Sales Director, HK&TW

Summary

Salary
Confidential
Team
Sales Account Management
Location
Hong Kong - Hong Kong

Description

To grow the Hong Kong & Taiwan in sales and profit. Be accountable for all aspects of the sales performance of the business.

 

To develop and position the Dyson brand across the Hong Kong and Taiwan markets as a differentiated, technology led Brand; to grow market share, sales and profits sustainably, across channels; to leverage full retail potential for all product categories. Manage all sales aspects of Dyson’s relations with Distributors in Hong Kong and Taiwan.

 

To lead each distributor in formulating best practice plans, strategies and training teams to drive sales performance in all channels and all markets.

 

To work cross functionally with internal Dyson teams to support the market strategies.

 

Accountabilities

Strategic Thinking and Executional Delivery

  • Work in partnership with the HK & TW leadership team to develop the sales strategy for HK & TW

  • Collaborate with the sales community across cluster to learn and adopt best practice to the HK & TW market

  • Network with key stakeholders at Group and across cluster to develop the sales plan and execution model, and educate colleagues on the needs and behaviours of HK & TW market

  • Develop strategies in partnership with counter-parts to deliver both offline and online sales

 

Deliver sales results (volume and revenue) and profit.

    • Create action plans to deliver 5 year strategy and annual plans.

    • Drive effective channel strategies and range strategies with distributors to maximise and optimise Dyson profitably in line with market goals.

    • Work with the Marketing, Communications and Finance Teams to make integrated business plans for growth. In collaboration with the GM, determine and manage

      • Dyson spend on marketing per year per market.

      • Product range, SKU and Line-up

      • Retail executions, store experience and counselling.

    • Responsible for delivering monthly sales volumes and communicating to the management team and wider business any changes to budget, target or LE

    • Establish Distributor pricing strategy, maximising Dyson profit whilst hitting the appropriate local price across a wide range of SKUs.

    • Develop and implement joint business planning across major retailers in each market

    • Train and upskill the capability of the sales and demonstrator team to increase effectiveness and rate of sale per store – driving best practise across the region.

    • Drive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of results

       

      Manage both Offline and Online business to maximise profitability and reduce variability

    • Grow annual e-commerce sales volumes, revenues and market share across platforms, ensure targets are delivered overall, that the online/offline experience is integrated and forecasts are tight and tied in with demand/supply planning

    • Drive effective channel strategies that optimize retail opportunities and Dyson profitably in line with market goals

    • Validate and oversee a monthly customer volume forecast process that is 12 month rolling and delivered to Malaysia (manufacturing base) and the business in a timely fashion

    • Drive down customer retail returns

    • Keep sales overhead costs a reducing percentage of sales

       

      Take the fight for product leadership to competitors and exploit fully our technological advantages

    • Monitor competitor activity, report and develop activity to counter their impact and roll out expediently.

    • Measure and increase instore compliance to ensure the Dyson experience is best in class for consumer goods. 

    • Work with Group to identify trends and develop strategies to outperform the competition

    • Lead the fight against copycats and those infringing Dyson IP.

       

      Develop a deep understanding of Dyson’s retailers and their objectives

    • Conduct regular meetings with key contacts within the trade to ensure customer account plans are on track.

    • Annual top to top meetings between Dyson senior personnel and key customers.

    • Work effectively with key functions in Dyson to promote the regions sales objectives.

       

      Distributor Partnerships

    • Oversee management of Hong Kong and Taiwan distributor partnerships

    • Establish strongest possible commercial relationships with key customers

    • Work with sales to build network with distributor and branch relationships

    • Lead complex customer negotiations

    • Work closely with key retailer partners alongside distributors

    • Manage multi-channel issues to maximise profit

    • Build appropriate channel differentiation strategies, working with the Sales Team as well as Group.

    • Oversee the annual top to top meetings with key customers

    • Oversee the quarterly business review cycle with distributors

       

      Legal compliance

    • Manage the approvals process

    • Ensure contract implementation is adhered to and terms are observed.

       

      Build and manage relationships and be a leader

    • Build strong relationships with distributors, external agencies and internal stakeholders

    • Build a long term vision for the function and support the team

    • Exhibit a holistic approach to business beyond marketing and be a role model for the larger organization

    • Fix things that you can see need fixing

    • Identify problems and find solutions proactively

       

      Fulfil other duties as required

    • Relish the opportunity to pick up new activities that fall broadly in the purpose of the role

    • Fix things that you can see need fixing

    • Identify problems and find solutions.

       

Skills

  • Commercial – sales experience across Asian markets.

  • Proven delivery of sales results – independent sales responsibility for either a big retailer or distributor for a big company, or experience is leading sales team in a territory for a mid-sized company.

  • High level experience of customer negotiations and distributor management.

  • Evidence of budget control and can demonstrate financial expertise.

  • Implementation and roll out of retail training programmes.

  • FMCG sales background or technology sales background.

  • 10-12 years of experience.

  • Preparing and delivering sales training.



    • Strong Sales skills, especially in working with distributors and selling to consumers.

    • Selling high end products, which have significant premium vs. the market.

    • Methodical business planning capability.

    • High level of communication skills both verbal and written.

    • Excellent team leadership abilities.

    • Ability to influence at all levels.

    • Excellent personal and business presentation skills.

    • Strong team player capable of building and motivating teams.

    • Performance management of sales team to drive results.



Benefits

Competitive Compensation with Social Benefits

Closing date: 30 November 2019