Sr. Manager, Agency Management

The Sr. Manager-Agency Management will strategically select, plan, develop, lead, and coordinate all agency relationships through our Wholesale and National Account teams, and establish the business development metrics and performance management for the sales agencies. This role will ensure that plans are developed and implemented to achieve Water Heating Division Sales goals. This critical business role requires strategic leadership experience and a solid understanding of go to market strategies, distributor and agency relationships as well as strong relational influence and critical thinking in brokering channel conflicts across various stakeholders

 

AGENCY SELECTION & ON-BOARDING

• Define success criteria for selection of agency partners who most closely align with Rheem’s strategic objectives
• Collaborate on terms and conditions of agency contracts, monitor contract expirations and ensure renegotiation of contracts occurs in a timely manner, as deemed appropriate
• On-board (and on-going training) for agency partners on CRM, related systems, processes, challenger selling methodology, Who’s who for major topics, escalation contacts etc.
• Primary focus will be on agents supporting Wholesale business, but will also evaluate opportunities for management support of Retail agency partners. 

AGENCY MANAGEMENT

• Establish overall goals and commission targets for the assigned agency partners, ensuring they match company objectives and tie into the overall sales plan.
• Develop annual business plans, analyzing all aspects of the division’s performance in the Wholesale Channel, outlining key initiatives and strategies to strengthen agency relationships and build long-term partnerships with existing and/or new partners.
• Recommend specific agency programs (or program changes) to Sales Leadership
• Evaluate market reactions to sales activities and programs to ensure timely adjustments to meet changing market and competitive positions.
• Review agency performance with regular cadence to reinforce results aligned with Rheem objectives, coach accountability for gaps, and at times make agency de-selection decisions

AGENCY PERFORMANCE DASHBOARDS/KPI

• Define in partnership with sales organization an agency dashboard that captures key metrics/KPI and enables regular visibility and updates to performance relative to Rheem’s strategic objectives (Pipeline management, CRM, Plumber engagement, Product mix, volume, target, etc.)
• Engage sales leaders to align on next steps and engagement approach with agency partners leveraging monthly dashboard information as an input

AGENCY COUNCIL MEETING

• Owns the agenda, meeting cadence and brokering of decisions in collaboration with key stakeholders as it relates to channel conflict
• Ensure alignment in place across key business teams (Residential, Commercial Growth, Boiler, etc.)
• Leverage sales leaders to cascade communication regarding any key decisions as appropriate within the sales organizations

• Bachelor’s degree in a business-related field or equivalent work experience.
• 7+ years of Field Sales or Sales Operations experience.
• Ability to create and execute strategic plans.
•  Ability to build consensus on key division strategies.
• Must have experience working directly with Sales Leadership.
• Must have executive presence and ability to quickly build credibility with stakeholders at all levels of the organization.
• Ability to operate in ambiguous environments
• Possess a bias towards action.
• Highly effective at verbal and written communication
• Proficiency in Windows Suite, especially Excel and PowerPoint
• Strong analytical skills
• Highly organized with a strong attention to detail and ability to clearly communicate detail with business partners
• Must be capable of traveling extensively, including driving, or flying at least 2-3 days a week, around 60% of the time.

How to Stand Out:

• Experience with B2B in two-step distribution channels.
• Experience with and knowledge of the building industry.

The Pay scale of this role is $120,200 - $220,752. Please note all pay ranges are broadly stated and any final offer is dependent on factors such as location, direct experience, market guidance and internal equity, among other qualifying criteria.

 

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At Rheem, we are dedicated to bringing comfort to people’s lives. As a leading global manufacturer of heating, cooling and water heating equipment, we are innovating all-new ways to deliver just the right temperature while saving energy, water and supporting a more sustainable future. It is an e