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Channel Manager Wholesale

Job Purpose 

The Wholesale Channel manager defines the most sustainable, secured and profitable path to get to the end user, aiming to develop our channel footprint across the regions, with the optimal target to create value throughout the whole chain (both for Bridgestone and for our Partners).

  • Main duties are:Define the EU ‘go-to-market’ strategic framework for Wholesale channel
  • Support the regions in adapting the ‘go to market’ strategic framework for Wholesale channel
  • Develop and share Pan-EU toolbox for Wholesale channel
  • Participate, support and supervise the regional implementation

Job Description

  • Understand Market dynamics (markets needs and trends) in close relationship with the Market research team and the regions
  • Define the EU framework of “Where to play” in the Wholesale channel
  • Identify channel participants (customers) and their strategic position in the channel
  • Define Bridgestone’s tactics towards those channel participants
  • Identify the customer’s value/profitability by utilizing tools such as the Value Chain and cost-to-serve analysis
  • Define channel participants (customers) prioritization
  • Identify pan-EU “white spots” that we could serve more effectively through a wholesale partnership
  • Define the EU framework of “How to win” in the Wholesale channel
  • Identify and assess the channel characteristics to be able to play in the winning channels
  • Identify market participants (e.g. competitors), their go to market approach, their operating model and their key factor of success to win
  • Define our unique sustainable value proposition to go to market (using different levels of lock-in mechanism: strategic partnership, joint ventures, exclusivities…)
  • Define the strategic framework (“where to play and how to win”)
  • Adapt in close relationship with the regions the ‘go to market’ strategic framework taking into account the country/region maturity
  • Define the business proposition [“Give & Take”] as well as the required development & harmonization plans for the wholesale channel
  • Develop and share Pan-EU toolbox (best practices, process & methodologies) for the wholesale channel to support the action plan
  • Participate, support and supervise the regional implementation of the plans and toolbox
  • Ensure highest Product availability and visibility for strategic channels/customers
  • Participate in the definition of best in class standards for customer service and claim handling, reflecting our go-to-market strategy



Major/subject:  Degree level expected: min. university degree / business school level 

Professional Experience

  • Industry: Consulting, FMCG, Wholesaler, Automotive
  • Function: Process/Strategy/Supply consultant or Channel Manager or Strategic function in Supply Management
  • Years of experience: at least 10 years

Personal attributes

  • Strategic mindset [Helicopter view]
  • Customer oriented
  • Analytical oriented
  • Good interacting skills (ability/credibility to talk to senior regional management)
  • Team spirit
  • Entrepreneurship; Leadership.
  • Business minded
  • Cross Functional Team (CFT) approach.
  • Strong communication skills
  • Critical but objective and open minded;
  • Analytical skills, precise, rigorous and familiarity with numbers;
  • Ability to plan, organize and meet deadlines;
  • A  manager with very strong values and behaviors in line with Bridgestone’s behavioral expectations (= Involvement, Commitment, Ownership, Teamwork, & Flexibility )


English is required, any other European language is welcome. 

View all Job Opportunities
Job Family Sales and Marketing
Level of Experience Experience required
  • Belgium (Brussels)
Required Language
  • English
Duration Contract of Undefined duration
Working Hours Regular
Posted Date 10-06-2016