Senior Key Account Manager

at  Dyson

SUMMARY

Salary:
Competitive
Team:
Sales
Location:
Netherlands - Amsterdam Office
Senior Key Account Manager Benelux – Dyson Benelux
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 for Benelux is huge – more products and more categories.
Description:
Working within the Dyson Benelux (Physical Retail) Sales team, and directly reporting to the Head of Retail, as Senior Key Account Manager, your main responsibility will be to drive profit, growth and outstanding execution at the major and highest-profile physical retail accounts across Benelux.
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.
As our product portfolio expands, you will set the strategic vision for your main accounts and outline clear objectives that will deliver high value growth and strong return on investment for Dyson Sales.
You have strong analytical skills, high negotiation skills, ingenuity, and decisiveness to deliver insights and actions to drive the joint business forward and aligned with the wider market strategy.
Accountabilities:

Deliver sales and profitability targets:

• Deliver sales and gross margin targets in line with budget (monthly, quarterly, annually)
• Deliver an accurate twelve-month rolling forecast that accounts for sales trends, promotions, seasonality, distribution changes, NPD and product exits
• Create & deliver together with your Retail accounts, compelling and complete Joint Business Plan, including thorough activation plan, ATL and NPD Launches.
• Agree, update, communicate and administer all areas of the promotional planning cycle
• Manage a promotional budget in line with forecasts and retail activity plan
• Manage costs & investment to maximize profitability across account portfolio

Drive the strategy for Physical Retail across Benelux and achieve the highest standards of execution for the Dyson brand online and in stores, in line with Selective Distribution agreement & the Benelux Strategy:

• Maximize shopper and consumer understanding through effective category management and recurrent data analysis, leading to a reactive & optimized Joint Business Plan with your retailers
• Responsible to drive the commercial & ecommerce equation (traffic, conversion, AOV, sales) across all your dedicated point of sales.
• Own and develop a holistic retail media strategy in close collaboration with our media and category teams
• 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
• Work closely with the Retail Activation team to produce and deliver in-store and on-line material to execute a great activations & launches.

Deliver compelling, well thought through and inspiring presentations to retailer Senior Management:

• Construct strong customer proposals as part of the Customer Business Meeting Sequence, including analysis and presentation of key data
• Hold regular face to face meetings with retailer 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 & communicating with Retail Team, 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)

Experience & Skills:

• Previous high-profile Senior account management background – Electro channels preferably
• Working knowledge of the Retail industry, either with an electrical manufacturer or other
• Proven consistent delivery of stretch sales targets
• Worked with, contributed and/or lead of a high performing sales team
• High level of commercial awareness
• Good Experience in budget control and forecasting across multiple product lines.
• Degree preferred
• Strong negotiation and influencing skills, particularly in senior-level account negotiations.
• Excellent level of communication & presentation skills, both verbal and written
• High level of attention to detail & planning
• Excellent relationship builder
• Strong Analytical skills
• Proficiency in Microsoft Office applications, especially Excel, for data analysis and reporting.
• Fluent in English - Dutch is a (major) plus

Competencies:

• Results driven
• Decisive and excellent influencer
• Self-starter who sees things to completion
• Energetic, engaging and positive approach
• Assertive, prepared to see through plans and overcome objections
• Intelligent, quick-thinking, alert
• Proactive
• Passionate

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

Please refer the Job description for details