Strategic Key Account Manager

Dyson is a global technology enterprise. We solve the problems others choose to ignore, with surprising new inventions that defy convention and simply work better. We’re driven by progress and thrive on the challenge of relentless improvement. We’re growing fast and our ambition is huge – more categories, more locations and more people.

About the role

As the Strategic Key Account Manager GB&I you will lead on high profile National Accounts within Hair Care, ensuring outstanding execution and sales growth whilst identifying the shopper trends and retailers where our audience shops. Commercially focused, you will use your negotiation and influencing skills to develop a strategic annual account plan that sets out the key objectives for DYSON and the retailer with ongoing planning of up to three years.

As our product portfolio expands, our retail landscape must transform in order to deliver the vision of our DYSON’s ambitious growth targets. You will set the strategic vision and outline clear objectives that will deliver high value growth and strong return on investment for DYSON Sales and the category.

This role can be done in hybrid mode (3 days from home + 2 days from Bristol office)

Key responsibilities

Deliver a vision and strategy to drive transformational growth on your retailer account base.

• Anticipation on changes in the retail landscape, shopper behaviour or competitors and develop a 360-degree business plan to ensure future profitable growth

• Collaborate closely with other functions such as marketing, finance, operations and group functions to align your retailer plan with other departments.

Deliver sales and profitability targets

• Deliver sales and gross margin targets in line with budget

• Agree, update, communicate and administer all areas of the promotional planning cycle

• Deliver an accurate twelve-month rolling forecast that accounts for sales trends, promotions, seasonality, distribution changes, NPD and product exits

• Manage a promotional budget in line with forecasts and retail activity plan

• Understand retailer profitability through the regular use of a retained margin tracker

• Align the organization to your account and negotiation objectives, with an agreed timeline of deliverables

Achieve the highest standards of execution for the DYSON brand online and in stores in line within Selective Distribution agreements

• Maximize shopper and consumer understanding through effective category management and retail activation.

• Communicate retail activity plan to the field team and provide the field with the necessary tools to guarantee high levels of execution

• Use data regularly from Internal and external sources to improve compliance and in store standards working closely with our Retail Activation and COE team.

• Ensure that NPD roll out across the retailer footprint is of a high standard

• Work closely with retail activation team to identify best locations for DYSON fixtures and to ensure ROI

• Responsibility to drive the ecommerce equation (traffic, conversion, AOV, sales) on the retailer website and champion an FMCG mindset

Deliver compelling, well thought through and inspiring presentations to the retailer

• Construct ‘Winning Customer proposals’ as part of the Customer Business Meeting Sequence

• Hold regular face to face meetings with retailer commercial teams

• Organize and deliver Quarterly Business Reviews between senior personnel at DYSON and retailer

• Work with internal departments to drive through agreed customer initiatives.

• Align the organization to your account and negotiation objectives, with an agreed timeline of deliverables

Influence internal and external stakeholders with impact to deliver results

• Establish and maintain effective ways of working with Field Sales, Marketing, Operations Team and other key internal stakeholders to deliver joint success in a matrix focused structure.

• Ensure Supply chain KPI’s and efficiencies are set and delivered against.

• Handle objections and hold other key stakeholders to account to meet targets and deliver joint activities whilst maintaining relationships.

• Deliver clear, concise, motivational and influential communication through multiple mediums (spoken, email, 1:1, group, presentation)

• Play a pivotal role in networking and collaborating across the EMEA account management teams, having your voice heard and sharing best practise.

Engage and pro-actively support with other duties as required whilst adopting DYSON behaviours and maintaining the GB Sales Identity.

About You

• Strong experience in Account Management within the beauty market with national accounts P&L ownership

• Premium sales background in high end FMCG markets preferable

• Experience in Beauty category is essential

• Familiarity of working in Selective Distribution frameworks

• Excellent team-worker with drive and enthusiasm with a collaborative style

• Can work independently in a matrix organisation

• Worked with and contributed to a high performing sales team

• Has been exposed to and owned senior level account negotiations

• Evidence of budget control and forecasting across multiple product lines

• High level of financial acumen and commercial awareness

• Proven oral, written, telephone and presentation skills, particularly in the English language

• Computer literate with knowledge of all Microsoft Office applications, especially Excel & PowerPoint

• Demonstrable analytical skills

• Good influencing and stakeholder management skills

Benefits

Financial benefits:

• Performance related bonus

• Company paid Life Insurance

• Discounts on Dyson machines

• Competitive pension scheme

• Flexible benefits programme with a growing range of voluntary benefits, including the ability to purchase additional holidays

Lifestyle benefits:

• 27 days holiday plus statutory bank holidays

• Secure bike parking

• Free lunch

Health benefits:

• Private Medical insurance for all employees

• Employee Assistance Program for employee and dependents

• Digital GP and prescription service

Dyson is an equal opportunity employer. We know that great minds don’t think alike, and it takes all kinds of minds to make our technology so unique. We welcome applications from all backgrounds and employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other any other dimension of diversity.