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Business Development Executive

Summary

Salary
n/a
Team
Sales Account Management
Location
Warsaw - Poland

Description

Develop and manage channel partners in designated territory, including National Distribution partners

Within different channels, you will develop strong business relationships so that our partners sell Dyson Professional products. As Business Development Executive, you’ll focus on distributor support and identifying and securing cross-category business opportunities across the Poland, creating and growing a new account pipeline for Dyson Professional. Not only will you be responsible for driving new business opportunities for Dyson Airblade, you will also be looking to identify opportunities to launch and drive sales of Dyson Lighting, Dyson Purifiers, and Dyson Supersonic. You will be also responsible for leading Sales and Specification activity, driving specification via architects and designers to grow Poland projects. You will establish strong relationships with Distributors, Resellers, Architects, Specifiers using your deep understanding of the Market, B2B sales process, key project stages and stakeholders to optimize the sales opportunities and process.

Accountabilities

You will be responsible for:

 

  • Become a product expert. Learn how to communicate Dyson technology to partners and customers
  • Generating, developing & managing the indirect sales pipeline in the market, delivering short-term revenue as well as developing a credible pipeline of projects spanning a longer sales cycle
  • Build reliable and accurate sales forecasts, orders and other ad-hoc management reports
  • Managing distributor relationships and growing the number of sub-distributor partners
  • Develop and maintain our sub-distributor network across Poland, including delivering product trainings and participating in joint meeting and events with dealers as a product expert
  • Supporting market distributor managers to specify and sell all category in all regions and territories
  • Develop new channels of business, including participating in trade shows and PR events and speaking in front of various audiences
  • Initiate and manage relationships with architecture and design firms to encourage them to specify Dyson Professional products in new building projects.
  • Have an interest in innovation and entrepreneurship
  • Visit customer, specifications, and distributor outlets as part of planned visiting program based on KPI’s set by BDM CEE.
  • Develop and maintain our partrners, including delivering product trainings and participating in joint sales meetigs with dealers as a product expert.
  • Follow up and progress meetings utilizing Salesforce.com, using CRM effectively; recording all sales and service related activity and use the diary management functions to be as efficient as possible.
  • Develop and progress a pipeline to deliver ongoing sales results.
  • Actively work with existing and potential distributors to extend Dyson’s sales reach, by arranging joint visits with local distributors to their top clients.
  • Manage potential and actual channel conflict.
  • Generate market demand in designated territory by working as effectively and efficiently as possible
  • Evaluate public visibility of product, create and implement strategy of increasing public visibility of product.
  • Assess local tradeshow opportunities and collaborate with marketing to maximize ROI of attending.
  • Introduce product to potential new customers, influencers, especially architects and distributors.
  • Respond to any inquiries about product such as, but not limited to, quotes, technical specs, sales, distribution, and trade shows.
  • Achievement of sales targets in terms of volume, revenue and contribution from the mass business market.
  • Deliver effective sales meetings and presentations to a wide range of small and medium sized businesses, through pre-booked and ad-hoc meetings.
  • Maximize client facing time through effective calendar management of both proactive and reactive sales opportunities.
  • Develop new channels of business, including participating in trade shows and PR events and speaking in front of various audiences.
  • Initiate and manage relationships with architecture and design firms to encourage them to specify Dyson Professional products in new building projects.
  • Build reliable and accurate sales forecasts, orders and other ad-hoc management reports
  • Build and maintain relationships with buyers, influencers, and distributors.
  • Prospect, develop, and manage new business opportunities.
  • Build pipeline of business large enough to drive sales targets.
  • Negotiate and close orders within set parameters (pricing, terms and conditions, etc.).
  • Expand customers from one-time purchasers to established, repeat business.
  • Manage customer satisfaction with excellent account management.

Skills

·  Bachelor Degree required or 3 years relevant experience in lieu of degree required.

·  Minimum 2 year experience in a sales role

·  B2B experience strongly preferred

·  Able to demonstrate excellent communication skills in Polish (spoken and written)

·  Able to demonstrate good communication skills in English (spoken and written)

·  Account Management experience required

·  Proven success in sales prospecting, account management, and negotiation

·  Experience selling sustainable or other building products to owners, contractors, or architects preferred

·  Experience with cold calling, client presentations, and closing business



·  Ability to understand the Dyson brand and uphold it’s integrity

·  Strong communication and presentation skills

·  Proficient in Microsoft Outlook, Word, Excel, PowerPoint

·  Strong understanding of accounting, financial, and business transactions

·  Self starter who is comfortable developing sales and activity plans from inception through to completion.

·  An excellent technical understanding of different technologies and ability to speak fluently with designers about a wide range of technical aspects of general lighting

·  Ability to develop and build strong relationships with distributors

·  A tenacious individual who is happy initiating new relationships, opening doors of large, complex organizations alongside smaller independent businesses

·  An innovative thinker who enjoys learning and solving problems

·  Enthusiastic, assertive, driven, dynamic and  flexible

· Ability to plan, coordinate and prioritize tasks efficiently

· Strong analytical and logical thinking

· Ability to multitask

·  Good understanding of B2B commercial business and strategies – especially regarding complex capital sales

·  Ability to think strategically and develop long-term plans

·  Understanding of basic channel conflict management

·  The position will require a degree of flexibility to meet client expectations and from time to time this may include evening and weekend events and intrastate travel.

·  May have experience working with salesforce.com (also an asset but is not a requirement)

·  Has developed professional and effective interpersonal, communication, negotiation and presentation skills

·  Is comfortable with public speaking, presenting technology, and interacting with industry experts

·  Has a valid driver’s license, good driving record, and ability to travel within the territory

·  Is able to lift, push and pull up to 15 kg


Benefits

Competitive salary

Annual bonus opportunity: 30% according to Dyson incentive policy

Corporate car

Policlinic and hospital coverage

Life and disability insurance

Pension contribution

Mobile phone and call charges as per the local policy