Senior Manager, B2B Channels

Would you like to build your career brick by brick? Learn more about this opportunity to boost the growth of the markets, channels, the business and of course yourself

Get into the playground with your knowledge and experience to build the commercial B2B channel plan within APAC region by translating and aligning with the global commercial strategy.
- No relocation support will be available for this opportunity. _

**Core Responsibilities**

The Regional B2B Channel Lead will primarily focus on Grocery/ Hyper and Toy Specialists BUT will have overall responsibility for all B2B channels where the bulk of Consumer Sales derives from Bricks and Mortar stores (plus Omni-channel where relevant). Responsibilities to include:

- Implement global and regional Channel Strategy and direction into the APAC B2B Channels Integrated Commercial Plan (ICP) and then govern delivery via ongoing performance tracking
- B2B Relates the B2B Bricks and Mortar Omni-channel performance to wider APAC and global performance, identify an act upon trends to mitigate risks and realise opportunities
- Support delivery of channel plan(s) by demonstrating in-depth channel expertise from APAC Region and from relevant cross-channel and global best methodologies
- Lead action planning for any mitigation vs plan if/when B2B Channel(s) performance is off track vs agreed commercial commitments
- Develop and implement strategic commercial projects in relation to the markets and channels and contribute to the APAC RCD agenda as part of the Regional team
- Proactively establish and engage the network(s) of BU channel leads to ensure they have the tools and support to deliver on commercial commitments for B2B Channels plus build accountability for BU execution of regional plans
- Act as APAC B2B Channels lead to the Global Channel and Sales Management team through participation in Global forums, feeding in the needs/requirements of APAC (to ensure our voice is heard) and supporting future channel strategy development
- The B2B Channel Lead is expected to be an expert within the specific channel(s) scope and be able to advise local teams on commercial execution, support with planning, build capability and own consolidation of findings across all markets/globally
- Set the regional commercial direction for B2B channel (based on global direction)
- Lead all APAC projects that relate to B2B Bricks and Mortar Omni-channel
- Responsible to drive channel expansion, including white space relating to their channels (where relevant and inline with the MG commercial plan)
- Drive Market Group test and learn programs related to B2B Bricks and Mortar omni-channel; scale findings across region and wider when relevant
- Own the space growth agenda for B2B in APAC; building a proactive approach to expand LEGO Brand impact in Bricks and Mortar stores
- Own the Bricks and Mortar retail execution agenda in APAC; ensuring BU RCD are clear on expectations, driving diligent planning, and tracking performance
- Customer pulse action planning at channel level, building a prioritised set of risks/opportunities to be addressed to ensure strong customer consensus

The B2B Channel Lead will engage cross functionally, and Globally, Regionally, Locally with main interfaces as follows:
**BU Regional Commercial Development (RCD) Heads**
- The channel SME will advise the RCD Head on all topics relating to B2B Bricks and Mortar omni-channels globally and regionally
- The channel SME should work with the BU RCD Head and in-market Channel Leads to identify and drive opportunities to enable improved commercial return
- The channel SME should lead action planning for the full region and scale opportunities across the APAC region where they would make valuable contributions, with support from Channel Leads and BU CD Head

**BU B2B Channel Leads and KAMs**
- The channel SME will collaborate with BU channel leads to improve commercial operations and performance with the aim of delivering the ICP in each BU and at regional level
- BU Channel leads will get in touch with RCD B2B Channel Lead to receive advice (e.g. top-tier methodology) on their business or to advance unmet needs in their commercial toolbox

**RCD Functional SME’s: Rev Management, Channel Strategy and Portfolio Management**
- Functional SMEs facilitate the planning and deployment processes. They engage with the RCD B2B Channel Lead for inputs as they build plans, ie. the RCD B2B channel SME will consult from a B2B Channel perspective

**Global Commercial Development (GCD) - Global Channel Management**
- The RCD B2B Channel Lead will engage with global channel management lead(S) (e.g. via monthly Channel meetings) to receive direction, inform of recent developments, flag new trends, assess commercial performance vs ICP; and are responsible to elevate challenges or requests for global support

**Play your part in our team succeeding**

The APAC Regional Commercial Development (RCD) function is responsible for translating th