Channel Manager

Channel Manager

We are Generac, a leading energy technology company committed to powering a smarter world. Over the 60 plus years of Generac's history, we've been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries.

Primary Purpose

The Channel Management function at Generac Clean Energy has the overarching goal of guiding, simplifying, and making the building of regional and national sales more efficient & effective. Channel Managers at Generac Clean Energy are leaders expected to run point in identifying regional market priorities, developing sales and marketing strategies and innovative partnership in pursuit of those markets, and continuously looking to improve Sales' bottom-line performance.

Major Responsibilities

Lead cross-functional go-to-market and build-the-market process resulting in plans and goals for assigned Sales territories, working closely with Product Management, Sales, and Channel Marketing.

Develop and maintain multi-year regional go-to-market strategies for all relevant Generac Clean Energy products.

Develop product-oriented market operating models to identify high-potential market opportunities where Generac Clean Energy products are most competitive, and regularly update those models to ensure resources are focused on the best growth opportunities.

Work with Sales to define sales goals for each target market that takes into consideration local market intelligence, existing dealer strength, and new dealer targets.

Collaborate with Product Management and Channel Marketing to develop market-specific value propositions that supplement product-specific value propositions, and work with Marketing to develop sales collateral incorporating those value propositions.

Work with Sales and Channel Marketing on dealer acquisition strategies and programs to pursue target dealers in target markets, and advising Channel Marketing on broader dealer recruitment objectives.

Work with Consumer Marketing to develop advertising and lead-generation programs that build homeowner demand in target markets, and working with Sales to prioritize which dealers will receive leads.

Identify and pursue regional marketing partnerships that strengthen Generac Clean Energy's competitive position in target markets, focused on accelerating sales growth in those markets and expanding into new markets.

Regularly publish channel dashboards tracking progress in developing target markets and dealers versus plan; and adjusting strategies and programs as necessary to maximize performance.

Work with Generac Policy team to track and incorporate new utility rate structures, clean energy incentives, and related programs into market operating models and channel strategies; and provide ongoing recommendations on policy priorities to benefit Generac Clean Energy sales.

Lead Sales-oriented competitive analysis, working with Product Management, to regularly update Sales team and provide value-added feedback to support future product development priorities.

Minimum Job Requirements

BS degree in Marketing, Business, or related field; Master of business administration (MBA) preferred

5+ years of business, product marketing, or consulting experience in residential solar industry

Experience working in a cross-functional, Matrix, environment building strong partnerships

Proven success in identifying regional markets and partners to target and working with Sales to build out each targeted region to meet company goals

Experience creating actionable plans to meet strategic goals, evaluating the success of those plans, and making changes, as necessary

Ability to make sound decisions that result in company growth

Excellent verbal & written communication skills with the ability to communicate technical information to non-technical individuals

Willing to travel domestically approximately 20% of the time

Preferred Job Requirements

Direct or indirect experience managing business or product profits & losses (P&L)

Familiarity with renewable energy distribution channel, including how OEMs work with distributors to build markets

Familiarity with state renewable portfolio standards, including programs implemented to support RPS targets

Familiarity with how utilities and public utility commissions make decisions regarding residential renewable energy programs, incentives, etc.

Education

MBA or BS degree in Marketing, Business, or related field

Knowledge / Skills / Abilities / Experience

Salesforce customer relationship management (CRM) platform

Microsoft Excel proficiency

Microsoft Teams proficiency