General Manager, Retail & Ecommerce Segment (5495)

Broan-NuTone leads the residential ventilation industry in North America with our innovative products, fulfilling our mission to improve people’s lives through better air. We are present in more than 110 million homes in North America and are proud to move almost 13 million cubic feet of fresh air per year. Our 2,000 entrepreneurs operate in four countries, and our quality products are made by five manufacturing facilities we own and by trusted supply partners. Our leading brands include Broan, NuTone, Zephyr, Best, Venmar, and vanEE.

At Broan-NuTone we are all about growth, so we have a one-page Growth Agenda that serves as our true north at all levels in the organization. Founded in 1932, Broan-NuTone is the largest company in Madison Air, one of the world’s largest privately held companies with 8,000 entrepreneurs, $11 billion in enterprise value, and 42 manufacturing facilities in 11 countries around the world. Madison Air’s mission to make the world safer, healthier, and more productive through the transformative power of air brings us all together. We are also passionate about our culture that promotes safety, innovation, growth, a bias for action, and building trust.

Business Job Title: General Manager, Retail & Ecommerce Segment

Summary: Manage the P&L and direct all aspects of daily operations, the growth/transformation agenda, and set the future vision for the segment. This role requires a transformational leader who drives commercial excellence, sets high-performance expectations, ensures follow-through on commitments, and builds followership with transparency, integrity, and authenticity. The leader’s main remit will be to continue transforming the segment from a “selling” organization to a business unit that builds indispensable partnerships with our retail customers and drives profitable growth. This implies several shifts, including:

• adopting a General Manager mindset and approach across the sales team,
• assuming full P&L accountability,
• building out an internal and joint business planning capability,
• driving the use of data & analytics to create value,
• influencing and leading all the functions relevant to building the partnership,
• building out our omni-channel capability and innovation launch execution,
• upgrading the execution at shelf (“the first moment of truth”),
• developing category-management capabilities,
• driving a capability-building agenda for the team.
  
  

Team: The retail team partners with customers in the home improvement channel (e.g., The Home Depot, Lowe’s, Menards), e-commerce (e.g., Amazon), and club (e.g., Costco). Its geographic scope includes the U.S. and Canada. The retail team is responsible for the sale of all product categories (exhaust ventilation, kitchen ventilation, fresh air systems, and parts), with direct product management and engineering of kitchen ventilation, and a collaborative approach with our Pro team on exhaust ventilation and fresh air.

Job Responsibilities

• Provide strategic direction and further sales expansion and margin optimization within market.
• Innovates to deliver the plan – ways of working, meeting cadence, commercial game plan, retailer segmentation, sales incentives, trade investment planning etc.
  
  

Strategic & growth leadership

• Business Transformation: aligns with Broan-NuTone’s Growth Agenda, defines a Growth Agenda for the team (including growth bets and enablers), and leads its execution. Build strategies for sustainable growth. Develop an Innovation mindset across team to enable long term growth.
• People Leadership: builds the future, ignites passion, energizes, builds capabilities. Develops a capability-building roadmap and prioritizes its execution. Drives a Culture of Accountability.
• Indispensable Partnership building: establishes Broan-NuTone as the preferred vendor by building indispensable partnerships with customers by focusing on strategic vision, collaborative innovation, and execution. Works closely with customers’ leadership at all levels and functions. Relentlessly pursues Category Captainship at each retailer.
• Strategic leadership & execution: work with sales leader to define clear portfolio roles for each account (i.e., doesn’t treat all accounts the same). Work with Engineering and Marketing leaders to continuously review and adapt our product positioning, packaging, and pricing strategies to achieve highest possible long-term market share.
• Omnichannel: develops a fact-based understanding of the customer journey and leverages it in an omnichannel way to deliver brick & mortar and digital growth. Drives the adoption of robust, data-driven omnichannel capabilities in all accounts.
• Data, analytics, and insights-driven leadership: makes data & analytics a core competency across team. Understands and anticipates competitive threats, while building core capabilities for the future. Leverage insights on environment, consumers, and customers to deliver value now and in the future. Ensures the adoption of Category Management practices.
  
