National Account Manager - Beauty & Personal Care

$ Confidential

Chicago or New York City

Description

The National Account Manager will execute and drive a retail sales plan for all beauty and personal care national accounts that will result in delivery of sales and profit growth of existing and new Dyson products.

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 are truly fired up.

Function Overview

Our Retail Sales teams epitomise the entrepreneurial spirit that has defined Dyson since day one: ambitious, commercially savvy, and strategically agile. We work with some of the world’s biggest retailers, implementing the most profitable long term business plans and driving innovative ways to put our technology into more hands. It requires managing multiple networks of Dyson people. And overseeing many different retail areas - from instore fixtures to online activation. It takes ownership, courage and tough negotiations. Being constantly driven to see clearer solutions and drive better sales

Accountabilities




Develop joint business plans for accounts


  • Seek consensus and approval from internal stakeholders for proposed plans; negotiate with accounts to company's position, maximizing profit outcomes
  • Achieve sales, profit and inventory goals on a monthly, quarterly and yearly basis
  • Manage funds and resources for the best return on investment; Analyze data and implement high quality solutions and actions to solve problems proactively with customer and team


  • Monitor, progress and review business plans with the customer and activate contingency plans when needed


 


Manage financial aspects of all accounts


  • Commercially manage P&L, budget planning and customer management

  • Manage monthly, quarterly and annual sales forecasts and provide rationale to internal stakeholders

  • Provide weekly latest estimates on sales projections with confirmation of upsides and action plans to alleviate shortfalls

  • Manage gross to net controls to optimize profitability

  • Deliver maximum consumer engagement from trade investment

  • Control and minimize the detrimental impact of returns on profitability

  • Review optimum investment of trade price reductions to deliver strong promotional consumer engaging messages

  • Ensure customers are provided with Dyson Terms and Conditions


 


Develop and manage relationships and processes with established customer team and internal business partners.


  • Seek out decision makers and influencers; Create positive working relationships across all levels of the business
  • Accountability for all business processes related to the position, for example accounts receivable, legal, customer service, and all related administrative due diligence
  • Work with Marketing and Retail Marketing to develop exclusive products and range


  • Build contacts with the forecasting and supply chain teams within the customer to work together to manage the most cost effective supply chain delivering all potential operational efficiencies


  • Attend and contribute to monthly Review meetings with Marketing, Demand Planning and Leadership team
  • Attend and contribute to once monthly Forecast review meetings with Demand Planning


 


Develop and manage relationships with retailers


  • Represent Dyson to the trade; Demonstrate exemplarily execution of Dyson principles
  • Seek out decision makers and influencers, to best manage the business; Create positive working relationships across all levels of their organizations


  • Review Company Reports to build an understanding of customer objectives and direction


  • Comprehensive knowledge of customers; ability to communicate that knowledge, serving as the voice of the customer internally
  • Establish and execute plans regarding distribution, merchandising, pricing, and product placement including negotiating contracts and various programs with customers
  • Regularly negotiate trading terms with customer
  • Problem solve issues to achieve profitable outcomes
  • Make regular visits to customer head office, stores, or influencing location anywhere within the US and, if appropriate, accompany customer to the UK to Dyson head office to cement joint business plan


 


Develop new customers and business channels that align with Dyson’s strategy


  • Identify opportunities and related risks; Assess situation and propose action
  • Develop and manage new and emerging businesses
  • Manage multiple categories within retailers


 


Contribute to the national accounts sales team


  • Serve as an active and high performing member of the team
  • Lead team activities, on a rotating basis
  • Suggest process improvement; Work as a team towards solutions by sharing knowledge, expertise, and new ways of working


 


Develop personal business skills, to enable greater levels of contribution to the organization


  • Seek out assessment and growth opportunities; Strive for personal excellence
  • Act with urgency to make the most of opportunities and accomplish goals and objectives of business
  • Develop expertise in all Dyson products
  • Relish the opportunity to pick up new activities that fall broadly in the purpose of the role
  • Identify problems, root causes, and determine solutions


Other Requirements


  • Full driver’s license with good driving record

  • Ability to lift, push, and pull up 50 lbs

  • Ability to travel up to 50%




Skills

Experience and Education

Skills

Dyson Behaviors

·         Bachelor’s Degree required; concentration in business or related field preferred

·         7+ years’ experience in premium brand national account sales and account management calling on national retailers

·         Account management experience and a passion for the Health and Beauty sector required

·         Diverse experience supporting sales, operations, trade marketing, category management, and financial analysis required

·         Strong proven track record of budget/quota delivery

·         Experience being an active and high performing member of a team

 

 

·         Demonstrate the ability to penetrate the appropriate customer, customer team, and internal functions to achieve maximum results on sales objectives

·         Ability to think strategically and develop long-term plans for channels, retailers, and products

·         Proven ability to positively influence buyers and management level decision makers to achieve customer business volume plan

·         Well-developed conflict resolution skills

·         P&L proficiency and ability to optimize return on investment - ability to determine short and longer term sustainable outcomes rooted in analysis. Ability to provide insights to POS trends within account base

·         Proven negotiation and closing skills, both at the account and product sales levels

·         Good customer and cross functional interface capabilities

·         Excellent presentation and influence skills

·         Excellent math and analytical skills

·         Ability to accurately forecast demand

·         Demonstrated proficiency in Microsoft Word, PowerPoint, and Outlook; advanced proficiency in Excel

·         Demonstrate competency with internal and syndicated systems, data and content organization to support the needs of sales management

·         Passion for the technology, and hunger to develop successful customer team

·         Demonstrated ability to manage complex projects

·         Low personal ego; high team ego to succeed

·         Objective, enthusiastic, committed, flexible, diligent, conscientious

·         Accountable – takes ownership of business, customers, and relationships

Leading Leaders:

·         Explorer – Passion for the technology, and hunger to develop successful customer team

·         Shrewd – Making the right decisions

·         Fighter – Getting the best results

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 fueling and realizing 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[2] . Determinations of requests for reasonable accommodation are made on a case-by-case basis.


Dyson is an equal opportunity employer.



Posted: 2-Aug-2016

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