Showroom Channel Manager Responsibilities:

This critical role is responsible for Showroom channel planning and will drive significant growth for the TOTO Brand within the plumbing wholesale showroom channel:

Synthesizes showroom product plans/priorities into a single calendar view – with clarity of quarterly brand message hierarchy to inform distributor accounts of showroom planning efforts, with focus on new product launches, trainings and events.
Leverage cross-collaboration with Trade & Counter and Projects & Specs Channel teams developing annual Channel Initiatives and Key Performance Indicators (KPI’s) to attain annual Showroom growth objectives
Provide monthly KPI updates for leadership sales teams
Work with counterparts to identify budget requirements to support annual Channel Initiatives ensuring alignment to account-specific funds allocation, investment guidelines, and ROI potential
Works with closely with the Marketing team counterparts to identify unique marketing needs to inform new product development, content or other creative asset development.
Manages execution of Showroom Program including assisting with the sales pitch in the field to drive conversions. Work with assistant channel manager to analyze showrooms by region and pitch the end result of action items accordingly.
Drive planning efforts for each year and story behind each need and identified outcome as defined by Director of Channel Sales Strategy.
Co-collaborate on CEU’s with marketing team providing content support as needed.
Co-collaborate on our new Channel Sales newsletter – providing relevant ideas, tips and tricks, and best practices to share with sales teams to foster growth and unity for sales teams.
Manages vendor relationships for Showroom vendors and regularly provides updates to the Director of Channel Sales Strategy.
Co-manage the process and implementation of new product launches and implementation for Showrooms including National Account Showrooms.
Manages the overall Lead Generation hand off process and training for Showroom Partners. Responsible for managing projects and owning action plans for showroom key partners in tandem with TOTO Sales Managers and Directors
Own the Showroom budget for new merchandising displays and provide detailed analysis to the Director of Channel Sales Strategy with how to ideate the strategy to support use of those funds.
Develops and implements learn & earn/loyalty programs for showroom trade partners.
Develops in conjunction with SP team a Showroom SPIFF program that is aligned with program objectives and competitive based on industry standards.
Establishes quarterly review process via Salesforce dashboards, to ensure plan integrity and maintenance via Sales team, and alignment to business goals.
Leverages learnings for future planning or immediate opportunities to drive improvement to gain market share.
Create presentations and training materials for all showroom objectives and programs.
Develop programs for customers and consumers to drive sales through showroom channel.
Identify customer needs and business opportunities within the channel. Own the discussion of the team’s action items and provide deadlines for required information to build upon our objectives as well as to manage up to leadership with timely updates
Serve as a liaison between sales and product management. Work with product management to analyze and evaluate the performance of product categories.
Analyze performance of showroom channel in terms of profitability, volume contribution, and its potential to the larger Wholesale channel, and recommend, where applicable, product line extensions and discontinuations or more emphasis on marketing programs.
Become backup quarterback to support the “refresh designs” in those showrooms that have unique spaces but are identified as being a key showroom partner for a branded showroom conversion.

Qualifications:

Seeking a creative, success-oriented marketer with business, sales and planning acumen with a strong orientation towards analytics, relationship management and problem solving skills. Self-directed and results oriented leader with a track record of improving results within leading organizations. Highly developed relationship building skills, ability to build credibility and influence with internal and external stakeholders.
Must possess strong communication and presentation skills, and also be experienced in working with all levels of management and leadership. Minimum of 5-7 years of experience in the industry of Channel Planning and/or Sales in Kitchen and Baths wholesale industry or related industry. Strong working knowledge and understanding of Wholesale Trade channel and sub-channels, in plumbing or related building products and design industries.
Design background a plus with business acumen to support showroom growth opportunities and assist the sales team in the field.
Experience in managing/leading teams, coaching, mentoring, performance management and talent building Bachelor’s Degree in a relevant field, or equivalent combination of education and experience. MBA or advanced degree preferred. Aptitude for utilizing emerging technologies and expert knowledge of Outlook, Word, Excel, PPT.

TOTO USA

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Showroom Channel Manager