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Key Account Manager B2B (m/f/d)

Summary

Salary
Competitive
Team
Sales
Location
Germany - Cologne Office

About us

Dyson is a global technology company founded in 1993 with a unique philosophy - to solve problems that others ignore. The company is known for surprising new inventions that defy convention.

From hand dryers, air purifiers/fans without rotor blades to our hair styling products that take professional styling to the next level: We continue to develop relentlessly - our products inspire every technology fan and make a company a special place to work.

Our culture is unique; The mindset is geared to constant change and Dyson’s pace brings constant challenge.Dyson suits people with the courage and resilience to find their own way, spotting opportunities where others don’t, and having the self-belief to persevere where others give up.

About the role

As Key Account Manager B2B, you will lead on high profile accounts ensuring there is outstanding execution, sales growth and rapidly growing awareness. Commercially focused, you will use your negotiation and influencing skills to develop a strategic annual account plan that sets out the key objectives for DYSON and the wholesaler/retailer with ongoing planning of up to three years.

As our product portfolio expands, our retail landscape must transform in order to deliver the vision of our DYSON’s ambitions growth targets. You will set the strategic vision and outline clear objectives that will deliver high value growth and strong return on investment for DYSON Sales.

Responsibilities:

Deliver a vision and strategy to drive transformational growth on your accounts

  • Anticipate on changes in the retail landscape, shopper behaviour or competitors and develop a 360-degree business plan to ensure future profitable growth
  • Collaborate closely with other functions such as commercial, finance, operations and group functions to align your retailer plan with other departments

Deliver sales and profitability targets

  • Deliver sales and gross margin targets in line with budget
  • Agree, update, communicate and administer all areas of the promotional planning cycle
  • Deliver an accurate twelve-month rolling forecast that accounts for sales trends, promotions, seasonality, distribution changes, NPD and product exits
  • Manage a promotional budget in line with forecasts and retail activity plan
  • Understand retailer profitability through the regular use of a retained margin tracker
  • Align the organization to your accounts and negotiation objectives, with an agreed timeline of deliverables

Achieve the highest standards of execution for the DYSON brand online and in stores in line with Selective Distribution agreement

  • Maximize shopper and consumer understanding through effective category management
  • Use data regularly from Salesforce to improve compliance and in store standards
  • Ensure that NPD roll out across the retailer is of a high standard
  • Work closely with retail activation team to identify best locations for DYSON fixtures and to ensure ROI
  • Responsibility to drive the ecommerce equation (traffic, conversion, AOV, sales) on the retailer website

Deliver compelling, well thought through and inspiring presentations to the retailer

  • Construct ‘Winning Customer proposals’ as part of the Customer Business Meeting Sequence
  • Hold regular face to face meetings with customer commercial teams
  • Organize and deliver Quarterly Business Reviews between senior personnel at DYSON and retailer
  • Work with internal departments to drive through agreed customer initiatives.
  • Align the organization to your account and negotiation objectives, with an agreed timeline of deliverables

Influence internal and external stakeholders with impact to deliver results

  • Establish and maintain effective ways of working with Field Sales, Marketing, Operations Team and other key internal stakeholders to deliver joint success in a matrix focused structure.
  • Ensure Supply chain KPI’s and efficiencies are set and delivered against.
  • Handle objections and hold other key stakeholders to account to meet targets and deliver joint activities whilst maintaining relationships.
  • Deliver clear, concise, motivational and influential communication through multiple mediums (spoken, email, 1:1, group, presentation)
  • Play a pivotal role in networking and collaborating across the EMEA account management teams, having your voice heard and sharing best practise.

Engage and pro-actively support with other duties as required whilst adopting DYSON behaviours and maintaining the German Sales Identity.

About you

  • Account Management Experience of 2yrs+ preferable
  • Worked with and contributed to a high performing sales team
  • Has been exposed to senior level account negotiations preferable
  • Evidence of Budget control and forecasting across multiple product lines
  • Level of financial acumen and commercial awareness
  • Proven oral, written, telephone and presentation skills, particularly in German and English language (both languages will be needed everyday)
  • Computer literate with knowledge of all Microsoft Office applications, especially Excel
  • Demonstrable analytical skills
  • Good influencing and negotiation skills
  • Excellent team-worker with drive and enthusiasm

Benefits

  • Remote contract
  • Performance related bonus
  • Company car
  • Pension scheme
  • 30 days holiday
  • Subsidized sport activities
  • Jobrad (Bicycle leasing)
  • Discounted Dyson machines
  • Corporate Benefits
  • EAP (Employee Assistant Programme)
  • Agile working
  • Relaxed dress code

#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.