Senior Key Account Manager

About us

Dyson is a global technology enterprise. We solve the problems others choose to ignore, with surprising new inventions that defy convention and simply work better. We’re driven by progress and thrive on the challenge of relentless improvement. We’re growing fast and our ambition is huge – more categories, more locations and more people.

Pioneering technology takes more than just inventive engineers. At Dyson, we take a problem-solving approach to everything we do. And across our support teams, we’re proud to be different. And importantly, we support change to maintain our rapid growth.

About the role

As the Key Account Manager you will lead on a high profile account ensuring there is outstanding execution and sales growth. 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 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 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 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 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

• 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 and deliver 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)

• 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 Portugal and Iberia Sales Identity.

About you

• Account Management Experience of 4yrs+

• Worked with and contributed to a high performing sales team

• Has been exposed to senior level account negotiations

• 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 Portuguese and English language

• 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

• Discretionary bonus 

• Health insurance 

• Life insurance

• 23 Working days holiday  

• Lunch voucher 

• Free coffee and tea + free fruits

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.