Business Unit Manager

Comp: Base $130K-$175K plus bonus

About the Role:

Reporting to the General Manager, the Business Unit Managers role with the company is a full-time position based in Philadelphia. This is an on-premises position (not remote). The Business Unit Manager is responsible for generating strategies and tactics that deliver continued growth and profitability within the business unit. People in this role frequently partner with cross functional groups across the company enterprise (Finance, Sales, Marketing, Regional and Branch Managers) to ensure that goals are accomplished.

Desired Characteristics:

• Analytical mindset
• Ability to understand complex technical products and their application
• Strong interpersonal and communication skills
• Outstanding organizations skills
• Coachable team player

Prior Experience/Qualifications:

• HVAC/R experience preferred but not required
• 10+ years product management experience with degree or- equivalent practical experience
• Familiarity with business analytics and financial analysis
• Proficiency with Microsoft Excel, Word etc. required. Advanced Excel, Analytics and SQL skills a plus.

Core Responsibilities of Business Unit Manager:

Duties include primary responsibility for managing the following:

Products Ongoing management of the HVAC/R components products offered for sale by the company and the related issues of inventory management including, but not limited to, product selection, purchase cost and stocking levels throughout company. Product responsibilities also include being the primary stakeholder for understanding changes in refrigeration products being offered for sale by manufacturers and adjusting stocking strategy accordingly.

Product, Inventory and Pricing:

• Establish appropriate product pricing in coordination with the Pricing Team.
• New products review and approvals
• Product Life Cycle management
• Target inventory levels for refrigeration product groups
• Solicit and monitor market pricing for competing products throughout the regions
• Overall product line margin management.

Marketing Shared responsibility with the Marketing Department for developing promotional programs for refrigeration component products through the branches, sales force and directly to markets (customers and prospects).

• Sales blitz development for refrigeration products
• In store promotional materials development and distribution (banners, displays, etc.)
• Rollout of vendor sponsored product promotions to field staff
• Spiff program development and administration
• Program rollout / communication to field staff
• Administration of reporting and payments
• Direct promotion to End Customers
• Via email and direct mail
• Product specific program development
• Coordinate / negotiate material development from the vendors

Sales Primary but shared responsibility with sales management and regional managers for developing sales goals for refrigeration component products for all segments of the sales force (Refrigeration Sales Specialists, broadline sales staff, national accounts sales staff and branch level sales programs with branch managers and countermen), developing and communicating specific sales strategies and programs, and monitoring results.

Vendor Relationships: Primary relationship with the refrigeration component manufacturers at all business levels (C-Suite to Product Management) to fully understand and plan the support of their products within the company.

• Program pricing negotiations annually or as needed
• Rebate and Co-Op program negotiation and tracking
• Other support funding (training, Value Added Events, catalog/website support)
• Distributor counsel / advisory representation where requested or offered by vendors
• Monitor vendor field support in branches and manage resources committed by vendors (for training, branch visits, large customer sales calls, etc.).

Staff Management and Development: Primary responsibility for managing the HVAC/R Components Product Manager (yet to be hired) including:

• Hiring and training Refrigeration Components Product Manager.
• Developing and monitoring the branch and customer specific account activity.
• Monitoring product sales results to better understand the effectiveness of companys sales programs and promotions.
• Coordination of activities with Regional Specialists.
• Customer and branch visits with Sales Specialists.

Supervise activity of refrigeration component buyers

• Matrix organization, not day to day management responsibility
• Ensure Regional inventory goals by product line are in synch with sales expectations
• Pre-season buy opportunity evaluation and execution
• Life cycle management of inventory position for product become obsolete
• Overall inventory level management responsibility (by line and region)

Training: Develop and manage a comprehensive sustainable training program for all Branch personnel that encompasses Refrigeration Components product knowledge as well as basic knowledge required to sell the product being sold by the company.

• Oversee content development of training programs/platforms to disseminate knowledge to both Internal and External Customers
• Oversee management of online training platform content