Key Account Manager Professional (B2B)

Summary

Salary
€ Competitive
Team
Sales Account Management
Location
Milan - Italy

Description

Execute the Professional sales strategy in the assigned verticals (Office, Hospitality, Industries, Transport, …) working on Direct business with end customers/groups selling all the Professional categories (hand dryers, lighting, environmental control, personal care and floor care)

Reporting to Sales Manager professional.

Based in Milan.

Accountabilities

  • Develop and manage the Professional business, according to Dyson Group and Italian sales objectives, executing the annual sales plan.

  • Develop a business plan for business expansion through groups framework contracts with key accounts within strategic verticals (Office, Hospitality, Industries, Transport, …)

  • Identify a customer list and define an action plan to convert it in sales. Look for, identify customer expectations, develop, negotiate and fidelize a Direct Customer portfolio of XL and relevant companies/groups.

  • Build a story telling/arguments highlighting the benefits of Dyson products vs. those of the competition

  • Develop business in key customers/groups building a network with KOL’s, associations, relevant entities and participating to specific tradeshows/events.

  • Coordinate and update the Professional Sales team on actions, activities, plan for the relevant key accounts. Work in matrix with sales teams in the region that will apply groups framework contracts

  • Develop and maintain a proper sales dashboard to monitor sales ensuring the reporting of the activity to the Management Italy and EMEA/World Management and according to key indicators (sales forecasts, monthly results, management of the margin, pricing control and consistency with European prices, competitive information, ... ).

  • Cooperate with Marketing and PR teams (locally and internationally/SEU) to set proper activities (CRM, POS, placement, social, ad hoc communications) in order to grow Dyson brand awareness and product sales.

  • Manage and oversee all areas of commercial interaction between Dyson and all Customers from both strategic and operational stand point.

  • Cooperate with back office (S&OP, Logistic, After Market & Finance) to manage all customer’s needs (customer profiling, quotes, final offer, Sales force, technical service need) to convert leads into sales and to deeply customized marketing & training activities.

  • Work with all company functions to grant order delivery, solve technical issues, manage credit limit, etc. 

  • Be available for Dyson Group fortnightly calls, reporting and attend international meetings when required

Skills

  • Skills and negotiation competence with Key Accounts

  • Autonomy, flexibility and adaptability

  • Strong results orientation

  • At least a completed undergraduate degree

  • Excellent command of Italian and English

  • Availability to travel

  • Knowledge of and experience with MS Office (Word, Excel, PowerPoint)

Benefits

Discount on Dyson machineCompany bonus shemeSmartworkingTicket Restaurant