enhance living and working environments, blending form, function, and sustainability. MillerKnoll’s ultimate mission is to design the world we live in for the better, with an emphasis on responsible production and impactful design. Their purpose is to inspire people through thoughtfully crafted spaces that foster creativity, comfort, and connection.