Director, Channel Marketing

Job Summary

The Director, Channel Marketing for North America is responsible for leading a team of Channel Marketers driving on-strategy brand growth that meets customer business needs across our portfolio of sales channels including Mass, Food & Drug, OSS, Commercial, PFS/IDC And E-Commerce. In this role, you will lead a team of 15, across multiple ACCO locations, with a focus on on-strategy profitable growth. The team will work cross functionally to define, develop, direct, facilitate and implement innovative marketing programs, seasonal reviews, sales promotions and merchandising/fixturing programs to help achieve our revenue targets in North America. 

Reporting to the VP, Work, Wellness, and Growth Enablement and as a member of the Marketing Leadership Team, the individual in this role will ensure the team works closely with their Account Lead and Channel Sales counterparts, as well as Operations and Finance.  The Channel Marketing leader and team help to shape the annual programming approach across key customers understanding the brand strategies and facilitating growth opportunities that also meet the strategic needs of key customers and key verticals

Responsibilities

• Establish and maintain the team to determine Ways of Working Norms and best practices and developing three-year roadmaps for our key growth channels: Food & Drug and E-Commerce.
• Develop strategic channel plans to maximize on-strategy top and bottom-line growth targets.
• Develop strategic Sales Enablement Materials and Tools that facilitate on-strategy business growth and support the Sales Team in their endeavors.
• Ensure optimal in-store merchandising tools sets for broad channel usage that drive incremental sales and higher turns.
• Partner with the Analytics COE to analyze customer program performance and determine optimal mix of programs, (i.e., consignment strategies, fixturing support based on the assessment of profitable options). Determine channel promotions in-store, online, in catalogs, on TV and/or on reseller internet and set calendar of promotional events across accounts to maximize profits.
• Leverage Creative Services team to develop annual Sales Enablement toolkit and ensure customized materials provided for key Trade Shows across verticals.
• Partner with Work & Learn Portfolio Marketing leads to develop annual B2B Sales Meeting content and ensure agenda is in line with strategic business goals.
• Develop strategic channel, account, and business plans to maximize reseller channel sales and profits including opportunity analysis and timing and magnitude of new business development opportunities.
• Lead a highly cross-functional effort to gain maximum category purchase incidence, brand penetration and net margin contribution with customers in all segments of the reseller distribution channel.
• Serve as an expert, consultative resource for reseller channel marketing, sales promotion and merchandising program design and development. Tactically, serve as the primary owner and driver of specific reseller channel campaigns and initiatives.
• Establish strong leadership role with Work & Lean Portfolio Teams by developing and communicating customer/channel specific product, pricing, volume and promotional /merchandising needs. Tactically, by driving the implementation and execution of programs through and with the ACCO Sales Team.
• Provide leadership for reseller channel product introduction and new product launch for ACCO products. Request the creation, preparation and release of collateral materials, sales tools and programs related to the field's introduction of products, sales promotions and merchandising programs. Communicate promotional needs to Creative Team and determine the cost, quality and timing of the communication tools.
• Keep abreast and communicate openly to others regarding trends in marketing, sales promotion and merchandising and competitive information in all reseller channels. Participate with Senior Leadership Team at ACCO to influence the long-term Strategy Planning process.
• Influence and participate in Account Level Contract Negotiations with ACCO to maximize growth and profit potential.
• Lead the channel team development to drive results in a matrixed environment. Develop channel team competency and alignment with Brand, Product, and Sales Teams.
• Must be able to travel approximately 30% of the time.

Qualifications

• Bachelor’s degree in Marketing or Business (MBA preferred) or comparable experience.
• 10-15 years’ experience in Brand Marketing and Product Management. Experience in CPG and Omnichannel Sales preferred. 
• Extensive knowledge of reseller distribution network, marketing, sales promotion and merchandising.
• Significant experience with category management, planograms, fixturing and promotional planning.
• Strong experience with analytics, forecasting, managing a sales/marketing budget, driving sales to high gross margin products and managing all the elements of the P&L. High comfort in explaining and understanding the key levers for success.
• Excellent understanding of integrated program development process and general marketing expertise.
• Strong strategic thinker, problem-solving, decision-making, judgment, flexibility, oral and written communications, organization and inter-personal skills required.
• Ability to effectively lead and motivate a team of consultative style sales and marketing professionals.
• Capable of working dynamically within a cross-functional team environment.
• Results oriented, high energy style and driven to succeed.
• Must be able to travel approximately 30% of the time. 
• Willingness to work a hybrid-schedule (Monday, Tuesday, Wednesday in-office days). 

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