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Director of Strategic E-commerce Sales

Summary

Salary
Competitive
Team
Sales
Location
United States - Chicago Office

About Us:

Dyson is a global technology enterprise. We’re growing fast and our ambition is huge – more categories, more locations and more people. Dyson launched in the US in 2002, and since then operations have grown exponentially. Our US headquarters is based in Chicago's Fulton Market neighborhood and employees working in field sales, our service centers, and in our growing number of Dyson Demo Store’s across the country.

About the Role:

The Director of Strategic E-commerce Sales is responsible for the daily management of the strategic e-commerce business. This role will support leading all aspects of the sales management process, including business planning and development, marketing, forecasting, and overall sales optimization. In leading and directing a results-oriented team, the incumbent will drive key business analysis used to shape strategy, structure, and revenue/profitability improvement. The position requires the individual to establish, support, and foster a collaborative working partnership with internal functional support departments and with Dyson’s strategic e-commerce partners.

Sales & Business Development: lead the team to create and execute sales strategies and objectives.

  • Develop and own strategic and tactical plans to achieve near and long term goals of the E-Commerce business segment.  Areas include sales, profit, product, distribution, merchandising, pricing and contractual agreements and negotiations.

  • Deliver volume and profitable growth in each category segment, based on strategic goals.

  • Develop and drive a comprehensive, fluid analytical evaluation of segments and overall performance, including KPIs and insights related to business performance, media and operations excellence.

  • Partner with Marketing and Supply Chain to develop and maintain accurate, timely forecasts of the business segment and product category level.

  • Oversee the planning and execution of sales meetings and key presentations.

  • Communicate plans to internal stakeholders and gain buy-in for implementation. Be the voice of the customer and influence our organization to meet customer needs.

  • Develop, train and coach team members to implement plans for individual and account growth.

  • Create strategic partnerships and incremental business development opportunities with our customers and their relevant leadership team.

Media and Marketing Strategy: in partnership with our Marketing, Media and Category teams, you will:

  • Own the owner experience on site, from catalogue management to enhancements and escalations, to execute perfect product detail pages, brand stores and other branded environments.

  • Own the trade calendar for the account, price and promotional strategy

  • Executive flagship events and activations on the platform

  • Influence and drive development of digital content and digital media strategy and execution.

  • Partner with advertising key stakeholders to manage the media performance of our campaigns, reporting on performance and KPIs

  • Understand how to tap into the retailer ecosystem for above-and-beyond innovations of various formats in various platforms

Operations Excellence: in partnership with our Operations and Supply Chain teams, you will:

  • Ensure operational excellence of the account, including forecasting support, fulfillment execution, packaging and shipping SLAs

  • Work with the Compliance team to track and manage chargebacks and escalations as relevant

  • Leverage analytics to provide forecasting support and insights to internal stakeholders to ensure best-in-class stock allocation and management

Partner with internal business functions to lead, build, and execute plans of the sales team

  • Manage accountability of team members to internal functions – forecasting, Accounts Receivable, Accounts Payable, finance, logistics, Sales Order Processing, marketing, and field sales.

  • Develop, organize, and implement productive and efficient sales management and sales support infrastructure.

  • Create new product launch plans with the senior team to maximize profit.

  • Facilitate, lead, and drive a disciplined, collaborative internal and external communication philosophy.

  • Lead special projects, both within sales and other business functions.

Inspire, lead, motivate and coach the team through regular feedback, 1:1s, Personal Development Plans.

  • Manage processes to ensure that the team is as effective as possible to meet business objectives.

  • Identify gaps in knowledge and skills in the team and build appropriate solutions.

  • Direct, mentor, and train staff in all aspects of their job/roles.

  • Develop talent and succession plans as well as team transitions, probationary periods.

  • Foster a team-oriented and results-driven sales management culture.

Ensure compliance with internal policy with the objective of delivering accurate proposals for senior management consideration/authorization.

  • Lead the coordination and review of all internal sales documents such as customer agreements and annual contracts, deduction authorization documents, promotion proposals and pricing recommendations.

  • Responsible for key inputs required for weekly staff and monthly business review meetings.

  • Conduct comprehensive reviews to ensure that underlying commercial considerations have been undertaken.

Fulfill other duties as required.

  • Ability to travel up to 25% of the time.

  • Ability to lift up to 50 lbs.

About You:

A strong understanding of: the a strategic e-commerce ecosystem, where to play and how to win:

  • Prior experience managing e-commerce accounts

  • Experienced with Vendor and Seller Central platforms

  • Experienced with Brand Analytics, including forecasting portals and operational dashboards, brand health and other key metrics

  • Experienced with Brand Registry

  • Experience managing campaigns and working with advertising

  • Strong understand of digital marketplaces

Also:

  • Bachelor Degree required; concentration in business or related field preferred

  • Minimum 8-10 years’ experience in sales/national account sales experience required; with a minimum of 5 years’ experience directly managing a team

  • Solid understanding of and ability to manage a P&L. Strong mathematical & financial analysis skills.

  • Performance record of forecasting & driving results while improving processes.

  • Ability to develop strong relationships with senior leaders/key stakeholders to ensure all stakeholders are informed, engaged, and satisfied

  • Demonstrated ability to work well under tight deadlines and work effectively in a matrix organization.

  • Ability to understand the Dyson brand and uphold its integrity.

  • Strong interpersonal, communication and presentation skills required to achieve desired results.

  • Ability to drive projects from concept through implementation.

  • Strong sales and negotiation skills and contract negotiation experience.

  • Ability to think strategically and develop long-term plans for the business.

  • Advanced computer skills – MS Office (Word, Excel, PowerPoint, Access, etc.).

  • Excellent business acumen and being able to understand Dealer P&L’s.

  • The Candidate will have strong leadership and communications skills, a highly collaborative style, and impeccable business ethics.

  • Ideal candidate would have not only Sales but also Marketing experience

Benefits:

At Dyson, how we reward you is linked to our high-performance culture. But it’s about more than salary and bonus. Through a package of financial, lifestyle and health benefits, we support whatever stage of life you’re in and the moments that matter.

Financial benefits:

  • 401K with up to a 4% match

  • Company paid Life Insurance and AD&D

  • Flexible Savings Account (FSA) and Health Savings Account (HSA)

Lifestyle benefits:

  • Competitive Paid Time Off Benefits including Separate Holiday, Sick, and Vacation Time

  • Pre-tax Commuter Benefits (applicable areas only)

  • Generous Child Care Leave Program

  • Wellness Program

  • Employee Assistance Program

  • Generous Dyson Product Discounts

Health benefits:

  • Multi-Level Healthcare Coverage Options

  • Vision & Dental Coverage

  • Company paid Short-Term and Long-Term Disability

#LI-DYSON


Dyson is an equal opportunity employer. We know that great minds don’t think alike, and it takes all kinds of minds to make our technology so unique. We welcome applications from all backgrounds and employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other any other dimension of diversity.

Interview guidance

We are following the government guidelines regarding COVID19. At this time all interviews will be conducted via video or telephone. We’re taking these precautionary measures to protect both our employee and candidate wellbeing. Our Talent Acquisition team will work with you and provide further information as appropriate.