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Manager, Distribution Development - Sr

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Sales
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18002170 Requisition #
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SUMMARY
This role is responsible for the creation, development, communication and implementation of Pella’s direct distribution strategies.   Primary responsibility to develop and execute new direct business models which enable industry leading performance and deliver robust market share growth in the Top 100 US Markets.  Requires significant cross functional capability as the role works across several areas within Pella Corporation, the PDSN, and the marketplace.
 
This role also has direct supervision over the 5 Distribution Development team.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
 
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
 
Market and Channel Management
Spearheads “Best in Class” distribution strategies, tactics and execution through the following:
  • Collaborate with the Distribution Customer Experience Manager to develop and communicate a comprehensive long range distribution footprint for Pella’s Direct Sales Network that enables robust market share growth.
  • Develop and implement new direct business models that increase the market share of the Direct Sales Network.
  • Identify prioritize and incorporate segment market needs, industry trends and competitive landscape into new distribution strategies and execution  
  • Work with Pella’s corporate functions to execute the distribution strategy developed above, and understand the overall impact to the enterprise.  This includes growth as well as the return new models will generate for the corporation.
  • Execute the key business processes and plans required to meet Pella’s distribution and growth objectives. 
  • Lead responsibility to identify, recruit, and develop a process to on-board branch ownership candidates.
  • Develop a pool of individuals with capability to own or execute the Pella Direct Business Model.
Leadership and Partnership Development
Position will play a key leadership role developing a relationship between the current owners in the direct distribution network and their ability to embrace and support new direct models.  The ability to manage and drive change while still maintaining productive relationships in the PDSN is critical.
 
Position will require travel of roughly 25%.

QUALIFICATIONS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

EDUCATION and/or EXPERIENCE

Bachelor's degree (B.A. or B.S.) from four-year college or university, MBA preferred; 10 to 12 years of sales management, distribution/channel management experience and/or general management experience with P&L responsibility preferred or equivalent combination of education and experience.

 

LANGUAGE SKILLS

Ability to read, analyze and interpret financial reports and legal documents.  Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

 

MATHEMATICAL/FINANCIAL SKILLS

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Ability to calculate figures and amounts such as discounts, interest, commissions, percentages, and profit margins and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

 

Ability to review and understand financial statements and key financial metrics such as ROS, Mark-Up, Non-Material Cost, Inventory Turns, and DSO.  Ability to understand and communicate financial impact of investments, performance improvements and growth initiatives.

 

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

 

COMPUTER SKILLS

Word, Excel and Power Point and Pella systems (PDQ, POETS, POMS, Lead Mgmt System)

 

CERTIFICATES, LICENSES, REGISTRATIONS

None required.

 

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear.  The employee frequently is required to sit and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

 

WORK ENVIRONMENT 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

The noise level in the work environment is usually moderate.

 

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