Key Account Manager

About Dyson

Dyson began fifteen years ago with James Dyson and a handful of engineers questioning everyday products, thinking differently and making them better. We are now the world's number one vacuum cleaner manufacturer in the UK, US, Tokyo, Western Europe and Australasia.  

Pioneering technology takes more than just inventive engineers. At Dyson, we take a problem-solving approach to everything we do. 

About the role 

As the Key Account Manager you will lead an account and/or support The Head of KAM ensuring there is outstanding execution and sales growth. Commercially focused, you will develop an annual account plan that sets out the key strategic objectives for DYSON and the retailer with ongoing planning. 

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 retailer account 

• 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 department plans 

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 account 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 

• Communicate retail activity plan to the field team and provide the field with the necessary tools to guarantee high levels of execution 

• 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 retailer commercial teams 

• Organise Quarterly Business Reviews between senior personnel at DYSON and retailer 

• Work with internal departments to drive through agreed customer initiatives.  

• Align the organisation 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)  

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

About you

Individual Requirements 

• More than 3 years experience as Key Account Manager

• Worked with and contributed to a high performing team 

• Evidence of experience in budget control and forecasting across multiple product lines 

• Level of financial acumen and commercial awareness 

• 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 

• Fluent in English and Spanish

Benefits

• Discretionary bonus

• Health insurance

• Life insurance

• 23 Working days holiday 

• Lunch voucher

• Free coffee and tea + free fruits

#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.