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MillerKnoll · 5 days ago

Director Dealer Development - Central

Holland, MI

Full-time

Hybrid

Director/Executive

$150K/yr - $200K/yr

7+ years exp

MillerKnoll is a company committed to design for the good of humankind, focusing on sustainable and equitable futures. The Director of Dealer Development is responsible for growing revenue through the dealer channel, establishing high-performance dealerships, and ensuring alignment with corporate strategies.

Design

Responsibilities

Assures there are Dealership succession plans /ownership transitions in place a proactive manner and in accordance with required performance metrics

Facilitates the various requirements for MillerKnolls Certification and Dealer Excellence Programs. Insures that applicable dealers meet certification requirements annually and conducts regular reviews. Follows up on action items to include but not limited to all on-going improvement programs. Ensures that all related Certified Network Service Tools, such as the Customer Satisfaction and Service-Net, are thoroughly utilized

Monitors all annual performance metrics and facilitates action plans when and where required. Marshalls the appropriate corporate resources to address specific issues with a dealer based on poor performance. Conducts regular review with dealer principal of capability, total scorecard and certification

Monitors and participates in all contract compliance issues: i.e. trading areas, authorized customers, upholding MillerKnoll Code of Conduct, etc. Navigates challenges effectively; this include the address of inappropriate activity and facilitates audits when applicable

Monitors Dealer Sales and Business Plans with both Dealer Management and Regional MillerKnoll Sales Team on a regular basis

Oversees related customer/dealer complaints. Manages dealer conflict, in conjunction with appropriate resources, where appropriate. Participate with any related customer/dealer complaints

Participates in Annual Sales Planning process in conjunction with Regional MillerKnoll Sales Team and the MillerKnoll Dealer with the purpose of ensuring dealer sales performance is in line with company growth and revenue targets. Provides appropriate communication / documentation when and where needed

Partners with the broader Distribution Team on strategy creation/execution, and advancing strategic initiatives within MillerKnoll

Responsible for marshalling the proper resources from the broader MillerKnoll Distribution Team to consult with dealers on their area of expertise

Responsible for the business relationship with MillerKnoll Corporate, Dealer Management and Regional MK Sales Team. Participates in related meetings, forums, planning sessions as required. Contributes to the Dealer Partner Advisory Council & partners with Channel Leadership to build out meeting agendas

Reviews and analyze market "footprint" to determine proper distribution strategies. Understands and informs partners of competitive landscape. Assures there are the right number of dealers per market to achieve corporate market share and volume targets. Facilitates ISO Add/Delete policy and procedure if and where required

Performs Additional Responsibilities As Requested To Achieve Business Objectives

Qualification

Dealer DevelopmentB2B Sales ExperienceChannel Distribution ManagementFinancial LiteracyChange ManagementCoachingStrategic ThinkingCommunication SkillsMentoringProblem SolvingIntegrity

Required

Bachelor's Degree in Business Administration, Finance, Accounting or Economics or equivalent professional experience required

Seven years of experience working/managing within and/or supporting channel/distribution networks

Demonstrated understanding of distribution models

Demonstrated understanding of dealer financial models and reporting

Ability work collaboratively and to teach, coach, monitor, and influence key stakeholders

Must be able to exercise independent judgment, possess strong decision-making and problem solving skills

Exhibits a high level of personal and professional integrity due to corporate insider knowledge, customer confidentiality and liability risks

Successful experience with change management principles and demonstrated ability to drive and manage the change process, from strategic planning through implementation and follow-thru

Ability to effectively use software and tools used in the MillerKnoll office environment

Ability to think strategically and execute tactically

Expert communication skills, e.g. verbal, written, interpersonal and presentation

Must be financially literate and possess business acumen

Requires up to 50% travel in the assigned geography