Head of Channel Business Management & GTM Executions

Starting salary will be determined by experience and credentials

Chicago, IL

Description

As Head of Channel Business Management & GTM Executions (Control Tower), this senior level position with the Dyson US Sales will lead the Dyson US Sales team’s channel management, strategic planning and execution to increase sales, gross margin and company’s growth plan. You will work collaboratively across key functions (i.e. sales, category, marketing, finance, operations) to craft strategic and operational decisions through data-based analytical thinking. You will provide market and channel insights to Sell-In team to analyse business opportunities and will be charged with balanced achievement of gross margin maximization (including product and channel mix) and sustainable business management (sell-out based PSI planning). Establish and deploy BPR (business process re-engineering) through structured project management and relationships. Manage day-to-day interactions while creating scales that drive long term transformation.

Market Overview

Dyson landed in the US in 2002 and within 24 months our technology was market share leader. Our bustling HQ is based in the historic Montgomery Ward Building, overlooking the Chicago River. Just west of the city in Aurora, our dedicated US Customer Care team now numbers 160 people. And in total, there are over 600 Dyson people working across the US in multiple functions. But Dyson US is still growing. It’s poised to double its footprint and take on new categories. Already a target for our competitors, challenging times are ahead. And our battle-hungry US team is truly fired up.

Function Overview

Always evolving, always challenging, our Sales teams are the connection between Dyson and the fast-paced world of retail. Across our global markets, we partner all the key players – online and on the high street. Plus, recently our first Dyson store was launched, with many more to come. It gives us a new benchmark for Dyson retail standards – elevating the brand and inspiring new ways to put Dyson technology into people's homes.

Accountabilities

Strategic Channel Planning & Execution

  • Develop channel strategy working with Category Leads to pivot business executions to achieve 2017-2020 channel re-balance and product mix strategy
  • Implement monthly optimization models utilizing industry best-practice processes such as CPFR and PDCA with 90-day out PSI line-of-sight to constantly and timely deploy tactical actions (within 30-45 days) and activate strategic actions (45+ days) to achieve sales objectives
  • In collaboration with Sales Directors/National Account Managers, Category Leads with support of Finance Planning and other functional groups, develop and execute channel portfolio plan including account strategy and annual account JBP with execution details
  • Lead activities on trade and promotion investment to execute account P&L management , trade term contents and trade term change management
  • Launch "Key Selling Season Game Plan (Pre-planned Promotion)", such as target setting, pre-planned promotion planning and pre-planned promotion execution
  • Prepare content for key dealer decks and provide directional and strategic consulting for key customer meetings to achieve optimized business results

 

GTM Execution & Analytics:

  • Combine creative thinking, command of analytical methods by gathering and synthesizing relevant data and a sophisticated understanding of store level performance with the support of the O9 data science team to structure and execute Top 1K GTM strategy
  • Evaluate Top 1K doors’ performances (including fixture and Experts) by modelling performance reflecting plausible scenarios or illustrating the limits of tolerable risk range (ie return payback scenarios relative to investment risk tolerance range
  • Lead and mentor Sell-Out data insight team to ensure the relevance and reliability of the data sources, the accuracy of reports, analytical soundness, and timely delivery of work product
  • Provide Expert deployment and prioritization work based on door strategic importance, hub and spoke efficiencies and on-going improvement of financial and business performance metrics

Skills

  • Bachelor Degree or plus required
  • 10 years+ experience in sales/national account sales and management experience in required; 15+ years preferred.
  • Strong sales and negotiation skills and contract negotiation experience
  • Leadership skills for effective communication, influencing and persuasion
  • Ability to understand the Dyson brand and uphold its integrity
  • Strong communication and presentation skills
  • Ability to think strategically and develop long-term plans for the business
  • Solid understanding of and ability to manage a P&L and Balance Sheet
  • Proficient in Microsoft Outlook, Word, Excel, PowerPoint.

Benefits Overview

Dyson US monitors the market to ensure competitive salaries, holidays and retirement plans. Beyond that, you’ll also enjoy profit-related bonuses and life and disability cover. But financial rewards are just the start of a Dyson career. Rapid professional growth, leadership development and new opportunities abound, driven by regular reviews and dynamic workshops. And with a vibrant culture, the latest devices and a relaxed dress code reflecting our engineering spirit, it’s an exciting team environment geared to fuelling and realising ambition.
 
Dyson is committed to providing reasonable accommodations to individuals with disabilities. If you are interested in applying for employment with Dyson and need a reasonable accommodation for any part of the application process, please send an e-mail with your contact information, the job number of the position for which you are interested in applying, and the nature of your request to careers.us@dyson.com or call (312) 706-2260. Determinations of requests for reasonable accommodation are made on a case-by-case basis.

Posted: 17-May-2017

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