FMCG National Account Manager WFH
1 day ago
Salary: Competitive
Team: Sales
Location: Canada - Toronto Office
Dyson is a global technology enterprise. Dyson launched in Canada in 2006 with our headquarters in the heart of Toronto, where we’ve been recognized as one of the top employers to work for. In recent years, we’ve expanded our reach and grown exponentially across many teams, from digital and direct, to field sales, and our growing number of Dyson Demo stores.
We're committed to our campus culture and want to have people collaborating, developing, and learning from each other. By having everyone on campus together, we have been able to nurture a fantastic social and dynamic environment.
About the roleOur Senior National Account Managers manage the relationship between Dyson and relevant Canadian retailers at Head Office level and are responsible for tactical direction, strategic sales plans, and the development of your team members. The core component of this role is to grow Dyson sales volume, revenue, gross margin, and market share in consumer products. 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. You will manage and mentor a team, helping those members grow, develop, and succeed in their career at Dyson.
Main responsibilities include but are not limited to:
- Deliver annual Sales Volumes and Gross Margin to plan
- Contribute to and implement channel strategies that optimise retail opportunities and Dyson profitability in line with goals
- Deliver monthly sales volumes and communicate and escalate 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
- 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 Canadian 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 cross-functional partners in Dyson to promote the Canadian business objectives, driving overall business improvements and ensuring innovation is launched with excellence
- Create quarterly and annual Joint Business Plans (JBP) with top customers and support the negotiations of annual terms and commercial agreements
- Shape and influence the strategy for your customers across a 3 year horizon, determining how our products are merchandised and presented in store, on the internet and in catalogue
- Monitor competitor activity, report and develop activity to counter their impact, ensuring we focus on maintaining and growing Dyson share in all categories
- Lead and develop a team, building their expertise and developing their skills in Account Management
- Act as a thought leader within the Canadian organization, challenging the status quo and creating an environment for growth
7+ years’ experience in premium brand national account sales and account management calling on national retailers
Bachelor’s Degree or equivalent experience
Prior experience managing a team is highly preferred
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
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
Accountable – takes ownership of business, customers, and relationships
Full driver’s license with good driving record
Ability to lift, push, and pull up to 50lbs
Ability to travel up to 50%
At Dyson, how we reward you is linked to our high-performance culture. Through a package of financial, lifestyle, and health benefits, we support whatever stage of life you’re in and the moments that matter.
- Company Paid Life Insurance and Accidental Death and Dismemberment (AD&D)
- Short-Term and Long-Term Disability
- Competitive Paid Time Off including Floater Holiday, Sick, and Vacation Time
- Generous Maternity Leave Program
Dyson is committed to fostering an inclusive and accessible environment that reflects the diversity of the community in which we live. If requested, we will provide reasonable accommodation during the recruitment process for persons with disabilities.
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