Sr. Manager, Agency Management
Sr. Manager, Agency Management
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Job Description
The Sr. Manager-Agency Management will strategically select plan develop lead and coordinate all agency relationships through our Wholesale and National Account teams and establish the business development metrics and performance management for the sales role will ensure that plans are developed and implemented to achieve Water Heating Division Sales goals. This critical business role requires strategic leadership experience and a solid understanding of go to market strategies distributor and agency relationships as well as strong relational influence and critical thinking in brokering channel conflicts across various stakeholders
Responsibilities
AGENCY SELECTION & ON-BOARDING
- Define success criteria for selection of agency partners who most closely align with Rheems strategic objectives
- Collaborate on terms and conditions of agency contracts monitor contract expirations and ensure renegotiation of contracts occurs in a timely manner as deemed appropriate
- On-board (and on-going training) for agency partners on CRM related systems processes challenger selling methodology Whos who for major topics escalation contacts etc.
- Primary focus will be on agents supporting Wholesale business but will also evaluate opportunities for management support of Retail agency partners.
AGENCY MANAGEMENT
- Establish overall goals and commission targets for the assigned agency partners ensuring they match company objectives and tie into the overall sales plan.
- Develop annual business plans analyzing all aspects of the divisions performance in the Wholesale Channel outlining key initiatives and strategies to strengthen agency relationships and build long-term partnerships with existing and/or new partners.
- Recommend specific agency programs (or program changes) to Sales Leadership
- Evaluate market reactions to sales activities and programs to ensure timely adjustments to meet changing market and competitive positions.
- Review agency performance with regular cadence to reinforce results aligned with Rheem objectives coach accountability for gaps and at times make agency de-selection decisions
AGENCY PERFORMANCE DASHBOARDS/KPI
- Define in partnership with sales organization an agency dashboard that captures key metrics/KPI and enables regular visibility and updates to performance relative to Rheems strategic objectives (Pipeline management CRM Plumber engagement Product mix volume target etc.)
- Engage sales leaders to align on next steps and engagement approach with agency partners leveraging monthly dashboard information as an input
AGENCY COUNCIL MEETING
- Owns the agenda meeting cadence and brokering of decisions in collaboration with key stakeholders as it relates to channel conflict
- Ensure alignment in place across key business teams (Residential Commercial Growth Boiler etc.)
- Leverage sales leaders to cascade communication regarding any key decisions as appropriate within the sales organizations
Qualifications
- Bachelors degree in a business-related field or equivalent work experience.
- 7 years of Field Sales or Sales Operations experience.
- Ability to create and execute strategic plans.
- Ability to build consensus on key division strategies.
- Must have experience working directly with Sales Leadership.
- Must have executive presence and ability to quickly build credibility with stakeholders at all levels of the organization.
- Ability to operate in ambiguous environments
- Possess a bias towards action.
- Highly effective at verbal and written communication
- Proficiency in Windows Suite especially Excel and PowerPoint
- Strong analytical skills
- Highly organized with a strong attention to detail and ability to clearly communicate detail with business partners
- Must be capable of traveling extensively including driving or flying at least 2-3 days a week around 60% of the time.
How to Stand Out:
- Experience with B2B in two-step distribution channels.
- Experience with and knowledge of the building industry.
The Pay scale of this role is $120200 - $220752. Please note all pay ranges are broadly stated and any final offer is dependent on factors such as location direct experience market guidance and internal equity among other qualifying criteria.
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Required Experience:
Manager
Employment Type
Full-Time
