Regional Channel Development Manager

LAPP is a family-owned company headquartered in Stuttgart and a global leader in cable and connection technology. Founded in 1959, we are still fully family-owned today. With around 5,800 employees, we are operating in over 80 countries – globally connected and regionally rooted. Working at LAPP means more: this is where inventive spirit and a hands-on mentality meet cherished values and tradition. We offer all employees the freedom to develop and pursue new opportunities. Flexibility and personal responsibility are just as important to us as a family-friendly work environment. We value all our colleagues with their talents, ideas and perspectives.

Summary: Reporting to the Channel Director, the Regional Channel Development Manager drives business growth, sales, profitability, and market share across assigned distribution accounts and geographies. The role involves executing distribution strategies, continually evaluating the distributor network alongside Regional Sales Managers, and strengthening partner relationships. While representing LAPP’s full product portfolio, this individual will tailor specific solution sets for partner vertical markets, streamlines channel processes, and ensures partners actively design in LAPP products to achieve key business objectives

Essential Duties and Responsibilities – include the following. Other duties may be assigned.

• Responsibility for successful execution of the LAPP distribution partnership strategies within the assigned geography.
• Meets assigned targets for profitable sales volume and strategic objectives at assigned partner accounts.
• Establishes productive, professional relationships with key personnel in assigned partner accounts. Proactively recruits new qualifying partners.
• Participates in the development of digital distribution strategy and program implementation.
• Ensure LAPP has top competitive position at assigned distributor partners.
• Responsible for ensuring LAPP new product introduction programs (NPIs) are initiated at assigned distribution partners. 
• Works cross functionally with LAPP Product Management and Marketing Teams.
• Works with LAPP Marketing to develop distributor marketing content, campaigns, and promotions. 
• Facilitates high level product training to ensure adequate product knowledge at the assigned distributors. 
• Analyze POS data as required for specific data collecting projects.
• Works closely with Regional and District Sales Manager sales teams to train and identify target opportunities.
• Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally and through adherence to channel rules of engagement.
• Assist with annual distributor Rebate Program administration. 
• Conducts bi-annual Distribution Channel Inventory review and analysis.
• Analyze distributor inventory data, works with Product Management team to make stocking adjustment recommendations.
• Provides monthly channel partner sales KPI reporting.  
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship.
• Ensures compliance with distributor and partner agreements.

  Supervisory Responsibilities: This role does not have supervisory responsibility.

  Competencies

• Self-directed with high level of self-initiative and sense of urgency in completing tasks with detail and accuracy in work product.
• Excellent analytical and strategic planning skills to develop long term plans for success.  
• Skilled communicator with positive conviction both oral & written. Can present effectively to internal and external stakeholders in a group or individual basis. 
• Has the ability to work well and collaboratively with cross-functional teams at all levels with focus on quality and service.
• Ability to manage many and changing priorities while meeting critical business commitments.  
• Proven technical experience with industry and regional or national distribution channel management background.
• Continuous building of knowledge and skills by undertaking self-development activities.
• Strong project management skills – able to develop workable implementation plans and is able to prioritize and plan work activities independently to achieve set milestones and expected outcomes.
• Demonstrates knowledge of market, distribution channel and competition. 
• Possess confidence and courage to effectively make decisions and gain trust from stakeholders. Understands business implications of decisions.
• Upholds organizational values and demonstrates a working knowledge of company policies and procedures.

  QUALIFICATIONS AND EDUCATION REQUIREMENTS

  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s degree from an accredited 4-year college or university (preferred) or technical qualification or similar work experience.
• Minimum of 2 years of proven successful channel sales and/or distribution experience combined. 
• Must possess a working understanding of industrial distribution and products. 
• Strong proficiency with digital tools (MS Excel) and remote selling technology (PowerPoint/Teams)

  CERTIFICATIONS, LICENSES, REGISTRATIONS: None

  LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. 

• Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Proficient in the English language.

  MATHEMATICAL SKILLS: Ability to work with mathematical concepts, financial ratios, and business equations. Basic financial knowledge and competence as it relates to the business environment.  Possess strong analytical skills.

  REASONING ABILITY: Ability to define problems, collect data, establish facts, and draw valid conclusions.

  COMPUTER SKILLS: To perform this job successfully, an individual should be proficient in Microsoft Office Suite with a concentration in MS Excel and MS Power Point.

  TRAVEL REQUIREMENTS: Travel by car or air is expected, as well as overnight trips. A valid driver’s license and passport is expected to be maintained. Travel primarily domestic. Travel of up to 50% may be required at times. 

  WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate.

  PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and ability to adjust focus.

  COMPENSATION: After thorough market analysis, LAPP takes many factors into consideration when determining base salary such as experience, knowledge, skills, abilities, etc. of the candidate. The base salary range for this role is $90,000 - $100,000 plus participation in LAPP's bonus plan. We also offer a comprehensive benefits package including Medical, Vision, Dental, Paid Time Off, Paid Holidays, 401(k), HSA/FSA, Life Insurance, and more!

  *LAPP is an Equal Opportunity Employer*