Hobart Service, an Illinois Tool Works Company, has been in business for over 125 years and is the trusted source for Commercial Food Equipment Service Solutions. We have over 1,700 associates nationwide who serve as valued partners to our customers. Our employees are dedicated to providing the best customer service, give back to the communities where they live and work, and demonstrate the ITW values of Integrity, Simplicity, Trust, Respect and Shared Risk.
Reporting to the Channel Business Development Manager - Parts, the Channel Development Lead builds, maintains, and expands relationships with internal and external partners to support growth in the aftermarket parts sales business. The main objective for the Channel Development Lead is to drive increased parts sales revenue while maintaining or growing margin leveraging external distribution channels. The Channel Development Lead is responsible for achieving sales, profitability, and other sales objectives. The Channel Development Lead supports the entire range of aftermarket service parts sales and customer segments to drive growth through defined channels.
This position will require a high-energy, results driven individual that is equipped to take on growth initiatives for the Hobart Service Parts division, develop strategic business plans, and oversee performance and productivity of defined channels to achieve results. Applicants must have proven ability to perform in an environment that supports shared risk-taking, along with the ability to influence business partners and drive accountability through contractual requirements, processes, and relationship building. This individual will drive and motivate distribution partners to establish and implement parts sales growth initiatives, and is responsible for developing, proposing, and implementing strategic partnerships in support of the Food Equipment Group and Division's revenue growth objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES
The FEG Parts business is positioned for strong market growth. The Channel Development Lead will be responsible for supporting and executing revenue growth plans to significantly increase the ITW/FEG parts market penetration. This leader is responsible for profitable revenue growth through existing and new channels utilizing the ITW 80/20 and Front-To-Back (FTB) methodologies. This is a critical role for the parts business and is responsible to provide business results to achieve annual revenue growth. Key deliverables for the Channel Development Lead are:
Drive Revenue Growth: Responsible for creation and implementation of business development objectives and strategies. Support the development and track performance metrics for sales channels to create focus and drive continuous improvement. Support service parts financial planning and monthly orders and shipments outlook. Achieve outlook for sales and margin goals. Partners with channel partners to develop relevant, timely and successful sales plans, campaigns, programs, and special promotions to drive parts revenue growth.
Drive Strategic Channel Management: Manages joint partner planning processes, developing mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Effectively grow the service parts channel network to influence part demand and support business growth with a focus in marketing, training, and product specification. Proactively assesses, clarifies, and validates partner needs on an ongoing basis. Coordinate the involvement of company personnel, including support, service, and management resources, to meet partners' performance objectives and expectations. Meet assigned targets for profitable sales volume and strategic objectives for distribution partners. Manage potential channel conflict by driving excellent communication internally and externally, and through strict adherence to sales channel rules of engagement. Maintain face-to-the-customer contact to support the distribution network with product, process, promotions, and training.
Provide a positive customer service experience for Hobart Parts channel partners: Develop and nurture relationships with channel partners and key customers, establishing productive, professional relationships with key personnel. Ensure appropriate resources are available to provide world-class support to channel partners, aligning with changing requirements and market trends. Develop, recommend, and implement process and system enhancements designed to streamline distribution performance and capability with focus on continuous improvement.
Develop and Maintain Distribution Market and Industry Analysis: Support research initiatives to better understand parts competitiveness, market share, and distributor/dealer performance helping to influence development of future products and services and business growth. Effectively research market and industry trends providing critical intelligence for strategic planning. Support the development of a Total Market Potential Model to understand overall market size and available -white space- to grow parts sales within the distribution channel. Develop voice-of-the-customer (VOC) feedback process for channel partners to prioritize tactical and strategic initiatives driving customer focused solutions.
Education and Work Experience
A Bachelor's degree with a minimum 5 years of marketing and sales leadership experience.
Desired Education/Experience
Master's in Business Administration (MBA) is preferred, but not required.
Why work for us?
Competitive pay
Great insurance options with low premiums
Paid vacation and holidays
401K with company match
Extensive on-the-job, online, and classroom training
Service vehicle, uniforms, and safety equipment provided
Safety-conscious work environment
Hobart Service is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
ITW and Hobart Service are committed to providing a healthy and safe environment for all employees. To demonstrate this commitment, Hobart Service is tobacco-free (including e-cigarettes) on campuses and within company vehicles and maintains a drug-free workplace.
If you are a qualified individual with a disability and are unable or limited in your ability to use or access the online application system process due to your disability, please contact Human Resources at service.hr@hobartservice.com to request assistance. No other requests will be acknowledged.
ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
_All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws. _
ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
