Channel Development Manager

Why join us?

Our purpose is to design for the good of humankind. It’s the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows MillerKnoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.

Job Description

Job title -MEA Channel Development Manager

Department -International Channel Development Services

Reports to -Head of Channel Development Europe & MEA

Location -Dubai

Job summary

Reflecting the continuous change in society and buying behaviours International Channel Development Services are responsible for the development and management of different client purchase avenues. For this MEA position the main focus is on the Contract (B2B) Channel including both segments Commercial and Healthcare.

In a largely channel partner led organisation the core task is twofold:

Analyse new and existing markets with the aim to find and onboard new channel partners Develop and manage the network of existing partners based on regular reviews and core follow-up activities.

All tasks have one aim in common: To increase the Herman Miller and Herman Miller family of brands’ share of wallet within an increasingly multi-brand driven market and distribution environment.

An additional task is the continuous collection and analysis of market and channel partner feedback with the aim to trigger continuous improvement and change management proposals.

In doing so the Channel Development Team works closely together with the Regional Directors and their Sales Teams, Marketing, Product Management/Training, Finance/Legal- and IT teams.

Specific responsibilities

Related to 1 above:

• Follow regular market reports to help analyse new target markets and existing market growth opportunities
• Continuously analyse the data available, draw conclusions and provide proposals of where to search for new channels partners
• Find leads, visit potential candidates to arrive at a pre-selection
• Make proposals for candidates to be appointed as Authorised Channel Partners (this includes a very detailed pre-check of legal and financial aspects to ensure only sound candidates make it to the final round of recommendations)
• Lead the appointment (preparation and signature of dealer agreement etc.)
• Take full responsibility for the overall management of the onboarding process until the newly onboarded partner is ready for hand-over to the local Sales Team
• Conduct a 3- and 6-month onboarding review and summarise any feedback any key topics for further follow-up

Related to 2 above:

• Regular dealer visits and exchanges with the sales teams to enable a continuous feel for channel partners’ performance
• Analysis and recording of the above impressions in the online EMEA dealer review system

• Formulation of SMART follow-up activities to continuously develop channel partners aligned to the core aim of increasing our Share of Wallet
• Regular follow-up and recording of any set activities
• Work closely with neighbouring teams to arrange dealer trainings, brand development- and any other business development activities to achieve increased Share of Wallet
• First point of contact for HM Regional Sales Managers and Dealers when situations escalate / need escalating and mediation
• Any other task needed to support the development and management of our channels and channel partner network.

Company requirements

Health & Safety; ensure that safe working practices are followed. Attend safety briefings, as requested. Take responsibility for your own and your co-workers safety in accordance with The Health & Safety at Work Act 1974, and The Management of Health and Safety at Work Regulation 1999 Compliance; ensure compliance with business systems, processes, certification schemes, regulations and legislation relevant to the scope of your role. Support internal quality controls and audits to demonstrate compliance.

Job holder requirements

• A minimum of 5 years’ experience in a Distribution / Channel Development typed-role (can also include previous experience of setting-up and running own business)
• Experienced in searching for, selecting, negotiating, setting-up and managing Channel Partners / dealers in an in-direct distribution environment
• Culturally savvy and experienced in the relevant region
• Strong relationship builder able to build rapport with different target groups (e.g. Dealer Principal, dealer teams etc.)
• Strong and experienced negotiator with a winning personality
• Experienced in managing channel conflict and mediation

• A high level of social competency including the ability to listen, reflect and make informed decisions
• Analytical and process development savvy
• The ability to innovate and look for the extra-mile of internal and external client satisfaction
• High level of energy and self-initiative to see tasks through from beginning to completion
• Strong in using Microsoft Windows standard applications and ideally Salesforce 
• Prepared for regular business travel in the relevant geographic region
• Proficient in English (written and vocal) and ideally Arabic. Any additional language relevant for this region is desired and an advantage.

Company values

Leadership – leading by example

Purpose – energy and drive

Beliefs – integrity and trust

Design – problem solving

Connections – relationships

Growth – continuous improvement

Performance – achieve standards

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Who We Hire?

Simply put, we hire everyone. MillerKnoll is comprised of people of all abilities, gender identities and expressions, ages, ethnicities, sexual orientations, veterans from every branch of military service, and more. Here, you can bring your whole self to work. We’re committed to equal opportunity employment, including veterans and people with disabilities.

MillerKnoll complies with applicable disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact MillerKnoll Talent Acquisition at [email protected].