Access Channel Manager

Company Description

As the preferred partner for window and door automation, SOMFY is committed to inspiring new and better ways of living for all.

As a French, family-owned, and independent group, in continuous growth since our creation, we have been world leaders for 50 years and pioneers in home automation. Innovation continuously guides our work and guarantees the excellence of our solutions.

We are present in 58 countries, with eight production sites and 17 R&D centers. We are deeply committed to the well-being of our 7,000 employees, we promote their sustainable employability by promoting internal mobility and developing their skills. We foster diversity and inclusion by building on our strong corporate culture.

Job Description

Channel Strategy development

• Supports and delivers BFT Access strategy by identifying the most relevant and profitable market access strategies, including distributors, fabricators and installers
• Working with the GM, the Marketing manager and other stakeholders, to proactively prepare and implement the Access Channel Sales Plan, including product launches, promotions, partnerships deployments and other sales initiatives

Relationship Management

• Build, develop and manage relationships with prospective and existing customers within the Access Channel to drive collaboration.
• Gather feedback from partners regarding customers needs, market trends, product improvements to inform business decisions and grow market share, fully utilizing Salesforce CRM tool
• Advises on forthcoming product developments and discussing special promotions.
• Ensures seamless end to end customer service in sales transactions, from quotation to full payment of orders

Performance Tracking

• Grow business, to achieve defined sales target and profitability margins
• Define KPI to assess channel partner performance, including sales volume, share of wallet, new products launches, brand promotion.
• Define customers review process and ensure reviews are undertaken with every customer. Objective is to guarantee visits are planned to ensure all customers are visited regularly and the planning is efficient.  All reviews to be reported transparently utilizing Somfy digital tools, e.g. SalesForce
• Handle customer requests and deliver excellent service, product and market knowledge.

Market research

• Analyse competitor strategies and market positioning to identify opportunities for improvement and differentiation
• Gathers insights from customers and partners to inform positioning and product strategies
• Stay updated with industry trends, technological advancements, changes in customers preferences to adjust channel strategies accordingly

Training and support

• Support and services to customers within the Access Channel regarding the use, operation, and maintenance of products.
• Develop and implement onboarding programs for new channel partners to ensure they have the necessary knowledge to succeed
• Ensure the prospective customers within the Access Channel are visited to provide samples or catalogs, and to inform them about product pricing, availability, and advantages.

Team Management and Development

• Within the Access Channel manages and supports the activities of the Sales representatives Business Development Executives to grow business and achieve defined sales targets and other measurable actions. Provide day to day management, support and development to members of the Access channel team
• Provide feedback on performance of teams including APA documentation
• Ensure team members are expanding on their roles and experience
• Recruit and release appropriate staff as required
• Ensure engagement and retention of high performing staff
• Lead by example. Model the standards of behaviour expected of all employees and as required by the management capabilities;

Sales Forecasting & reporting

• Analyse sales data and market trends to create accurate sales forecasts and supports the accurate supply of products
• Prepare and present regular sales reports and forecasts to accurately report market situation, team activity and assist in strategic planning and decision-making.  
• Reporting on quantitative and qualitative performance within the Access Channel.

Budget management

• Manage budgets for channel-related activities, including marketing initiatives, in conjunction with marketing team
• Conduct cost-benefit analyses to evaluate effectiveness of channel strategies and initiatives

Other duties

• Represents the organisation at trade exhibitions, events and demonstrations.
• Other ad hoc duties as assigned.

Qualifications

Qualification / Experience:

• At least 5 years of experience in sales and territory management within a technical consumer durable channel with proven sales track record
• 3 years of sales team management
• Degree qualification

Skill / Knowledge:

• Ambitious, self-starter to achieve sales target and result-oriented
• Strong business acumen with understanding about the market and competitors' products
• Excellent communication (both written and verbal); presentation and negotiation skills
• Excellent interpersonal skills with all business parties (both internal and external)
• To enjoy networking and meeting new people
• Able to manage multi-tasks, with ability to prioritise complex objectives and meet tight timelines
• Strong organisational skill and hands-on person
• Able to work independently and under pressure
• Highly self-motivated, dynamic individual but able to work as part of a team
• Trustworthiness and discretion when handling confidential information
• Good business etiquette and professional manner
• Capable of understanding technical products and terminologies
• Proficiency in MS Office Suite, including Word, Excel, PowerPoint and Outlook
• Knowledge of CRM tools, specially Salesforce

Behavioral Competencies:

• Must commit and adhere to Somfy Oceania’s Values in Action and Code of Conduct
• Must commit and adhere to Somfy Group Values and Behavioral norms
• Must commit and adhere to Somfy Oceania’s Group Ethics Charter

Travel Requirements:

• Frequent domestic travel and occasional overseas travel will be required

Required Languages:

• Fluent in spoken and written English is a must.

Additional Information

Please mention your current and expected salary and notice period in the CV.

The protection of our candidates’ personal data is a commitment of Somfy Group. We therefore ask any candidate to submit their application to us exclusively via our secure system, and not by email or postal.