  

Operational Leadership

• Delivers (and exceeds) the business plan, including financial, market-share, innovation performance, measured by agreed KPIs. Competes aggressively and with healthy sense of urgency to deliver predictable, profitable, and sustainable growth, profit, and operational cashflow. Constantly analyzes sales and other results versus plan and adjusts to attain or exceed it, while managing sales and distribution mix and balancing brand and financial objectives.
• Financial leadership: manages trade-spend and other investments judiciously and with an ROI-approach to drive profitable growth. Constantly pursues strategies to turn investment into “working dollars” that deliver the highest possible impact for the business, including a robust pre- and post-promo analytics approach. Understands that growth has to be profitable and that implies different portfolio roles for different retail partners; operationalizes this with the team. Embraces data-driven revenue management to maximize value creation. Drives an expansive view of financial results, including net sales, EBITDA, working capital, Operating Cashflow, etc.
• Works cross-functionally with Manufacturing, Supply Chain, Finance, Revenue Management, etc. to find the right solution to meet both Broan-Nutone’s and Customer’s objectives. Owns all dimensions of the partnership, including service levels, inventory, terms. Maintains operating budgets/sales forecasts, and manages the overall sales, including customer scorecards and tracking.
• Builds an indispensable partnership day-to-day: maintains deep knowledge of customer’s goals and objectives, ensuring alignment with what is important to them and understanding how this could impact the business. Drives a mutually beneficial relationship, constantly finding “win-win” solutions. Brings the retail partner along for the journey (e.g., developing a joint business plan and reviewing it regularly; innovation summits), while solidifying Broan-NuTone’s market leadership. Maps key relationships at all levels and all functions and develops and executes a plan to enhance.
• Leverages market and internal analytics to develop a retailer, customer, and market strategy in support of company objectives.
  
  

Relationships And Team

• Capability building & commercial excellence: constantly pursues commercial excellence by treating it as a continuous improvement journey. Frames a prioritized capability building agenda and makes its execution part of the day-to-day operation through coaching, shadowing, stretch-assignments, formal training, etc. Develop key capabilities to run, change, and transform the business, to deliver today and build the future. Makes negotiation planning, execution, and follow-up a core discipline.
• Culture: build a diverse culture that transforms talent, builds trust and accountability, and enables a compelling workplace and team environment, where people can maximize their performance, potential, and engagement.
• Superior leadership and collaboration: successfully lead and inspire direct reports and team, but also lead, work with, and influence other key functional leaders/teams in the organization.
• Talent: spearhead the recruitment, motivation, development, and retention of top talent who can deliver sustained and profitable revenue growth and market leadership today and tomorrow. Continuously evaluate the skills and effectiveness of the team and instill a general manager mindset and a culture of entrepreneurship, bias for action, trust, high-performance, accountability, teamwork, and development to achieve the goals of the organization and provide our people with opportunities to learn, grow, and thrive.
  
  

Critical Experiences/skills Needed For The Role

• Entrepreneurial with a bias for action and building trust; collaborative
• Results-orientation
• P&L Ownership (Including Retail, Channel, Customer); financially-driven decision making
• Lead and operates with revenue generation mindset.
• Customer management across multiple channels; experience with multiple channels and customers
• Digital/e-commerce acumen
• Ability to create and execute customer/channel strategy
• Category management experience
• Manage operational elements to deliver current and future results
• Competitive assessment (constantly scans the market for competitive threats and opportunities)
• Leverage data & analytics to understand sales trends, customer/consumer behavior, and competitive landscape; translate business assessments, trends, and insights into actionable solutions
• Development of 1-3 year AOP or strategic growth plans with favorable results
• Strong understanding/cross functional experiences preferred in Marketing, Finance, Supply Chain, Strategy, etc. to deliver enterprise-wide solutions
  
  

Job Requirements

• 10 years experience in progressive and retail-oriented sales/sales leadership roles; experience in the home improvement channel and in e-commerce is a plus
• Bachelor’s degree required; MBA preferred
• Strong collaboration, influencing, and negotiation acumen
• 5 years experience general management/P&L experience
  
  

Physical Requirements

• Must be able to travel frequently between the US and Canada
  
  

At Broan NuTone, we take pride in offering exceptional benefit packages and a highly competitive pay structure to our employees. Our comprehensive benefits include health, dental and vision insurance, company paid life insurance, disability insurance, retirement plans, paid time off, wellness program, education assistance, parental leave, and employee assistance programs. In addition, we provide a competitive pay structure that rewards our employees for their hard work and dedication, ensuring that they are compensated fairly for their contributions. Join our team and enjoy the peace of mind and financial stability that comes with our outstanding benefits and competitive pay.