Sr Manager- Channel Marketing

The Opportunity:

The Senior Manager, Channel Marketing leads the strategy and execution of partner-facing marketing programs that drive sell-in, sell-through, and loyalty across distributors, manufacturer reps, contractors, and strategic accounts.

This role owns channel program design (MDF/co-op, promotions, SPIFFs, rebates), through-channel demand generation, and partner enablement to accelerate growth for residential and/or commercial HVAC portfolios. The lead partners closely with Sales, Product Management, Marketing Operations, and Training to plan and launch programs that increase brand preference, capture share at the counter and jobsite, and deliver measurable pipeline and revenue.

WHAT YOU WILL DO

Channel Strategy & Partner Growth

• Build the annual channel marketing plan aligned to revenue targets, product roadmaps, and regional priorities.
• Develop joint business plans with priority distributors and rep agencies; set goals, KPIs, and co-funded initiatives.
• Segment partners (tiering) and define benefits, incentives, and requirements to drive performance and loyalty.

Program Design: MDF/Co‑op, Promotions & Incentives

• Own MDF/co-op strategy, policy, claims, and budget governance; improve utilization and ROI.
• Design seasonal promotions, SPIFFs, rebates, and bundle offers for NPI and base business; ensure compliance.
• Coordinate with Finance and Legal on eligibility rules, claims auditing, and tax/regulatory considerations.

Through‑Channel Demand Generation (TCMA)

• Launch through-channel campaigns (email, paid/local digital, social, search, events) that partners can easily activate.
• Manage partner portal/PRM and TCMA platforms (content syndication, ad funds, campaign-in-a-box).
• Deliver localizable assets: counter flyers, landing pages, sell sheets, spec sheets, case studies, videos, and playbooks.

Partner Enablement & Training

• Drive contractor and distributor enablement: certification programs, webinars, and counter training with Sales/Training.
• Equip partners with sales tools (selectors, calculators, configurators) to speed quoting and close rates.
• Aligning with Service and Tech Support to ensure post-sale experience reinforces brand loyalty.

Events, Trade Shows & Local Activation

• Plan regional events (Utility/energy conferences, roadshows, counter days) to generate partner demand.
• Provide market development kits for branch-level activations and local lead capture.

Analytics, Insights & Continuous Improvement

• Build dashboards for MDF usage, campaign activation, MQL→SQL conversion, partner contribution, promo lift, and ROI.
• Use POS/ship‑through data, CRM, and marketing analytics to optimize mix, targeting, and offer design.
• Conduct win/loss and voice-of-partner feedback loops to refine programs.

Leadership & Cross-Functional Collaboration

• Lead and develop a team of channel marketers, coordinators, and/or agencies.
• Influence cross-functionally with Sales Leaders, Product, Finance, Legal, and Marketing Ops to ensure on-time execution.
• Manage agencies and vendors; enforce brand and compliance standards across all partner-facing materials.

QUALIFICATIONS

• 10+ years of marketing and/or communications experience, preferably in B2B or channel driven industries.
• Prior People management experience required
• Bachelor’s degree required; advanced degree preferred.
• Experience working with B2B channel partners such as distributors, manufacturer reps, and AECs (Architects, Engineers, Contractors).
• Retail media experience preferred.
• Big box retailer experience preferred (e.g., Home Depot, Lowe’s, Best Buy).
• Strong leadership presence with a positive attitude and high sense of accountability.
• Proven ability to manage multiple priorities in a fast paced, cross functional environment.
• Demonstrated creativity and a track record of developing effective marketing content and partner enablement materials.
• Excellent project management skills with strong communication and presentation capabilities.
• Advanced analytical skills with high proficiency in Excel, PowerPoint, and Adobe Creative Suite.
• Self motivated, proactive, and able to work both independently and collaboratively.
• Proven success with co-op/MDF, promotions, incentives, and through-channel marketing on scale.
• Experience with PRM/partner portals, TCMA, CRM (e.g., Salesforce), and marketing automation (e.g., Marketo/Eloqua).
• Strong analytical skills; proficiency with dashboarding/BI tools and POS/ship-through analysis.
• Excellent stakeholder management; ability to simplify technical content for contractor audiences.

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