Senior National Account Manager
About The Position
The Senior National Account Manager will execute and drive a retail sales plan for specific retailer accounts that will result in delivery of sales and profit growth of existing and new Dyson products. This role involves developing joint business plans, negotiating with accounts to maximize profit, and achieving sales, profit, and inventory goals. The position requires managing funds and resources for the best return on investment, analyzing data to solve problems proactively, and developing strong relationships with retail accounts. The Senior National Account Manager will represent Dyson to the trade, seek out decision makers and influencers, and create positive working relationships across all levels of customer organizations. They will establish and execute plans regarding distribution, merchandising, pricing, and product placement, including negotiating contracts and trading terms. Regular visits to customer head offices and potential trips to Dyson's UK head office are expected. The role also involves working with Marketing, Finance, Logistics, and Product Claims and Performance teams to develop exclusive products, execute bundles, and substantiate claims. Accountability for all business processes related to the position, such as accounts receivable, legal, and customer service, is also a key aspect. Additionally, the Senior National Account Manager will contribute to the Dyson and National Account Sales Team's success by being an active, high-performing member, identifying and solving problems, suggesting process improvements, and developing expertise in all Dyson products. The role may also involve developing and managing direct and indirect reports.
Requirements
- Full driver’s license with good driving record
- Ability to lift, push, and pull up to 50lbs
- Ability to travel up to 50%
- Bachelor’s Degree preferred; concentration in business or related field preferred
- 7+ years’ experience in premium brand national account sales and account management calling on national retailers
- Diverse experience supporting sales, operations, trade marketing, category management, and financial analysis required
- Strong proven track record of budget/quota delivery
- Experience being an active and high performing member of a team
- Demonstrate the ability to penetrate the appropriate customer, customer team, and internal functions to achieve maximum results on sales objectives
- Ability to think strategically and develop long-term plans for channels, retailers, and products
- Proven ability to positively influence buyers and management level decision makers to achieve customer business volume plan
- Well-developed conflict resolution skills
- P&L proficiency and ability to optimize return on investment - ability to determine short and longer term sustainable outcomes rooted in analysis.
- Ability to provide insights to POS trends within account base
- Proven negotiation and closing skills, both at the account and product sales levels
- Good customer and cross functional interface capabilities
- Excellent presentation and influence skills
- Excellent math and analytical skills
- Ability to accurately forecast demand
- Demonstrated proficiency in Microsoft Word, PowerPoint, and Outlook; advanced proficiency in Excel
- Demonstrate competency with internal and syndicated systems, data and content organization to support the needs of sales management
- Passion for the technology, and hunger to develop successful customer team
- Demonstrated ability to manage complex projects
- Low personal ego; high team ego to succeed
- Objective, enthusiastic, committed, flexible, diligent, conscientious
- Accountable – takes ownership of business, customers, and relationships
Responsibilities
- Develop joint business plans for retail accounts
- Seek consensus and approval from internal stakeholders for proposed plans; negotiate with accounts to company's position, maximizing profit outcomes.
- Achieve sales, profit and inventory goals on a monthly, quarterly and yearly basis.
- Manage funds and resources for the best return on investment.
- Analyze data and implement high quality solutions and actions to solve problems proactively with customer and team.
- Develop and manage relationships with for retail accounts
- Represent Dyson to the trade; demonstrate exemplary execution of Dyson principles.
- Seek out decision makers and influencers to best manage the business.
- Create positive working relationships across all levels of their organizations.
- Problem solve issues to achieve profitable outcomes.
- Establish and execute plans regarding distribution, merchandising, pricing, and product placement including negotiating contracts, trading terms, and various programs.
- Make regular visits to customer head offices and, if appropriate, accompany customers to the UK to Dyson head office to cement joint business plans.
- Develop and manage relationships and processes with established customer team and internal business partners.
- Work with Marketing, Finance, and Channel to develop exclusive products and range.
- Work with Logistics to execute bundles locally and reduce QVC and HSN corporate charges.
- Work with Marketing and Product Claims and Performance Manager to substantiate on-air claims.
- Accountability for all business processes related to the position, for example accounts receivable, legal, customer service, and all related administrative due diligence.
- Serve as an active and high performing member of the team.
- Identify problems and find solutions. Think outside of the box.
- Be able to challenge self and others in accepting the norm, while working towards best practices.
- Suggest process improvement. Work as a team towards solutions by sharing knowledge, expertise, and new ways of working.
- Relish the opportunity to pick up new activities that fall broadly in the purpose of the role.
- Seek out assessment and growth opportunities. Strive for personal excellence.
- Act with urgency to make the most of opportunities and accomplish goals and objectives of business.
- Develop expertise in all Dyson products.
- Develop and manage direct and indirect reports
Benefits
- 401K with up to a 4% match
- Company paid Life Insurance and AD&D
- Flexible Savings Account (FSA) and Health Savings Account (HSA)
- Competitive Paid Time Off Benefits including Separate Holiday, Sick, and Vacation Time
- Pre-tax Commuter Benefits (applicable areas only)
- Generous Child Care Leave Program
- Wellness Program
- Employee Assistance Program
- Dyson Product Discounts
- Multi-Level Healthcare Coverage Options
- Vision & Dental Coverage
- Company paid Short-Term and Long-Term Disability
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
