Channel Development Junior Manager

Job Description:

The Channel Development Manager is principally responsible for growth and development of our Brazil channel network. This role will work closely with Sales, Customer Support, and Aftermarket peers to develop and execute a channel strategy that will ensure success of regional sales objectives and growth iniatives. This includes growth of our existing coverage (by product, by vocation, and by geographic area). At the same time, the role will leverage published Allison standards and channel metrics to promote continuous improvement within the existing channel, monitored through a metric-based approach. This role will build relationships with our channel partners, identifying opportunities for mutual growth, while providing training and education on common Allison practices and helping resolve daily operational issues within the network.

Key Responsibilities: Develop and then execute an overarching channel strategy to support growth and development of the Brazil channel, aligned with Sales objectives and growth initiatives. (SMART…) Must be time- and metric-based to ensure we have a measure of success. Must be creative, given the unique market dynamics within Brazil and growth opportunity relative to our current stake of business. Work with channel partners to identify mutual opportunities for growth and then partner with sister functions to execute (e.g. Parts sales programs). Utilize Allison’s Customer Relationship Management system (Allison 360) for reporting / activities. Support timely resolution of channel operational issues, such as Warranty claim submissions, Service Policy Manual adherance, and contract questions, Work with the team and customers to identify potential channel partners. Evaluate said channel partners, based on their ability and commitment to appropriately represent the Allison brand (including meeting customer expectations for responsiveness and technical competence) and uphold contract terms. Manage channel contracts. Develop time table for renewal of channel agreements and schedule for evaluations as required for the International channel performance program. Coordinate with channel partners to develop their business plans, while ensuring accountability for execution. Working with channel partners to develop and execute performance improvement plans. Plan and support regular customer (fleet / OEM) visits in the AOR to support the sales process by articulating our channel strategy. Support trade shows as required. Create and lead a dynamic team to create an inclusive and collaborative work environment. Monitor, evaluate, and provide regular feedback on partner performance. Drive partner engagement and retention initiatives to maintain a motivated team – positively represent corporate communications to influence outcomes that support business strategies.

Key Performance Measures: Preventing loss of sales due to inadequate or poor service network coverage and capability. Timely and professional issue resolution.

Consistently measured improvement in channel performance program metrics. Consistent increase in brazil channel capability and footprint, aligned to support key sales objectives and growth initiatives within the country

Competencies and Behaviors: Is widely trusted by others to deliver on the what they commit to in a timely manner. Thinks through the consequence of actions with different stakeholders. Challenges status quo and finds creative solutions, has a bias for change, is eager to learn, is a self-starter and suggests innovative solutions that bring value to the organization. Is seen as a team player and cooperates with others within and outside own functional area and puts personal interests aside to achieve goals.

Qualifications: Bachelor Degree (preferred) or extensive industry experience in this field Proficiency in Portugeuse and

Advanced English

Communication Skils (technical, written, and oral)

IS MANDATORY Proficiency in Spanish is a Plus!

Experience: 5+ years experience in the commercial or automotive vehicle industry Channel Development background preferred / Channel (dealer or distributor) associated experience required Proven track record for building and maintaining relationships with customers Ability to travel frequently Ability to work alone with minimum supervision, self-motivated and takes initiative

Scope Factors Responsible for managing our 20+ current dealers and the need for aggressive channel growth within the country of Brazil. In other regions, we have a two-tier network where the team manages fewer touchpoints and we have distributors responsible for cultivating their assigned area of responsibility.This person will be responsible for directly managing our dealer network in lieu of the normal tiered distribution.They will be responsible for development and execution of a strategy to grow the network, despite strong headwinds created by severely low volume of product in Brazil (leading to very long / no return on required investments).Along with the volume challenges, the current dealer network is extremely poor performing, yet not easy to replace.Ultimately, this strategy is critical to volume growth in the high-potential Brazil market.

Travel or Physical Demands: Up to 75% travel, depending on business needs.