Head of Channel (Merchants)

ADEY, the market leader in the provision of residential water treatment products for closed loop heating and cooling systems in the UK, is looking for a Head of Channel (Merchants) to join the team. Part of the Genuit Groups’ Climate Management Solutions (CMS) business unit, ADEY has ambitious growth plans to continue protecting the world's heating and cooling systems, to have a positive impact on the environment and people's lives.

The role is accountable for managing all merchant and distributor accounts for the Residential and Commercial channels for ADEY in UK and Ireland, delivering sustainable revenue, increased market share and customer satisfaction. The Head of Channel (Merchants) will be responsible for leading a team of Account Managers to deliver the merchant and distributor sales performance, working with the Residential and Commercial teams to activate larger branches. This role will also lead internal sales managing local independent merchants.

As a member of the Sales leadership team, they will be responsible for developing and driving the strategic intent of the business. They will be responsible for maintaining and developing relationships with key customers and stakeholders at a senior level. The Sales Lead will lead, motivate, coach and guide their team to deliver the company sales and margin ambition.

• Lead a team of Account Managers to develop relationships, term negotiations and overseeing sales performance of national accounts and distributors.
• Lead internal sales to manage local independent merchants.
• Co-ordinate with the Residential team to activate larger branches of merchants.
• Maintain and expand customer base by coaching team; maintaining and growing relationships with key customers; identifying new opportunities.
• Meet channel sales & financial objectives forecasting requirements; preparing an annual budget; scheduling expenditures; analysing variances; initiating corrective action.
• Develop the channel strategy and implement tactical sales plans.
• Identify new customer, market and product opportunities, working with Marketing team to develop and execute.
• Champion the voice of the customer for your channel, ensuring ADEY’s solutions meet evolving market needs.
• Price management: Drive continuous improvement in our pricing structure and tools, linking in with the Sales Director (Domestic Markets) and Finance Director.
• Demand forecasting: Take ownership of customer forecasting for the channel, sharing information with the Sales Director (Domestic Markets) and Operations to inform the S&OP process.
• Represent and promote the ADEY brand, culture and uphold the company’s trademark behaviours.
• Maintain an inclusive and strategic relationship with Marketing and ensure we align our activities in supporting our key customers, facilitating the Merchant network ‘pull through’.
• Achieve the required targeted Sales Growth and profitability target as set by the business.
• Maintain and develop information platforms relating to ADEY trade route to market.
• Work with the training team to ensure a plan is in place to ensure merchants and distribution partners are continually up-to date with ADEY products and business tools.
• Deliver presentations professionally, confidently and effectively to new and prospective customers promoting ADEY’s products, services and brand values.
• Time management - Organise appointments in advance to maximise productivity and to make full use of your time.
• Record all meeting Objectives/ Outcomes and keep all Customer details up to date via CRM making full use of the system by maximizing its tools (reporting, diary management).
• Manage the ‘Corporate Hospitality’ budget effectively and in line with the Companies expenses policy, to maximise sales opportunities.
• Attend events, evening and weekend work will be required.
• Attend all required Sales Meetings.
• Complete required reporting to the business, promptly and with the required detail.
• Ensure all team members are following company procedures.

• Proven experience of key account management.
• Experience of people management.
• Proven track record of exceeding sales targets on a regular basis.
• Proven track record of delivering against KPIs.
• Proven experience of dealing with a wide variety of people in a customer care environment.
• Ability to work cross functionally and manage internal stakeholders.
• Experience of people management or as a minimum the potential and desire to develop this skillset.
• Knowledge of the heating and plumbing industry.
• Confident in all Office 365 applications.
• Always demonstrates total integrity.
• Empowering others – delegation of trust, correct controls, feedback, communicate accountability and responsibility.
• Dynamic individual who can maintain and develop lasting relationships.
• Effective communication skills with the ability to deal with people at all levels.
• Excellent organisational/ time management skills.
• Energetic with a strong work ethic and drive.
• Commercial Acumen.
• Adaptable to change.
• Trustworthy.
• Team player.
• Ability to work autonomously.
• Flexible - Willing to work evenings and weekends.
• Resilient - Can manage conflict effectively.

• 25 days holiday, plus bank holidays.
• Pension contribution matched up to 8%.
• Life Assurance 3x base salary.
• Private health scheme.
• Genuit sharesave scheme.

Here at the Genuit Group we recognise and develop the contribution our people make to the Group’s success and are committed to attracting talent from the widest pool. We have a role to play in making the built environment more sustainable, building a low carbon business ourselves as well as delivering sustainable solutions at scale.