Director Dealer Development - Central

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 Director Dealer Development- Central

This role is accountable to growing revenue for MillerKnoll through our dealer channel in an assigned Area. Responsible for partnering with dealer principals and their teams to establish durable, sustainable, high performance dealerships that are fully aligned with MillerKnoll. Acts as a key liaison between the dealer and MillerKnoll Channel Performance team, Corporate (West MI / East Greenville), the Area Vice Presidents, Sr. Regional Sales Directors and their Field Sales Teams. Works at the direction of the Senior Vice President of Channel Performance and Strategy for the North America Contract business unit. Maintains a primary focus of building high performing dealers via the following : annual growth strategies, continuity / succession planning, sharing best practices, and building dealer competencies both generally and in functional areas including sales, design, marketing, operations and finance. The role will also be responsible for maintaining a full market competitive analysis. This includes facilitating M&A and business succession, dealer additions, dealer exits, and performance management of dealers.

Essential Functions

Assures there are Dealership succession plans / ownership transitions in place a proactive manner and in accordance with required performance metrics.

Facilitates the various requirements for Herman Millers Certification and Dealer Excellence Programs. Insures that applicable dealers meet certification requirements annually and conducts regular reviews. Follows up on action items to include but not limited to all on-going improvement programs. Ensures that all related Certified Network Service Tools, such as the Customer Satisfaction and Service-Net, are thoroughly utilized.

Monitors all annual performance metrics and facilitates action plans when and where required. Marshalls the appropriate corporate resources to address specific issues with a dealer based on poor performance. Conducts regular review with dealer principal of capability, total scorecard and certification.

Monitors and participates in all contract compliance issues : i.e. trading areas, authorized customers, upholding MillerKnoll Code of Conduct, etc. Navigates challenges effectively; this include the address of inappropriate activity and facilitates audits when applicable.

Monitors Dealer Sales and Business Plans with both Dealer Management and Regional MillerKnoll Sales Team on a regular basis.

Oversees related customer / dealer complaints. Manages dealer conflict, in conjunction with appropriate resources, where appropriate. Participate with any related customer / dealer complaints.

Participates in Annual Sales Planning process in conjunction with Regional MillerKnoll Sales Team and the MillerKnoll Dealer with the purpose of ensuring dealer sales performance is in line with company growth and revenue targets. Provides appropriate communication / documentation when and where needed.

Partners with the broader Distribution Team on strategy creation / execution, and advancing strategic initiatives within MillerKnoll.

Responsible for marshalling the proper resources from the broader MillerKnoll Distribution Team to consult with dealers on their area of expertise.

Responsible for the business relationship with MillerKnoll Corporate, Dealer Management and Regional MK Sales Team. Participates in related meetings, forums, planning sessions as required. Contributes to the Dealer Partner Advisory Council & partners with Channel Leadership to build out meeting agendas.

Reviews and analyze market "footprint" to determine proper distribution strategies. Understands and informs partners of competitive landscape. Assures there are the right number of dealers per market to achieve corporate market share and volume targets. Facilitates ISO Add / Delete policy and procedure if and where required.

Performs additional responsibilities as requested to achieve business objectives.

Qualifications - Education and Experience

Bachelor's Degree in Business Administration, Finance, Accounting or Economics or equivalent professional experience required; M.B.A. or Executive Education courses preferred.

Seven years of experience working / managing within and / or supporting channel / distribution networks.

Five years of B2B sales experience preferred.

Five years in office furniture industry with dealer leadership experience preferred.

Skills and Abilities

Demonstrated understanding of distribution models.

Demonstrated understanding of dealer financial models and reporting.

Ability work collaboratively and to teach, coach, monitor, and influence key stakeholders.

Must be able to exercise independent judgment, possess strong decision-making and problem solving skills.

Exhibits a high level of personal and professional integrity due to corporate insider knowledge, customer confidentiality and liability risks.

Successful experience with change management principles and demonstrated ability to drive and manage the change process, from strategic planning through implementation and follow-thru.

Ability to effectively use software and tools used in the MillerKnoll office environment.

Ability to think strategically and execute tactically.

Expert communication skills, e.g. verbal, written, interpersonal and presentation.

Must be financially literate and possess business acumen.

Requires up to 50% travel in the assigned geography.

Who We Hire?

Simply put, we hire qualified applicants representing a wide range of backgrounds and abilities. 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.

Compensation range for this role is $150,000.00 - $200,000.00. Relevant salary considerations will include candidate qualifications and experience, other business / organizational needs and market factors . You may also be eligible to receive a geographic premium, annual discretionary incentive and equity awards which are subject to the rules governing these programs. The company offers a full spectrum of benefits including Medical, Prescription Drug, Dental, Vision, Health Savings Account, Dependent Day Care Savings Account, Life Insurance, Disability and Other Insurance Plans, Paid Time Off (including Vacation and Parental Leave), Holidays, 401(k), and Short / Long Term Disability, in addition to other special perks reserved for our associates. This organization participates in E-Verify Employment Eligibility Verification. In general, MillerKnoll positions are closed within 45 days and are open for applications for a minimum of 5 days. We encourage our prospective candidates to submit their application(s) expediently so as not to miss out on our opportunities. We frequently post new opportunities and encourage prospective candidates to check back often for new postings.

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 careers_help@millerknoll.com.