National Account Manager

at  Dyson

SUMMARY

Salary:
Competitive
Team:
Sales
Location:
Australia - Sydney Barangaroo Office

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 growing fast and our ambition is huge – more categories, more locations and more people.
Our Sales team ensures our machines are presented in an appropriate and consistent way that is recognisably Dyson, to clearly explain our technology and create the right customer experience. This builds our reputation and enables the team to deliver solid long-term sales strategies and plans, while recognising and taking advantage of shorter-term opportunities.
In a constantly changing marketplace we sell Dyson technology across the world to leading retailers. We combine global strategy, local market knowledge with the right trading terms to present Dyson in the best possible way. It requires managing multiple networks of Dyson people and overseeing many different retail areas – from in store fixtures to online activation. It takes ownership, courage and tough negotiations. Being constantly driven to see clearer solutions and drive better sales.

Our National Account Managers manage the relationship between Dyson and relevant Australian retailers at Head Office level and are responsible for both the tactical direction and strategic sales plans. The core component of this role is to grow Dyson sales volume, revenue, gross margin and market share in consumer products in Australia. You will understand your accounts and retailer objectives and build strong relationships that allow you to influence at all levels in order to deliver account and business plans.

Main responsibilities include but not limited to:-

• Deliver annual sales volumes to plan
• Contribute to and implement channel strategies that optimise retail opportunities and Dyson profitability in line with Australian goals
• Deliver monthly sales volumes and communicating and escalating as appropriate any changes to target, forecast or LE
• Effectively manage promotional spend budget to deliver the best return on investment through a transparent approval process
• Responsible for the forecast process working collaboratively with the retailer
• Ensure accuracy in monthly customer volume forecast process that is 18 month rolling and takes into account sales trends, promotions, seasonality, distribution changes, NPD and product exits
• Drive down customer retail returns
• Analyse relevant sales in/sales out, stock on hand and all available data to identify underlying trends and immediate sales opportunities, and ensure sales staff implement the identified opportunities
• Conduct regular meetings with key contacts within the trade to ensure customer account plans are on track
• Participate in annual top to top meetings between Dyson personnel and key Australian customers
• Champion and deliver key customer initiatives both within Dyson and with the customer. (e.g. Category management, in store, returns etc)
• Work effectively with key functions in Dyson to promote the Australian sales objectives
• Create quarterly and annual Joint Business Plans (JBP) with top customers and support the negotiations of annual terms and commercial agreements
• Feed customer volume projections into the monthly Dyson forecast
• Shape and influence our strategy for how our products are merchandised and presented in store, on the internet and in catalogue
• Present to customers all New Product Development (NPD) and execute world class NPD launches
• Work internally to ensure that the Field Sales team have the necessary tools to execute plans in store and maximise momentum
• Negotiate with retailers to enable; a demonstrator scheme, academy, category management and in-store fixtures.
• Monitor competitor activity, report and develop activity to counter their impact